[John Galt]

wouldn't that be like "inseminate".

[KTK]

Wow Zach he jacked your style bro

[Zach]

Where did these numbers/estimates come from?

Top of my head. It's not meant to be an accurate depiction of anything.

[FUNd]

wouldn't that be like "inseminate".

John, stop being such a dirty old man.

[jotucker1983]

Plagiarism just isn't cool lol, it's much better to just reference the original author of the post or just take the time and create your own original work.

[dailyPLUNDR]

Zach, just wanted to say that as a NKOB I have found your posts extremely helpful. Hope that this debacle doesn't stop you from sharing your insights in the future.

A few of you have referenced sales books. There are many different sales methodologies that are pretty mainstream at this point. Does anyone recommend a particular one? SPIN selling? SNAP selling? If so what specific resources have you found helpful?

Someone also mentioned grammar books. Any specific recommendations there?

--A Hungry NKOB

[John Galt]

Yes " viejo verde"

[brokerCompany]

Plagiarism just isn't cool lol, it's much better to just reference the original author of the post or just take the time and create your own original work.

I agree plagiarism is not only not cool but just so unprofessional. But perhaps some people were not taught in high school how to use APA style of writing. You need to know how to how to write references and citations correctly cut and past is so sad.. Even our POTUS and those in academia have been known to plagiarize.
These things are just not taught in school anymore.

[Zach]

Zach, just wanted to say that as a NKOB I have found your posts extremely helpful. Hope that this debacle doesn't stop you from sharing your insights in the future.

A few of you have referenced sales books. There are many different sales methodologies that are pretty mainstream at this point. Does anyone recommend a particular one? SPIN selling? SNAP selling? If so what specific resources have you found helpful?

Someone also mentioned grammar books. Any specific recommendations there?

--A Hungry NKOB

1. The Psychology of Selling by Dr. Brian Tracy
2. SPIN Selling
3. Go For No
4. The Challenger Sale
5. The Best Salesman In the World
6. Think and Grow Rich
7. Anything from Geoffrey Gitomer

I have a few dozen sales books but those are the dearest to my heart.

#1 and #2 are the most valuable.

Also, audio CD's or mp3's are very useful for long commutes.

[John Galt]

Surprised you don't use Gladwells' books like "tipping point" or "what the dog saw" or"blink" which will change your life forever. That was why he was appointed to the Order of Canada and why he still writes for the New Yorker.

[John Galt]

Seriously for the kids: Brian Tracy, Zig Ziglar, Charles Green, Robbins, Thull, .....all for the youngers. But as you get older you want to understand the psychology of how people think, how to get thru the gate keeper, what makes people jump......like I said use Gladwell. Not meaning to sound pompous but everyone in sales has done the Carnagie bits....gotta mature from there.

[John Galt]

It's become "Soylent Green" for the MCAs. (Overcrowding, redistribution of resources, artifical nourishment).

[KTK]

The Magic of Thinking Big - Schultz

[John Galt]

magic of thinking big was Shwartz not Shultz who preceded Haig in the Nixon admin unless I am confused. Shultz was also a great author and an economist as well as sec of T for us.

[John Galt]

Think there was a "Shultz" in Hogans Heroes too. A 70s comedy. LOL. "I See nuthing"!.

[KTK]

iPhone spell check, sorry. It's been one of my fav's for over a decade

[John Galt]

Tell Siri to back off.......been there lol.
Mine too.

[John Galt]

PPS: Shultz is still alive (I think) and famous here in Miami for economist views, Cuba views and yet little known as a Princeton Grad, Yale professor, Treasury Prof, Diplomat etc.....at least for some of us. Was sec of state, labor and Treasury.

[funderdude15]

totally agree with you

[MCNetwork]

Since this thread has gotten off topic for a while I thought I'd contribute a sales tip.

LOVE THE SALESMAN, LOVE THE COMPANY

Every pitch should include phrases that build the salesperson's credibility and that of his company. You are looking to sell yourself and the value of having a relationship with your company so this should be emphasized during your call. Not every deal will be won on factor alone. If you can convey the intangible benefits of dealing with you and your company, you can win the deal even if your factor is higher than your competitor's. A good salesperson can win with price; a great salesperson can win by selling value.

[FUNd]

Totally agree. Most deals I sell aren't even shopped. Rapport trumps price every single time.

[Tony Zenkewich]

Hi Thanks for the great tips.
Is it possible for a ISO to pull the credit and then pass the report on with the application to different funders so they wont pull a credit themselves? (assuming you are using a company they are familiar with). This would be a legitimate way for a broker to promise one pull only and not kill their credit.

[jotucker1983]

Not every deal will be won on factor alone. If you can convey the intangible benefits of dealing with you and your company, you can win the deal even if your factor is higher than your competitor's. A good salesperson can win with price; a great salesperson can win by selling value.

Can you give me an example buddy lol?

So the client is a restaurant, with 650 FICO, clean banks, no liens, no outstanding MCAs, no prior bankruptcies, no issues with their landlord, 3 years in business and doing $500,000 a year in sales. Prefers a quick turnaround of 6 months.

Broker A: Offers $30,000 on a 6 month payback, with a 1.35 factor as a merchant cash advance from a company that is doing the underwriting process mainly by manual review which means the process will take longer.

Broker B: Offers $30,000 on a 6 month term, with a 1.18 as an alternative business loan from a company that has majority of the underwriting process automated so that the closing process takes about a day.

Can you give me an example of what Broker A is going to say, to convince said merchant to use him over Broker B? I agree with you that it's not just about pricing, it's about the entire scope of the deal, but what could Broker A possibly say to win this deal from Broker B?

[AndyYSCISOdept]

Hi Thanks for the great tips.
Is it possible for a ISO to pull the credit and then pass the report on with the application to different funders so they wont pull a credit themselves? (assuming you are using a company they are familiar with). This would be a legitimate way for a broker to promise one pull only and not kill their credit.

Totally against the rules! Unfortuantely.

[Zach]

Totally agree. Most deals I sell aren't even shopped. Rapport trumps price every single time.

Fund, I LOVE your new signature line!