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02-28-2018, 02:05 PM #26jotucker1983Guest
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02-28-2018, 02:13 PM #27
- Join Date
- Dec 2013
- Posts
- 4,713
ohhhhhhhhh boyyyyyyyyyyyyyyyyy
Marcus Clapman | Business Development | Cresthill Capital
(High Commissions Payout Group)
覧覧覧覧覧覧覧覧覧覧覧覧覧
Tel: 917-521-6528 | Fax: 212.671.1473
Email: bizdev@cresthillcapital.com
http://www.cresthillcapital.com
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02-28-2018, 02:33 PM #28Karen37aGuest
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02-28-2018, 02:36 PM #29Karen37aGuest
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02-28-2018, 03:30 PM #30
- Join Date
- Dec 2016
- Location
- Brooklyn N.Y.
- Posts
- 428
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02-28-2018, 03:39 PM #31
- Join Date
- Mar 2015
- Location
- Boynton Beach
- Posts
- 3,484
Hi CapAxess,
Welcome to the forum! I like that you are picking an industry to go after rather than being a jack of all trades. Having knowledge of an industry is important when speaking with prospects about their companies. Having an understanding of their business and needs will give you the tools to provide a financial solution that makes sense for the owner rather than just selling money.
I do a fair amount of industry focused cold calling and find LinkedIn can be a useful tool if used correctly. I have also found that attending industry focused networking events and trade shows can be worth the time and money as you might get a chance to meet prospects face to face. You live in a state that has many convention centers that constantly have trade shows on a weekly basis.
You may also consider researching bankers, accountants, and attorneys that specialize in healthcare as they can be a great source of referrals.
I personally do not use UCC lists or buy marketing leads, but I am not in the MCA space. We are factors and asset based lenders. Most of our prospects come to us from outbound industry specific cold calling and marketing and from referral sources that know we have deep industry knowledge in certain industries. You may want to educate yourself on other capital markets product you can offer the prospect besides just MCA: SBA Loans, equipment loans/leasing, Bank products, and other non-bank products.
Best of luck!
KevinKevin Henry
VP-Business Development
Seacoast Business Funding, a division of Seacoast Bank
561-850-9346
Kevin.Henry@SeacoastBF.com
1880 N Congress Ave., Suite 404
Boynton Beach, FL 33426
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02-28-2018, 03:47 PM #32Karen37aGuest
Or
Doctors and Dentists are very hard to reach
you have to call them in the Am before they get their practice going or you will hear "he is with a patient" " the dr cant be distrubed"
" Do you realize he is a Dr?" he is a surgeon, he CANT set an appointment, he is a very important man...he is a dentist....all day
( merchant calls ar tough too...one dr told a paper Funder/lender he doesn't have time for such silly questions...hung up on him, got denieed then begged me to go back and get the underwriting to change their mind).
So call them between 8-9...get drs from across the country so you can dial as the time zone changes and you can dial up to 12:00.
Go to lunch ..or eat at your desk ( lunch is for wimps) then dial the extended offer or better sic codes...before you leave call the drs again. Shoot out an email on the 3rd day of calling them.
Ps I got the underwriter to change his mind then the dr stood him up for the merchant call lol
Do not just focus on drs /dentists...you will quit inside of 60 daysLast edited by Karen37a; 02-28-2018 at 04:02 PM.
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02-28-2018, 04:28 PM #33
- Join Date
- Mar 2015
- Location
- Boynton Beach
- Posts
- 3,484
Another thought with dealing with Doctors. Get to know the nurses in their offices or nurses that work with them on a regular basis at clinics an hospital. Operating Room and ER Nurses are sometimes the best way into getting to know the surgeon. There are a bunch of nurse networking and professional groups around.
I am attending a large trade show this month that is all about operating room nursing. We are active lenders to temp staffing companies and love IT an Nurse Temp staffing a bunch. The trade show I am attending will likely have over 5,000 attendees.Kevin Henry
VP-Business Development
Seacoast Business Funding, a division of Seacoast Bank
561-850-9346
Kevin.Henry@SeacoastBF.com
1880 N Congress Ave., Suite 404
Boynton Beach, FL 33426
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02-28-2018, 04:31 PM #34Karen37aGuest
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02-28-2018, 04:45 PM #35Karen37aGuest
op
Watch out if you go to downtown st Pete Hilton...some of the area is kinda ghetto
if you make it there head to feather sound country clubs ...hilton. I am next door.
pop on by my office and say hi
off for a few days vacation everyone have fun!Last edited by Karen37a; 02-28-2018 at 04:51 PM.
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02-28-2018, 05:44 PM #36
This is my 6th month running in MCA Industry. So far 37 deals funded.
Patrick Wilson
Managing Partner
www.PremierCapitalNetwork.com
(NO MORE LENDER/FUNDER CALL PLZ)
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03-01-2018, 08:27 AM #37Karen37aGuest
Also when you call "drs" the minute you address him as "Dr"
Example Dr Bob DoeDr Bob...Dr Doe, Dr
You lost the sale ( they will not see you as a competent advisor) they already put themselves on a pedestal...you have to bring them down to eye level.
** Some Nurses have a Dr. Fetish. they have dreams of being "Mrs. Dr. Something" with a big house, 2 kids, and a big fat engagement ring. ( or they wish they could marry a Dr)
Or they are Nurse Rachet
The Drs do not put much stock into some of them unless they are the Nurse/ wife Nurse/ mistress Nurse /bookkeeper -accountant
So when you meet these nurses, find out who handles the books so you do not waste time befriending Nurse Rachet
or save a trip with a phone call " who is in charge of the business "accounting" and making the financial decisons"Last edited by Karen37a; 03-01-2018 at 08:51 AM.
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03-01-2018, 09:16 AM #38
Great advice John, I agree that cold calling general numbers for MCA is inefficient. I would love to work closely with someone who could mentor me as I grope to find the right fit for me in this industry. For now I'm trying a strategy that I think will work based on my experience as an investment banker and my skill set; time will tell.
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03-01-2018, 09:19 AM #39Karen37aGuest
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03-01-2018, 09:20 AM #40
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03-01-2018, 09:24 AM #41Karen37aGuest
Nurse practitioners would never get "involved" in cash advances.
In fact people do not like that their staff or anyone including their priest know that they took out a cash advance and they have bad credit.
ok im off . Have fun'
Dont head towards seminole and st peteh...or the country club there, its wasting time. My aunt is there real estate agent and they have a memorial golf tourantment for my uncle who died 10 years ago. he had more charisma than I do. lol
They also donate big money to the hospitalsLast edited by Karen37a; 03-01-2018 at 09:52 AM.
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03-01-2018, 09:51 AM #42
- Join Date
- Oct 2016
- Posts
- 4,318
Please take this advice. Work hard at learning about other products. Try to find the clients global solutions. Treat MCAs as just another tool in the kit. Focus on providing healthiest solutions first, then work your way down. This builds credibility with the client, and makes the sale of a MCA that much easier should it come to that. 90% of brokers do MCAs, and MCAs only. Merchants recognize this. Being capable of offering more affordable options will set you apart.
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03-01-2018, 09:57 AM #43Karen37aGuest
I agree with this read the top 100 list ...I hate to keep bring up that I was a Master General Agent for Aig and trained teams and teams of loan officers and insurance agents to be sucessful either thru the phone or face to face.And an investment banker and stockbroker , sales trainer ...30 years
5% will be coachable and make it
mcn gives great advice so does westcoast ( which is the reason you see me talking with them all the time...you are who your friends are, or who you associate with) I know they know what they are doing in regards to sales and marketing
http://dailyfunder.com/showthread.ph...Face-marketing
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03-01-2018, 09:59 AM #44
- Join Date
- Mar 2015
- Location
- Boynton Beach
- Posts
- 3,484
Kevin Henry
VP-Business Development
Seacoast Business Funding, a division of Seacoast Bank
561-850-9346
Kevin.Henry@SeacoastBF.com
1880 N Congress Ave., Suite 404
Boynton Beach, FL 33426
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03-01-2018, 10:04 AM #45Karen37aGuest
mcn - westcoast - karen
I get 40 million and drag them to florida to build a nationwide business lol
processing/sales trainer/closer...seo/sales trainer /closer... me yelling standing on a desk closing, having sales contests where you win a plastic trophy and people are killing each other over it.
A guy in my office makes homemade pickles ( he thinks they are the best on the planet). I have been indulging this fantasy and saying ooh yeahhh these are the best
I beat him in sales ...whoever gets the most sales gets to put this stupid plastic trophy on the deks for the month
Last week he had a fit, meltdown...ran over to my desk and grabbed the trophy placed it on his desks and yelled
"NO MORE PICKLES FOR YOU"
Sales can be fun or like pickle boy...go out in a hailstormLast edited by Karen37a; 03-01-2018 at 10:39 AM.
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03-01-2018, 10:26 AM #46Karen37aGuest
OR you say
"I help people achive their business goals with alternative financing options when the bank has turned them down"
Then they will say " how do you do that"
GOT UM...reel them in
Sales linguistics
** do not throw up on them when they ask "how"
pullllll do not push...get with a top sales person they can help you with smoothing out the lines
The cross roads for all sales people is when they have to lower their ego to be coached. The day you realize sales in not blind luck.Last edited by Karen37a; 03-01-2018 at 10:34 AM.
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03-01-2018, 12:55 PM #47
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03-01-2018, 02:34 PM #48
- Join Date
- Feb 2018
- Posts
- 1,349
a good salesmen can adapt to any product or service. there is virtually no training anymore in this industry from direct funders outside a guideline sheet so it may be best working for an ISO who will teach you the product or a direct funder who is hiring direct sales reps. also, getting inbound leads and closing is a lot different than outside sales hunting and closing your own deals. if your new, I would suggest inside sales for awhile until you learn in inside/out.
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03-01-2018, 02:46 PM #49Karen37aGuest
Exactly
Or give up all your applications then head back to best buy...saying ( glengarry glenross)
I use to be a salesman...its a tough racket
https://www.youtube.com/watch?v=emSV5DicTVw
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03-01-2018, 02:51 PM #50
- Join Date
- Apr 2014
- Location
- New York
- Posts
- 271
Karen so what is it you actually do? You are always writing novels on here on every other post daily. Do you ever put your stellar sales skills to work or do you just type about them on a forum. I do not see how anybody in this industry would have enough time to post as much as you do, if they were actually getting things done.
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