What is expected of the receivable factoring referral source? As a direct funder, we have requirements of our factoring brokers. Our brokers make monthly residual income and for that, certain things have to be done. The basic minimum requirement is to introduce a potential client to us and to complete/submit the necessary broker agreement. Once that process is completed and the transaction closes the broker has qualified for his/her fee and once payments are collected from payers, fees are distributed. The question here is “Should the factoring broker be satisfied with this?” If a referral source is to be successful that individual must look after, or nurture the prospect. It should always be noted that the broker is the first line of … [Read more...]
Factoring Brokers Unite!
We have all heard the expression that “half of something is better than all of nothing.” Along with that as a “given,” let’s also realize that we all have our strengths and weaknesses. The combination of these two statements leads us to a discussion on how and why factoring brokers can join forces with others. Many financial consultants have contacted us asking about ideas for marketing their factoring businesses. Of course, we provide as much help to our brokers as we can so we go through the entire litany of ideas and strategies. All aspects are discussed and responses generally vary. We’ve heard “No, I don’t like networking events because I’m shy.” Another common response is “I do not do phone cold calls.” Still another one is “I … [Read more...]
Purchase Order Funding And Factoring Offer Full Service Financing
Discover how Purchase Order Funding and Factoring can provide full service financing for your clients. How often has it occurred that you have prospected for factoring clients, and when it came time to qualify your lead, they really needed a finance product that provided funds before the creation of an invoice? We know first hand that such situations are very common. We’ve even had the situation where we sent out a proposal and the applicant replied that they needed up front funding, not invoice factoring, even though we fully explained at the start that we did factoring. It was soon after that event when I realized that factoring and purchase order (PO) funding are closely related and the two products can offer referral sources … [Read more...]
Medical Factoring Wears Many Hats
Those of us that call ourselves medical factoring companies may in fact be quite different from one anther. Throughout the years certain niches have been serviced by finance companies all of which are called medical factoring but each focuses on dissimilar asset classes. This discussion is designed to identify these different asset classes within the framework of Medical Factoring, and to provide the broker with a clear understanding of how to find the right financial institution for each. Medical Factoring Wears Many Hats First we can begin with an easily understandable type of medical practice called “dentistry.” Dentists bill the typically recognizable insurance carriers that are associated with healthcare plans and payments. … [Read more...]
The Financial Professional’s Vocabulary
It's time for factoring professionals to consider, "What's in your vocabulary?" All of us get caught up in linguistic shorthand that apparently works well between financial professionals in the factoring business but very often becomes a usual and customary part of our parlance. When we talk we have choices of words, phrases and nuances that are available at that time. It is a common mistake (in my view) to use the same choices for all listeners. It is with this in mind that we look at how we use words. Factoring Financial Transactions (Not Deals) My first complaint is with the term “deal.” If one looks through my articles, underwriting notes and comments you can see that I noticeably avoid that word. … [Read more...]
How To Build Your Factoring Business In 2013
My original discussion was gong to be a year end review of the factoring business, but as we all know it is better to look forward than to look back. So let’s approach this from the prospective of setting up your business for next year. What makes a successful sales effort? The most obvious answer is closing lots of transactions. How do we make that happen? What will make 2013 a successful year for your factoring business? … [Read more...]
Learning The Language of Factoring
How factoring brokers can approach prospects professionally by learning the language of invoice financing. One never gets a chance to “recapture” credibility. In working with businesses that need cash, the factoring consultant must display characteristics that instill confidence in the prospect. A professional approach requires a … [Read more...]
Top 10 Accounts Receivable Factoring Questions
What are the 10 most common questions presented by a business considering accounts receivable factoring? More importantly, how should you address them? If you have to convince a prospect that he/she needs invoice factoring, or your prospect is picking apart everything you are presenting, you are wasting your time. It’s as simple as “the business either needs accelerated cash flow or it doesn’t.” Therefore a true prospect will not be adversarial in dealing with you, but there will be genuine questions and concerns about the process. That is fair and highly predictable. Accordingly you must prepare to educate your prospect and anticipate the very predictable questions. 10 Questions Likely to Come Up In Your Next Factoring … [Read more...]
Factoring Transactions: How To Know When To “Cut Bait”
Time is money as the expression goes and successful factoring consultants have to allocate time and resources judiciously. Identifying when a potential factoring transaction is viable for a funder to look at and discarding the ones that make no sense are decisions that need to be made regularly by consultants. Are all factoring transactions worth pursuing? The answer to that is a resounding no. So, when and how do we “cut bait” and go on to the next? … [Read more...]
The World of Medical Factoring and Accounts Receivable Funding
Right from the beginning let me first correct the title of this article. There is no “world” of medical factors, it’s more like a very small neighborhood. Within the finance industry, lenders that are approached with funding opportunities involving healthcare providers as the borrower (or factoring client) tend to retreat and decline these types of applicants. The obvious question is why? … [Read more...]