Start with a Good Start with a Good Daily PlanDaily Plan

Making the most of each dayMaking the most of each day

Establish a goal for each dayEstablish a goal for each day(How much money do you really want to make?)(How much money do you really want to make?)

Consider:Consider:

How many phone calls, how many face-to-face visits, how many How many phone calls, how many face-to-face visits, how many sales…sales…

If you make at least 200 to 250 calls per day orIf you make at least 200 to 250 calls per day or

If you secure a minimum of 50 business cards dailyIf you secure a minimum of 50 business cards daily

If you establish a minimum of 12 interested customers per weekIf you establish a minimum of 12 interested customers per week

If you ensure a minimum of 4 statements per weekIf you ensure a minimum of 4 statements per week

If you secure a minimum of 2 submissions per weekIf you secure a minimum of 2 submissions per week

This generates at least $50,000 per week, in funding. (average advance size $25K)This generates at least $50,000 per week, in funding. (average advance size $25K)

It’s the start that stops most people.It’s the start that stops most people.Start your day in the morning by:Start your day in the morning by:

Following up by phone with prospects from your business cards, leads, etc.Following up by phone with prospects from your business cards, leads, etc. Your plan should be several hours, twice weekly.Your plan should be several hours, twice weekly.

Request statements are faxed to you (prior to confirming appointment times with prospects, if Request statements are faxed to you (prior to confirming appointment times with prospects, if planning a face-to-face meeting). planning a face-to-face meeting).

Advise the merchant that you are not authorized to visit without the statements.Advise the merchant that you are not authorized to visit without the statements. Advise the merchant the statements allow you to determine the amount of money that is Advise the merchant the statements allow you to determine the amount of money that is

available to the merchant, based on the Visa/MasterCard volumes.available to the merchant, based on the Visa/MasterCard volumes.

If you plan to conduct a face-to-face meeting, cold call prospects that are in the same general If you plan to conduct a face-to-face meeting, cold call prospects that are in the same general location as your current appointments.location as your current appointments.

Create and write down a strategy for follow-up calls with prospects not initially interested.Create and write down a strategy for follow-up calls with prospects not initially interested. Maintain a master calendar at all times and keep it up to date.Maintain a master calendar at all times and keep it up to date. Place callback timelines based upon a 2 to 3 week increment; consider the merchants Place callback timelines based upon a 2 to 3 week increment; consider the merchants

level of interest.level of interest.

If you plan to conduct face-to-face meetings with the merchant, keep in mind the value of the If you plan to conduct face-to-face meetings with the merchant, keep in mind the value of the afternoon, face-to-face cold call. It’s a target rich environment.afternoon, face-to-face cold call. It’s a target rich environment.

Summary:Summary:

Successful people will develop a plan to hit their Successful people will develop a plan to hit their goals. If you have only two deals in your pipeline and goals. If you have only two deals in your pipeline and you are fortunate to close 100% in the month, you you are fortunate to close 100% in the month, you still only have 2 deals. Keep the pipelines full of still only have 2 deals. Keep the pipelines full of prospecting, follow-ups and asking for referrals.prospecting, follow-ups and asking for referrals.

Cold Call ProspectingCold Call Prospecting Direct contact marketing works the best by far.Direct contact marketing works the best by far.

Face-to-face and telemarketing used in the proper mix will bring the best Face-to-face and telemarketing used in the proper mix will bring the best results.results.

This is a relationship sale, follow up is critical to your success.This is a relationship sale, follow up is critical to your success.

Consider the following…Consider the following…

ApproachApproach Gather contact information for future follow-ups: phone, fax, email and mailing address.Gather contact information for future follow-ups: phone, fax, email and mailing address. Ask everyone for referrals- Generate referral partner network.Ask everyone for referrals- Generate referral partner network.

Follow-up Prospecting. Frequency of contacts = success.Follow-up Prospecting. Frequency of contacts = success. Follow-up with key prospects every 2 to 3 weeks.Follow-up with key prospects every 2 to 3 weeks. Use direct contact approach as often as possible.Use direct contact approach as often as possible. Ask for referrals.Ask for referrals.

Other keys to successful prospecting.Other keys to successful prospecting. Dressing for success will ensure trust with the business owner.Dressing for success will ensure trust with the business owner. Work different hours. Many business owners work afternoons, evenings and weekends. Work different hours. Many business owners work afternoons, evenings and weekends. Prospect while you are out dining or shopping. Being the customer give you an advantage. Prospect while you are out dining or shopping. Being the customer give you an advantage. Don’t waste your time on those who say, “No”. Use the Reverse Selling Technique.Don’t waste your time on those who say, “No”. Use the Reverse Selling Technique.

Lead SourcesLead Sources Your Yellow Pages. Open it up and start calling prospects.Your Yellow Pages. Open it up and start calling prospects. Your nearest shopping center. Drive in and visit some prospects.Your nearest shopping center. Drive in and visit some prospects. The internet.The internet.

www.YellowPages.comwww.YellowPages.com www.CitySearch.comwww.CitySearch.com www.Goleads.comwww.Goleads.com

Continue…Continue…

Lead Sources Continued…Lead Sources Continued…

Chamber of CommerceChamber of Commerce Trade AssociationsTrade Associations Networking clubs and banksNetworking clubs and banks AccountantsAccountants Other B2B vendorsOther B2B vendors

ALWAYS ASK FOR REFERRALS!ALWAYS ASK FOR REFERRALS!

Summary:Summary:

Proficiency in use of the Return on Investment Proficiency in use of the Return on Investment ApproachApproach

BE PERSISTENT!BE PERSISTENT!

Cold Call Prospecting-More Advice:Cold Call Prospecting-More Advice:

Just as with media advertising, your first words must create interest. Just as with media advertising, your first words must create interest. Introduce yourself and continue with a short interest-getting statement such as:Introduce yourself and continue with a short interest-getting statement such as: I’m Bob Jones with RFG. We help business owners get money for their business.I’m Bob Jones with RFG. We help business owners get money for their business. If I could help you obtain some additional working capital, could you improve your business?If I could help you obtain some additional working capital, could you improve your business? I was in the area for an appointment, but I wanted to take a few minutes to see if you could use I was in the area for an appointment, but I wanted to take a few minutes to see if you could use

some money for your business. I know you are busy, why don’t we meet at a future date? I some money for your business. I know you are busy, why don’t we meet at a future date? I could work you on could work you on (Date).(Date).

I’ve got $100,000,000 to invest with business owners like you. Let me show you how much I’ve got $100,000,000 to invest with business owners like you. Let me show you how much you can get.you can get.

We are a national funding company; we provide cash to help businesses grow. What could We are a national funding company; we provide cash to help businesses grow. What could you use the money for?you use the money for?

I’m opening an office locally to allow me to focus on the Economic Development of this I’m opening an office locally to allow me to focus on the Economic Development of this community by providing owners with working capital to help grow their business. Let’s sit community by providing owners with working capital to help grow their business. Let’s sit down for 5 minutes, I’ll show you how much you can get.down for 5 minutes, I’ll show you how much you can get.

To keep the conversation rolling, you could then ask questions:To keep the conversation rolling, you could then ask questions: How long have you been in business?How long have you been in business? How much volume do you do with Visa/MC monthly?How much volume do you do with Visa/MC monthly? How much money could you use to grow your business?How much money could you use to grow your business? What would you do with the money? What projects could you consider?What would you do with the money? What projects could you consider?

Questions and ObjectionsQuestions and Objections

Your initial goal is to convince the merchant to show you their Visa & Your initial goal is to convince the merchant to show you their Visa & MasterCard processing statements. Here are some suggestions using a trial MasterCard processing statements. Here are some suggestions using a trial close technique by simply asking for the merchant’s processing statements.close technique by simply asking for the merchant’s processing statements.

Q: What is the interest rate?Q: What is the interest rate?A: Our program is similar to factoring; therefore there is no set interest rate, A: Our program is similar to factoring; therefore there is no set interest rate,

only a set cost. Because you mentioned interest rate I am assuming you only a set cost. Because you mentioned interest rate I am assuming you think that we are a bank, is that correct? (If so, explain factoring)think that we are a bank, is that correct? (If so, explain factoring)

Q: How does it work?Q: How does it work?A: We provide you funds using your future Visa/MasterCard sales volumes. A: We provide you funds using your future Visa/MasterCard sales volumes.

We then take a small percentage of your V/MC processing daily. You will We then take a small percentage of your V/MC processing daily. You will keep all Amex, Discover, Diners, Cash and Checks. Qualification is keep all Amex, Discover, Diners, Cash and Checks. Qualification is determined by reviewing V/MC statements. – exception to this is if we determined by reviewing V/MC statements. – exception to this is if we will add AMEX sales to the repayment-will add AMEX sales to the repayment-

(Note: Goal to the sale is to move the prospect to provide statements and to (Note: Goal to the sale is to move the prospect to provide statements and to define what the customer will want to do with the money.)define what the customer will want to do with the money.)

Questions and Objections (continued)Questions and Objections (continued)

Q: How much do I get?Q: How much do I get?A: If you provide us with your V/MC statements, I can tell you A: If you provide us with your V/MC statements, I can tell you

what you may receive what you may receive OROR $5,000 to $600,000 per business $5,000 to $600,000 per business entity. entity.

Q: How do I pay back the money?Q: How do I pay back the money?A: We take a set percentage from your V/MC sales daily. A: We take a set percentage from your V/MC sales daily.

Q: Do I need to change my Processor?Q: Do I need to change my Processor?A: We offer several solutions. You can either change your A: We offer several solutions. You can either change your

processor to one of our processing partners or we offer virtual processor to one of our processing partners or we offer virtual split funding, ACH, or, we may already have a working split funding, ACH, or, we may already have a working relationship with your existing processor.relationship with your existing processor.

Q: What if I don’t want to change my processor?Q: What if I don’t want to change my processor?A: That’s Fine- We have alternativesA: That’s Fine- We have alternatives

Questions and Objections (continued)Questions and Objections (continued)

Q: How long does it take to get the money?Q: How long does it take to get the money?A: Ten to fourteen business day. Provided that you complete the A: Ten to fourteen business day. Provided that you complete the

paperwork and provide the necessary documents to me today.paperwork and provide the necessary documents to me today.

Step 1: Strong Opening: Start with (A) or (B) or Step 1: Strong Opening: Start with (A) or (B) or both.both.

Good Morning Mr. Merchant…Good Morning Mr. Merchant…

(A) Deliver a Compelling Reason: Choose only one.(A) Deliver a Compelling Reason: Choose only one.My company RFG, provides cash for independent business owners (or My company RFG, provides cash for independent business owners (or industry specific).industry specific).(Choose only one)(Choose only one)1. Pre-qualified in 48 hours.1. Pre-qualified in 48 hours.2. We can advance you within 10-14 days.2. We can advance you within 10-14 days.3. Anywhere from $5,000 to $150,0003. Anywhere from $5,000 to $150,000

(B) Get Permission: Choose only one.(B) Get Permission: Choose only one.1. Do you have a minute to talk about receiving cash in the next 15 days?1. Do you have a minute to talk about receiving cash in the next 15 days?2. Do you have a minute to talk about getting cash for your business?2. Do you have a minute to talk about getting cash for your business?3. Do you have a minute to go over how I can wire you $5,000 to $150,000 3. Do you have a minute to go over how I can wire you $5,000 to $150,000 into your business account? into your business account?4. Do you have a minute on how I can get you pre-qualified from up to 4. Do you have a minute on how I can get you pre-qualified from up to $150,000 in 24 hours.$150,000 in 24 hours.

Step 2: Conduct Analysis: Choose one only.Step 2: Conduct Analysis: Choose one only.1. What projects are you working on that could use some additional 1. What projects are you working on that could use some additional working capital?working capital?

2. If I could get you cash from $5,000 to $150,000, what would you use 2. If I could get you cash from $5,000 to $150,000, what would you use the money for?the money for?

Note: This is the most critical part in the conversation. Discovering or Note: This is the most critical part in the conversation. Discovering or creating the need. Ask questions, so they can talk about their business!! creating the need. Ask questions, so they can talk about their business!! The more they talk about their business, the more they like and trust you.The more they talk about their business, the more they like and trust you.

Rep: Tell me about your business:Rep: Tell me about your business:

Key Point: (Change pitch in your voice to gain likeness) Example: WOW, Key Point: (Change pitch in your voice to gain likeness) Example: WOW, that’s awesome! that’s awesome!

Rep: So Mr. Merchant, How will that (use of money) help grow your Rep: So Mr. Merchant, How will that (use of money) help grow your business? That’s GREAT!!!business? That’s GREAT!!!

Step 3: Return on Investment:Step 3: Return on Investment:

Mr. Merchant, Mr. Merchant, HowHow much do you think you would profit monthly by (use of much do you think you would profit monthly by (use of money)? money)?

Note: Make sure to get a dollar figure.Note: Make sure to get a dollar figure.

So, you’ll bring in about $( ) in 2/3 years.So, you’ll bring in about $( ) in 2/3 years.

WOW, that’s EXCELLENT!WOW, that’s EXCELLENT!

Rep: So, when do you need the money??Rep: So, when do you need the money??

Step 4: Confirm Next Step.Step 4: Confirm Next Step.

Rep: Do you have a pen? (Get them moving toward a “yes”) Okay, write this Rep: Do you have a pen? (Get them moving toward a “yes”) Okay, write this fax number down.fax number down.

Rep: The 1Rep: The 1stst step in the process is to verify your V/MC volume. So, I will need step in the process is to verify your V/MC volume. So, I will need you to fax your statements to: (provide the fax number)you to fax your statements to: (provide the fax number)

Customer: Why do you need to see my statements? How does it work?Customer: Why do you need to see my statements? How does it work?

Rep: We purchase a portion of your business future V/MC credit card sales, Rep: We purchase a portion of your business future V/MC credit card sales, giving you working capital today to help the merchant build his or her giving you working capital today to help the merchant build his or her business and manage unexpected cash flow needs. So, we need to verify business and manage unexpected cash flow needs. So, we need to verify your V/MC statements to determine what program fits you best.your V/MC statements to determine what program fits you best.

Rep: So, when before 3 o’ clock can you fax your statements?Rep: So, when before 3 o’ clock can you fax your statements?

Step 5 & 6: Statements Received/ Closing Part 1Step 5 & 6: Statements Received/ Closing Part 1

(This dialogue is for face-to-face/telesales sales process)(This dialogue is for face-to-face/telesales sales process)

Rep: Rep: Thank you Mr. Merchant. I have received your statements. Mr. Merchant it looks Thank you Mr. Merchant. I have received your statements. Mr. Merchant it looks like you have a great project that’s going to help you grow your business. Tell me like you have a great project that’s going to help you grow your business. Tell me again how much additional income you are going to make each month. (Let the again how much additional income you are going to make each month. (Let the merchant say the $ amount). You are talking about $ in 2 years? (Wait for an merchant say the $ amount). You are talking about $ in 2 years? (Wait for an answer) WOW, THAT’S GREAT! You are exactly the type of customer we want answer) WOW, THAT’S GREAT! You are exactly the type of customer we want to do business with.to do business with.

Now, the next 3 questions, I will need just a yes or no response. However, I want Now, the next 3 questions, I will need just a yes or no response. However, I want you to keep in mind your response will only help us to determine which program you to keep in mind your response will only help us to determine which program fits you best. Is that fair? (CRITICAL STEP TO FLAG FOR ISSUES)fits you best. Is that fair? (CRITICAL STEP TO FLAG FOR ISSUES)

1- Are there any bankruptcies’ (personal or business chpt. 7, 11 or 13)?1- Are there any bankruptcies’ (personal or business chpt. 7, 11 or 13)?2- Are there any tax liens or judgments?2- Are there any tax liens or judgments?3- Are you current with your landlord?3- Are you current with your landlord?

Based on your Visa/MC sales volume, it looks like you might be able to Based on your Visa/MC sales volume, it looks like you might be able to receive $____ to invest in your (name project), at this point. receive $____ to invest in your (name project), at this point.

(RFG Will have provided you with a Quote at this Stage)(RFG Will have provided you with a Quote at this Stage)

For your $____(funding amount), it is going to cost you $____ (the For your $____(funding amount), it is going to cost you $____ (the difference in the funded amount and the payback amount).difference in the funded amount and the payback amount).

Now, in order to get you this $____, there will be a 20% daily collection Now, in order to get you this $____, there will be a 20% daily collection from your Visa/MC sales. This means that you will keep 80% of your from your Visa/MC sales. This means that you will keep 80% of your Visa/MC sales, plus all cash, checks and American Express and Discover Visa/MC sales, plus all cash, checks and American Express and Discover sales. You will keep 90-92% of your monthly gross revenue.sales. You will keep 90-92% of your monthly gross revenue.

That’s going to grow your business, right?That’s going to grow your business, right?

Great! The process requires me to get additional information from you. Great! The process requires me to get additional information from you. (Fill out the paperwork and fax to merchant or present to merchant face-to-(Fill out the paperwork and fax to merchant or present to merchant face-to-face).face).

Continued…Continued…

*** If the answer is “no” to the “grow your business” question, *** If the answer is “no” to the “grow your business” question, use the rebuttals provided to you.***use the rebuttals provided to you.***

If he/she responds: “Cost is too much” or “It’s too expensive”…If he/she responds: “Cost is too much” or “It’s too expensive”…

Rep: Compared to what?Rep: Compared to what? How much would you pay for the money?How much would you pay for the money?

You just told me that you are going to make $_____ (use ROI amount) with You just told me that you are going to make $_____ (use ROI amount) with the use of the money. Are you now telling me that you would let $____ the use of the money. Are you now telling me that you would let $____ (difference between funded amount and collection amount less the amount (difference between funded amount and collection amount less the amount the merchant says) keep you from making $_____ (ROI amount)? PAUSE, the merchant says) keep you from making $_____ (ROI amount)? PAUSE, DON’T BE THE FIRST TO SPEAK.DON’T BE THE FIRST TO SPEAK.

Complete the paperwork and fax to the merchant or complete the paperwork Complete the paperwork and fax to the merchant or complete the paperwork and present to merchant. and present to merchant.

Continued…Continued…

Rep: Rep:

The next thing I need to speak with you about Mr. Merchant is the fact The next thing I need to speak with you about Mr. Merchant is the fact that there is no monthly billing. The purchased receivables are that there is no monthly billing. The purchased receivables are

automatically retrieved on a daily basis from your V/MC credit card automatically retrieved on a daily basis from your V/MC credit card processing, at a set percentage amount. Remember, we get paid only processing, at a set percentage amount. Remember, we get paid only

when you get paid.when you get paid.

Continued…Continued…

Step 7: Closing IIStep 7: Closing II

Rep:Rep:

Mr. Merchant I have received your paperwork and Mr. Merchant I have received your paperwork and your voided check and copy of drivers license to send your voided check and copy of drivers license to send your FULL application to underwriting. Everything your FULL application to underwriting. Everything looks in order. looks in order.

In the next 24-72 hours, our contract administration In the next 24-72 hours, our contract administration department will give you a call to verify the department will give you a call to verify the information on your application. information on your application.

Great success with (name the project)!Great success with (name the project)!