We have Michael Michael. Thanks so much for joining me. Appreciate it.
It was so good. And for the people watching what company do
you work with and your title, I work for a wall
funding. Where should I be looking here? Alright, I work for
wall fundam and business development.
So Michael go ahead and walk me through I mean
2023 is gonna be an interesting year for everyone in this
industry. What could people expect what are your thoughts on 2023? I
think it's gonna be a terrific
opportunity for people that are
serious about this business to shine. If
you will, I think people
that are comfortable meaning isos, right
the wraps that are speaking to Merchants if
they're if they know what's going on in the broad economy
if they understand their business and the products
they're selling I think they could be rock stars. Let's start time
to distinguish yourself. Let's talk a little bit about that. I
mean everyone wants to make a big deals, you know, they want to be part of
that big transaction over a million dollars all that which we
do. So let's talk about that. How do you maneuver and get
to that point in this industry where you're doing deals
over a million dollars 20 million dollars 10 million
dollars Etc as a
funder, right? Who's taking
Ndls and we see these kind of deals A salesperson.
My opinion needs to
be knowledgeable in order to speak to
a merchant that does that kind of Revenue.
You can't be maybe you can
Case by case. You can't be a fast talker. You need
to understand what's going on in the broad economy.
You need to understand what's going on in the interest rate environment.
You need to know what's going on and maybe local markets.
Those are the those are the
salespeople that those that get those kind of deals done.
Someone that answer your question. No you did and let's touch
base on something. So for those that are just starting out.
Three bullet points. So what would you say is the thing they should focus
on in order to make all the money that you know,
they would consider a lot of money.
I think that you should.
Meaning a sales rep that's speaking to somebody in order
to fund with us. Obviously. I think you should be very comfortable asking
the merchant the
hard questions and interviewing them real well
for their objective and goals. That's number one.
Number two if you
don't know something.
You can.
You can own that with a merchant who
will respect the fact that you owned up to not knowing
something but you're going to get them the right answer in
an expedited fashion and third
is to not be deterred.
just
you know, you gotta you gotta turn a lot of stones in this
business. So you never know where the next Deal's coming from. So
you just got to keep flipping those stones. Let me ask you there's something when
life gets hard and when this industry gets hard and the deal
falls through, you know, or you see just the ups and
downs of the industry. How do you maneuver through that?
You gotta have enough deals.
You know, yeah, it's always about having a lot of deals.
Don't be married to anyone deal work very hard
on that individual deal. But you
got to have more than one. Ideally you have an entire
pipeline of them and then when there's a hiccup or delay on
one you're not to turn.
You know, you kind of need to lie to yourself to always be
positive and be selling so that's my two
cents Michael Dell. Thank you so much for your
time and for chatting with us. I appreciate I'll go ahead and let you enjoy the
rest of the event again Michael Dell. Give me a very interesting point
about making sure that you have enough deals
in the pipeline to actually get through when
some deals get rough.