Consultative Selling in Small Business Finance

October 16, 2019
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This story appeared in deBanked’s Sept/Oct 2019 magazine issue. To receive copies in print, SUBSCRIBE FREE It’s nearly impossible to teach fiscal responsibility to most consumers, according to researchers at universities and nonprofit agencies. But alternative small-business funders and brokers often manage to steer clients toward financial prudence, and imparting pecuniary knowledge can become part […]

Do You Need a Mentor?

June 11, 2019
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“You don’t need a f-ing mentor,” is the opening line of a short online video delivered to camera by Gary Vaynerchuk, the celebrated high energy marketing and sales guru. In the video, he concludes by saying: “Enough with the mentor horseshit. Go f-ing execute. There’s unlimited free mentors on f-ing YouTube. Go f-ing work.” A […]

Closers: Drink Up to 25 Cups of Coffee Per Day

June 3, 2019
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Drink up closers! Research led by Professor Steffen Petersen from Queen Mary’s William Harvey Research Institute suggests that drinking coffee is not that bad for your heart. The study examined more than 8,000 people across three groups of coffee drinkers, those drinking less than 1 cup per day, those drinking 1-3 cups per day, and […]

The Road Back to Residual Commissions

May 17, 2019
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Phil Dushey, President, Global Financial Services “We’re still getting resids from a company 14 years later.” That’s what Phil Dushey said about a factoring client he has at Global Financial Services, a New York-based financial brokerage firm he founded. He was speaking at deBanked’s “Broker Fair” to a room filled mostly with MCA brokers. Years […]

Learn From Josh Feinberg and Will Murphy in Person at Broker Fair

April 16, 2019
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Josh Will Everlasting Capital

You’ve seen them on social media. Now you can see them in person. Josh Feinberg and Will Murphy of Everlasting Capital will be doing a joint presentation on how to scale your broker shop at Broker Fair on May 6th at The Roosevelt Hotel in New York City. Limited tickets are still available. Register now […]

LinkedIn Posts Are Turning Into Deals & Dollars

March 14, 2019
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On average, I sign up one ISO every time I post a message on LinkedIn, says Jennie Villano, VP of Business Development at Kalamata Capital Group. They don’t all end up submitting business, she adds, but overall it works. It costs her nothing more than her time and it produces results. Villano is among the […]

Storytelling Sales Expert Kindra Hall to Keynote Broker Fair 2019

March 7, 2019
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Kindra Hall

Sales expert Kindra Hall will present at Broker Fair 2019 to teach attendees about the irresistible power of strategic storytelling. If you want to learn to sell differently and use the power of storytelling, her keynote is something you won’t want to miss! According to Hall, the shift from a transactional economy to a connected […]

Selling a Home, Selling Commercial Financing – What’s the Difference?

November 16, 2018
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Realtor Showing New House To Loving Couple

Alternative funding brokers come from all different backgrounds, but for many them, being a broker is not their first job in sales. Some sold equipment, some sold cars and others sold homes. They were realtors. deBanked found two alternative funding brokers with a background in residential real estate and we asked them to compare the […]

How to Use Your Clothes to Get Deals

September 17, 2018
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Most people are always trying to find more business and make more money. But most of us don’t think of our wardrobe as a way to accomplish this. That is, except for Chief Marketing Officer at Quicksilver Capital Paul Boxer, who looks in his closet and sees business opportunity. Boxer is known for going to […]

Grooming The Best Sales Reps

August 22, 2018
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panel at broker fair

This story appeared in deBanked’s Jul/Aug 2018 magazine issue. To receive copies in print, SUBSCRIBE FREE The best sales reps have a lot in common – they’re smart, honest, likable, well-organized, thick-skinned and hungry for success. They navigate the difficult early days of their careers in the alternative small-business funding community by persevering despite long […]

9 Real Industry Stories To Get You Fired Up

March 7, 2018
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Whether you’re working from home as an independent agent or you’re the owner of a young alternative funding startup, here are nine deBanked stories that are guaranteed to inspire. For those of you that haven’t been in the industry very long, you’ll definitely want to read some of the older ones! Nest Planner: The Story […]

Hard Work, Big Success – The True Story of an MCA Broker

December 15, 2017
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Sales is a tough field for anyone to break into even if they come from the most ideal of circumstances. At some point, the rubber meets the road for every MCA broker, at which time they must decide whether they’ve got what it takes to make it in this business. Lerry Dore, Cresthill Capital This […]

The Road To Training The Best Sales Reps

February 26, 2017
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Sales Training

This story appeared in deBanked’s Jan/Feb 2017 magazine issue. To receive copies in print, SUBSCRIBE FREE Alternative-finance industry executives tend to agree on at least two basic rules for building a successful sales team: Hire people who know how to sell and never stop training them. Following the second rule requires knowledge and perseverance. The […]

Motivating Your Sales Force – Tips From the Floor

August 30, 2016
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time for sell

This story appeared in deBanked’s Jul/Aug 2016 magazine issue. To receive copies in print, SUBSCRIBE FREE Fancy steak dinners, electronic devices and cold hard cash are just some of the ways ISOs and funders these days are motivating sales reps to bring in business. Although it’s largely a field for self-starters, many companies find that […]

You Close The Sale Before The Sales Process Begins

January 22, 2016
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close a deal

YOU WRITE THE END OF THE STORY AT THE BEGINNING OF THE PROCESS As an adolescent, I had a dream of becoming an actor. There was no true purpose, direction or vision behind the dream, the dream was based mainly on the fact that I had seen a lot of A-list celebrities on television and […]

Loan Brokers: Fight Back and Defend Your Brand

January 16, 2016
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I Love Haters

LIFE DOESN’T PLAY FAIR AND NEITHER DOES YOUR COMPETITORS Let’s face it, a big part of our job is customer service. As a direct funder or lender, or as a large or small brokerage, a big part of our job is to service our existing customers, partners, vendors and suppliers with the utmost integrity, efficiency […]

Are You Weak, Or Are The Leads Weak?

January 13, 2016
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exhausted salesman

A LOOK BACK AT A CULT CLASSIC The 1992 film, Glengarry Glen Ross, is a cult classic and one of my favorite movies of all time, with excellent writing, storyline and acting work done on behalf of the stars. In my opinion, the best part of the film was the beginning, when Blake (played by […]

Don’t Quit So Early: Sometimes The Merchant Just Needs More Time

December 4, 2015
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To this day, I still have no idea who The National Sales Executive Association is, such as what they do, where they’re located and how long they have been in existence (if they even exist at all). But a couple of years ago, I read a quote that was supposedly from this organization, that went […]

Business Lending: Sell The Whole Solution

November 26, 2015
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full box of crayons

The year of 2015 went by rapidly, as it felt like yesterday that I was sitting back in my office chair, reading an article from the March/April 2015 edition of deBanked Magazine, composed by Ed McKinley, a man with nearly 40 years of journalism experience. McKinley began a discussion about a “year of the broker,” […]

Are Your Sales Methods Wimpy?

August 24, 2015
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popeye face

Do you remember Wimpy? Some of you probably don’t but those who do remember Wimpy, remember him as being a silent scam artist who promised the famous phrase, “I will gladly pay you Tuesday for a Hamburger today.” He never adhered to that promise. I never ascribed cartoons to real life but we can learn […]