1 00:00:00.200 --> 00:00:03.400 We have Michael Michael. Thanks so much for joining me. Appreciate it. 2 00:00:04.400 --> 00:00:07.400 It was so good. And for the people watching what company do 3 00:00:07.400 --> 00:00:10.600 you work with and your title, I work for a wall 4 00:00:10.600 --> 00:00:13.100 funding. Where should I be looking here? Alright, I work for 5 00:00:13.100 --> 00:00:15.000 wall fundam and business development. 6 00:00:15.700 --> 00:00:18.200 So Michael go ahead and walk me through I mean 7 00:00:18.200 --> 00:00:21.200 2023 is gonna be an interesting year for everyone in this 8 00:00:21.200 --> 00:00:25.700 industry. What could people expect what are your thoughts on 2023? I 9 00:00:24.700 --> 00:00:28.000 think it's gonna be a terrific 10 00:00:27.600 --> 00:00:30.100 opportunity for people that are 11 00:00:30.100 --> 00:00:34.100 serious about this business to shine. If 12 00:00:33.100 --> 00:00:36.400 you will, I think people 13 00:00:36.400 --> 00:00:39.900 that are comfortable meaning isos, right 14 00:00:39.900 --> 00:00:42.600 the wraps that are speaking to Merchants if 15 00:00:42.600 --> 00:00:45.400 they're if they know what's going on in the broad economy 16 00:00:45.400 --> 00:00:48.300 if they understand their business and the products 17 00:00:48.300 --> 00:00:51.700 they're selling I think they could be rock stars. Let's start time 18 00:00:51.700 --> 00:00:54.200 to distinguish yourself. Let's talk a little bit about that. I 19 00:00:54.200 --> 00:00:57.200 mean everyone wants to make a big deals, you know, they want to be part of 20 00:00:57.200 --> 00:01:00.200 that big transaction over a million dollars all that which we 21 00:01:00.200 --> 00:01:03.400 do. So let's talk about that. How do you maneuver and get 22 00:01:03.400 --> 00:01:06.700 to that point in this industry where you're doing deals 23 00:01:06.700 --> 00:01:09.700 over a million dollars 20 million dollars 10 million 24 00:01:09.700 --> 00:01:13.200 dollars Etc as a 25 00:01:12.200 --> 00:01:15.500 funder, right? Who's taking 26 00:01:15.700 --> 00:01:19.400 Ndls and we see these kind of deals A salesperson. 27 00:01:18.400 --> 00:01:21.100 My opinion needs to 28 00:01:21.100 --> 00:01:24.200 be knowledgeable in order to speak to 29 00:01:24.200 --> 00:01:26.200 a merchant that does that kind of Revenue. 30 00:01:26.900 --> 00:01:29.400 You can't be maybe you can 31 00:01:29.400 --> 00:01:32.600 Case by case. You can't be a fast talker. You need 32 00:01:32.600 --> 00:01:35.400 to understand what's going on in the broad economy. 33 00:01:35.400 --> 00:01:38.500 You need to understand what's going on in the interest rate environment. 34 00:01:38.500 --> 00:01:42.000 You need to know what's going on and maybe local markets. 35 00:01:41.900 --> 00:01:44.200 Those are the those are the 36 00:01:44.200 --> 00:01:47.400 salespeople that those that get those kind of deals done. 37 00:01:48.900 --> 00:01:51.300 Someone that answer your question. No you did and let's touch 38 00:01:51.300 --> 00:01:53.300 base on something. So for those that are just starting out. 39 00:01:54.300 --> 00:01:57.300 Three bullet points. So what would you say is the thing they should focus 40 00:01:57.300 --> 00:02:00.200 on in order to make all the money that you know, 41 00:02:00.200 --> 00:02:03.000 they would consider a lot of money. 42 00:02:08.700 --> 00:02:11.000 I think that you should. 43 00:02:12.600 --> 00:02:16.300 Meaning a sales rep that's speaking to somebody in order 44 00:02:16.300 --> 00:02:21.600 to fund with us. Obviously. I think you should be very comfortable asking 45 00:02:19.600 --> 00:02:22.800 the merchant the 46 00:02:22.800 --> 00:02:25.300 hard questions and interviewing them real well 47 00:02:25.300 --> 00:02:28.300 for their objective and goals. That's number one. 48 00:02:28.300 --> 00:02:31.000 Number two if you 49 00:02:31.500 --> 00:02:32.400 don't know something. 50 00:02:33.400 --> 00:02:34.200 You can. 51 00:02:35.900 --> 00:02:38.700 You can own that with a merchant who 52 00:02:38.700 --> 00:02:41.300 will respect the fact that you owned up to not knowing 53 00:02:41.300 --> 00:02:45.300 something but you're going to get them the right answer in 54 00:02:44.300 --> 00:02:48.500 an expedited fashion and third 55 00:02:48.500 --> 00:02:50.300 is to not be deterred. 56 00:02:51.000 --> 00:02:51.200 just 57 00:02:52.100 --> 00:02:55.300 you know, you gotta you gotta turn a lot of stones in this 58 00:02:55.300 --> 00:02:58.400 business. So you never know where the next Deal's coming from. So 59 00:02:58.400 --> 00:03:01.500 you just got to keep flipping those stones. Let me ask you there's something when 60 00:03:01.500 --> 00:03:04.100 life gets hard and when this industry gets hard and the deal 61 00:03:04.100 --> 00:03:07.100 falls through, you know, or you see just the ups and 62 00:03:07.100 --> 00:03:09.200 downs of the industry. How do you maneuver through that? 63 00:03:12.700 --> 00:03:14.400 You gotta have enough deals. 64 00:03:15.100 --> 00:03:18.300 You know, yeah, it's always about having a lot of deals. 65 00:03:18.300 --> 00:03:21.300 Don't be married to anyone deal work very hard 66 00:03:21.300 --> 00:03:24.300 on that individual deal. But you 67 00:03:24.300 --> 00:03:27.100 got to have more than one. Ideally you have an entire 68 00:03:27.100 --> 00:03:30.400 pipeline of them and then when there's a hiccup or delay on 69 00:03:30.400 --> 00:03:31.900 one you're not to turn. 70 00:03:32.600 --> 00:03:35.200 You know, you kind of need to lie to yourself to always be 71 00:03:35.200 --> 00:03:38.200 positive and be selling so that's my two 72 00:03:38.200 --> 00:03:41.200 cents Michael Dell. Thank you so much for your 73 00:03:41.200 --> 00:03:44.200 time and for chatting with us. I appreciate I'll go ahead and let you enjoy the 74 00:03:44.200 --> 00:03:48.000 rest of the event again Michael Dell. Give me a very interesting point 75 00:03:47.400 --> 00:03:50.500 about making sure that you have enough deals 76 00:03:50.500 --> 00:03:53.700 in the pipeline to actually get through when 77 00:03:53.700 --> 00:03:55.500 some deals get rough.