This is pure gold. Most of us fail miserably at this one little secret, but once learned it can be one of the most powerful weapons in your arsenal.
You competitors aren't doing it because they think it's a waste of time...and this is exactly why it works.
Regardless of what profession you're in: real estate, law, title, mortgages, accounting, you have vendors in your business. In my case, as a mortgage broker, there are real estate agents, title companies, appraiser, other mortgage loan officers, lender account executives, etc.
Here's the secret:
Put them in your database and market to them. But keep one thing in mind. Don't dismiss this as too obvious. I get business from every one of my "vendors" and I do a large number of loans for other mortgage professionals!
Why? Nobody else takes the time. But, for various reasons, these people need what I do. And my competitors don't pay attention to them. Now, once you become the trusted source for folks in your industry and all of the ancillary services surrounding it, you have a steady, reliable stream of loyal clients.
I hope this helps you grow your business.
Now go help someone!
P.S. For this to work you really have to be something that your competitors are not. So think about the value you bring and the advice you provide, and then just do it!