Day 1

·         THE SMALL BUSINESS LANDSCAPE

·         KNOW THE PLAYERS

·         BUSINESS OWNER CASE STUDIES

  • Frequent Concerns

  • Short term needs

  • Long term needs

  • Common obstacles

  • Providing a growth plan to the average small business owner

·         TYPES OF FUNDING

  • MCA

  • Term Loans

  • Lines of Credit

  • SBA

  • Equipment Finance

  • Commercial RE and Hard Money

  • Factoring

  • Institutional Lending

·         BASIC ACCOUNTING PRINCIPLES

  • Cash flow

  • Balance Sheet

  • Profit and Loss Statement

  • Banking Statements

  • Inventory Management

  • Understanding Business Tax Returns


Day 2

·         SELLING MCA PRODUCTS

  • Consultant vs loan salesman

  • Qualifying Criteria

  • Factor/Buy/Sell Rates

  • Common Calculations

  • Selling the Solution vs Selling Money

·         SELLING LONG TERM PRODUCTS

  • Long Term Growth

  • Credit Issues and How to Overcome Them

  • Creating the Full Submission

  • Asset Based Funding

  • Presenting Packages to Lenders

  • Co-Brokering

  • Sources of Funding

  • Charging Fee Sheets/Points

·         UNDERWRITING AND DEAL PLACEMENT

  • Top Tier Loan Programs

  • Mid-Tier Loan Programs

  • Bottom Tier Loan Programs

  • Developing Lender Relationships

  • Managing Approvals


Day 3

·         MARKETING

  • How to Compete in a Crowded Landscape

  • SEO/Facebook/Google Ad Words/LinkedIn

  • Purchasing Leads

  • Marketing Budgets

  • Guerrilla Marketing-Does it Work

  • Building an Organic Lead Pipeline

  • Networking

  • Face-to-Face vs Tele-sales

  • Finding Your Niche

  • Remote Teams

  • Outside Call Centers

  • Thinking Outside The Box

·         WRAP UP / QUESTION AND ANSWERS