Almost everyone who tries to earn Finder's Fees actually does - but - most of them never get paid. They know how to 'find' things, but they don't know how to structure the deal so they get paid.-- SO ...
In 1978, I wrote and published a comprehensive Finder's Fee course detailing the methodology ... over 50,000 copies have been sold since it was written.
A FINDER is NOT a PRE-SELLER -- Pre-sellers accept a selling price from a product source, add-on what they feel to be a fair margin of profit, and sell the item. After they make a sale, they then buy the product and ship it to the buyer.
A FINDER is NOT a DEALER -- Dealers take-on a product, or service, for continuing promotion and sales. They are responsible for the distribution of a product, or service, from the prime source to the end user.
A FINDER is NOT a REPRESENTATIVE or AGENT for either the buyer or seller. -- Representatives & Agents are empowered by their clients to negotiate the purchase, or sale, of specific products or services. They can legally sign documents obligating their clients.
Too many "supposed" Finders are not really Finders at all -- they are Salesmen, Agents, Representatives, and/or Pre-sellers.
A Finder is nothing more than a "match-maker" for a fee. The professional Finder simply matches QUALIFIED buyers with QUALIFIED sellers, or vice versa - "FOR A FEE!"
Finders DO NOT sell anything; except their knowledge.
Finders DO NOT negotiate anything; except their own fees.
Finders DO NOT add-on their profits.
"Contacts" are the bread and butter of the professional finder. All he is really selling is names & addresses of QUALIFIED contacts.
The following are the most important points to remember:
(1) Be a FINDER; not an Agent, Representative, Salesman, or Pre-seller. DO NOT try to sell anything; simply offer QUALIFIED contacts to your clients who offer a Finder's Fee. Nothing more.
(2) As a FINDER, let your contact and your client negotiate their own deal; once you have brought them together.
(3) Use the finest materials (letterheads & envelopes) available, and maintain the most professional business approach in all of your dealings.
(4) Furnish only QUALIFIED contacts to your client. UNqualified contacts only come from UNqualified "amateur" finders.
(5) NEVER give your client the name & address of another Finder. When you do, you start a Daisy Chain, and are not entitled to any form of Finder's Fees.
(6) READ...READ...READ...ever increasing the number and quality of your contacts.
(7) Keep chronological and complete files of all of your correspondence (even telephone calls) with both your contacts and your clients.
(8) Always FIND IT FIRST, before contacting a potential client. This one action, alone, will save you a lot of money in paper that doesn't go into the waste basket.
(9) If you don't get a response from the potential client, DO NOT do what childish amateurs do DO NOT blame the advertiser; blame yourself. You probably didn't offer the potential client what he wanted; so, try again, or give up, on that particular finding opportunity.
NOTE: If one advertiser doesn't respond to your contact offer, you should keep your eyes open for a similar Finder's Fee opportunity; to which you can make the same offer. - BE SURE to re-confirm your contact.
(10) The "key" word in being a successful finder is PATIENCE. The reason most amateur finders never earn their first fee is because they push for a fast close. They try to negotiate the deal for the principals. DO NOT do it!! Let your principals close their own deal, in their own time. A "right" deal will close itself. A "wrong" deal will never close; no matter how hard you push and shove.
As a finder, you can work anywhere you want, at any time you want - just by keeping your eyes & ears open. Even an offhand comment overheard on the street can lead to a finder's fee.
Moderator's reply: Thank you for sharing your expertise!