[BROKER TIME]

never hide behind the cost of money. it will only lead to problems. Even saying 1.45 or 1.25 doesn't mean anything to a merchant in terms of knowing what the cost is. the factor rate doesn't compute with merchants. From where they are sitting, this is very expensive money and they want to know specifics including all the addtl fees that go into the mca. Also, broker's should be prepared for heavy heavy arsenal of direct sales undercutting their upsells. it's been happening and will continue to happen, especially in states where it's getting touchy. you markup 15 points, you are toast if a direct sales rep gets a hold of that merchant. If you follow some of the larger players, some are starting to spread around the #5 as a commission for lower rate programs. Will we get to a point for A paper where 5 is the new 12?

so your saying not to max upsell?
sounds like you can potentially leave extra $ on the table for the fact that you are nervous of the deal getting stolen

IMO if someone considers them self a good salesperson and makes it more about the relationship they build with the client they wont lose them

[HDF]

IMO if someone considers them self a good salesperson and makes it more about the relationship they build with the client they wont lose them

Good theory, but it happens to everyone regardless. The punk who calls your UCC and can position you as ripping that merchant off can win the deal whether or not you know their birthday and kid's names.

[BROKER TIME]

Good theory, but it happens to everyone regardless. The punk who calls your UCC and can position you as ripping that merchant off can win the deal whether or not you know their birthday and kid's names.

true but i dont agree with selling less than max points to be scared of the deal getting stolen away

[HDF]

true but i dont agree with selling less than max points to be scared of the deal getting stolen away

Very fair, and a personal preference on how to run your business.

However, the market shift is going counter that practice for numerous reasons.