If you’ve been in business for a while, you know the feeling — you’ve been showing up, networking, attending mixers, and still… seeing the same faces. You start to wonder:
Where do you find new prospective clients without relying on the same old networking circuit?
That’s the exact breakthrough Daryl Dean Santos, owner of the Daryl Santos Insurance Agency, reached after more than five years in business. His story on Small Business Celebration reveals what it truly takes to grow your client base when your usual methods stop working — and how to trust your team and community to take you further than you ever imagined.
1. When the Mixers Stop Working
After years of attending the same events and seeing the same people, Daryl realized something had to change. Bakersfield, like many mid-sized towns, can feel small — everyone knows everyone.
But that’s not an excuse to stay stuck.
Instead of relying on familiar circles, Daryl started looking for new prospective clients, new communities and different environments — not just for business, but for genuine connection.
“Find different networks, communities, or activities you’re genuinely interested in,” Daryl said. “You’ll meet people you don’t already know — and that’s where the real opportunities begin.”
This is one of the most overlooked ways to attract new clients: go where your ideal client is naturally spending their time, not just where business cards are being passed around.
2. Create Your Own Opportunities
Daryl didn’t stop at attending new events — he started creating them. He launched the Small Business Community Dinner, a monthly gathering that brought together local entrepreneurs he personally admired.
“I just wanted to bring together people I knew were doing cool things — to create connection, not competition,” he shared.
The results? Over 30 people showed up, representing 25 different businesses. From those dinners came not only new friendships but also new prospective client relationships and collaborations.
If you’re tired of waiting to “get invited,” take Daryl’s cue — build the table yourself. Creating a simple event, mastermind, or coffee meetup can make you the connector others gravitate toward.
3. Overcome the Fear of Rejection
When Daryl first invited people to his event, he admitted — it was terrifying.
“The hardest part was worrying if anyone would show up. It felt like asking someone out and hoping not to get rejected.”
That’s a common fear for entrepreneurs — the anxiety of putting yourself out there again after years in business. But those are the exact moments where breakthrough lives.
If you want to attract new prospective clients, you have to risk a little discomfort. Whether it’s starting your own event, showing up at a niche gathering, or reaching out to potential clients directly — don’t let fear of rejection stop you from expanding your reach.
4. Trusting Your Team to Help You Grow
As Daryl’s business evolved, he faced another challenge: most of his clients spoke Spanish — and he didn’t. Yet 80–90% of his agency’s clientele preferred to communicate in Spanish.
Instead of seeing this as a barrier, Daryl leaned on his team and built a company culture rooted in trust, service, and development.
“I don’t speak the language, but I trust my team completely,” he said. “That trust is why we’re still thriving.”
This is another vital lesson in growth: you can’t scale your business (or attract new prospective clients) alone. Empower your team to handle what you can’t — and trust them to communicate, build relationships, and serve in ways that complement your strengths.
5. Keep the Vision Alive
Running a small business isn’t always glamorous. There are days when it feels like you’re treading water — or even wondering why you’re still doing it.
But Daryl says what keeps him going is simple: the impact.
“I show up because it allows me to show up for others — for my team, my clients, and my community.”
That’s what every business owner eventually learns: new clients aren’t just about sales. They’re about connection, trust, and the ripple effect your business creates in people’s lives.
Final Takeaway: The 5-Year Breakthrough
It took more than five years for Daryl to hit his stride — to build systems, find new ways to meet new prospective clients, and create a team culture strong enough to sustain growth.
But that’s what real entrepreneurship looks like.
If you’ve been in business for years and you’re still looking for that next wave of clients — don’t lose hope.
Your breakthrough might be right around the corner.
Start by:
- Showing up in new communities.
- Creating your own events or networking spaces.
- Overcoming the fear of rejection.
- Trusting and empowering your team.
- Staying connected to the deeper why behind your work.
Because once you align your purpose with genuine connection — clients don’t just show up; they stick around.
Check Small Business Celebration out on YouTube, Facebook, Instagram, or LinkedIn
Reach out to our guest’s website: Daryl Santos Insurance