Marketing is the key to generate leads, identify future prospects and convince others of the value of working with you. It follows that most articles on marketing focus firmly on getting the most benefit from your marketing methods – should you purchase pay-per-click ads? How should you incorporate social media? Do email blasts really work? However, once your marketing is successful – as measured by a prospect reaching out by phone or contact form – how do you transition from marketing to sales? Sales strategies vary greatly between different companies, between prospects working with the same company, and even at times in working with a single prospect. With that in mind, below are several questions (and a few suggestions) to consider … [Read more...]
“Show Me the Money”: How Do Your Factoring Partners Pay Commissions?
You’ve begun working with a factoring company that handles your leads well. They keep you updated, follow up on a regular basis, and they have successfully closed a deal. Now, you say, it’s time to show me the money…but just how much money will you get? We are not lawyers, and we don’t play them on TV, but we can’t stress enough the importance of thoroughly reading your broker agreement. The agreement should clearly define every question you might have about if, when, and how you are to be paid for your referred leads. Below are just some of the commission questions that you should have answered before you send any leads. Do you get paid for your leads? What are the circumstances under which you get paid? More importantly, are there … [Read more...]
How To Forecast Your Factoring Broker Revenues
In this article you are going to learn about a simple technique to forecast future revenues as a factoring broker based on your existing portfolio of prospects. This technique is useful because it allows you to determine, at the beginning of a month, the approximate revenues that you will earn from your efforts. And more importantly, it helps you evaluate whether your sales efforts are working as well you’d like. Setting up Revenue Tracking This method of forecasting is based on the simple premise that … [Read more...]
Choosing The Right Factoring Partners
For a factoring broker, selecting the right factoring companies to work with can spell the difference between being successful in the business – and never closing many deals. Yet, most brokers don’t have a well thought out process to choose their factoring partners. Instead, they chose their factors based on the broker compensation package or how well they clicked with their broker representative. While these two criteria are important – they are among the least important criteria to select a factor. Actually, if you select a factor just based on compensation, you could end up losing money. Let me tell you a story. … [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...]
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...]
Common Objections Encountered From Invoice Factoring Prospects
Although invoice factoring has become a bit more apparent in business finance today, misunderstandings, fears and objections are still quite common. Being prepared to hear and address objections or questions is the most professional approach to these encounters. Fortunately, the issues discussed herein are the most common concerns expressed by prospects and from my experience in both commercial and healthcare factoring will arise in almost all presentations or conference calls. … [Read more...]
A How To Guide For Factoring Brokers
About a month ago, I posted a discussion on LinkedIn about how to become a factoring broker or consultant in the invoice factoring industry. Specifically, we put together a guide for new and current brokers titled, “Guide to Wholesale Factoring.” The guide contains information on industry related topics including, benefits of factoring, factoring vs. bank financing, sample transactions, targeted industries, qualifying prospects, overcoming objections and more. The response was absolutely overwhelming! … [Read more...]
Investor Spotlight: It’s Not Just Construction Factoring with Quantum Corporate Funding
Factoring account receivables is helping businesses through these tough economic conditions opening the door to earning opportunities for cash flow consultants. FactoringInvestor (FI) caught up with Howard Chernin (HC) to fill us in on the accounts receivable funding business. … [Read more...]
How to Be a Small Business Factoring Specialist!
Dash Point Financial has become a well-known specialist in small business factoring with over 15 years of industry success. Factoring Investor (FI) asked Jeff Callender, founder and president, to share some information on working with his company. … [Read more...]