[Franklin]

For this strategy to really work, the agent needs to have spent the time early on identifying what the ultimate goals of the merchant are. It goes beyond just "how much do you want", and "what do you need the money for"?

When they tell you what they want, you identify if it's to take advantage of an opportunity or avoid a bigger problem, then you want them to identify the depths of either.

Why is it an opportunity? Does it produce an asset for you that allows you to service customers you were previously turning away, and lets you provide a service that your local competitors don't provide, which means more people coming through your door, which allows you to cross sell them on other services, and gives you more people to put on your mailing list, and more people to give an incentive to provide a positive review on your company, which helps your local rankings, while increasing revenue in the next 6-12 months by 50 - 70% (justifying the high factor rate) plus the fact that after the loan/advance is paid off, you still own the asset.


If it's a problem, you just want to make it clear what the pain is, and that the ease and speed of getting this money now, regardless of cost, is much less painful then letting this problem grow, which will be more expensive in the long run.

Once you pull the details out in the beginning, this type of close works great because the merchant basically told you what was important to him and you just reiterate it back to him.











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