[Sean Cash]

You want the business but have to pay to acquire the business

Yes, you can pay the rep less but you have way higher marketing costs.

I have seen internal sales reps charge higher factor rates and higher closing costs than brokers. Internal reps can upsell too and the end result for the merchant is the same no matter what channel they go through. They can go through 10 middle men and still be charged more by an internal rep who has incentives to drive up the price as high as he can.