Two brokers buying leads at the same price from the same market can bank very different amounts per funded deal, and the reason is usually which industries their leads happen to contain.
What drives the difference
- Revenue scale. A business doing $400,000 a month supports a larger advance than one doing $60,000, and industries differ systematically.
- Revenue shape. Steady daily receipts support a bigger remittance than lumpy project income at the same annual figure.
- Balance behaviour. Industries that hold cash get better offers than ones that run near zero on the same revenue.
- Existing positions. Some sectors are more heavily stacked than others, which caps what any funder will write.
What to do about it
| Action | Effect |
|---|---|
| Track average funded advance by industry | Tells you which files are worth chasing |
| Ask a vendor about vertical mix | Sets expectations before the order |
| Weight your leads where volume supports it | Possible, within limits |
| Raise the revenue floor | Bigger files, higher cost per lead |
The honest caveat on the third row: leads running off live traffic are a round robin rather than a menu, so weighting is a matter of degree rather than a filter. Any vendor promising pure single-industry leads at volume is describing something they cannot reliably deliver.
The most reliable lever is the fourth — a higher revenue floor produces larger files across every industry, at a higher cost per lead. Whether that trade is worth making depends on your commission structure and whether your funder relationships support the larger paper.
Questions brokers ask
What is the average MCA deal size?
Around $50,000 across the market, though it varies substantially by industry — retail runs well below the mean while construction, transportation and larger service businesses run above it.
Why does deal size vary by industry?
Revenue scale and revenue shape. Steady daily receipts support a larger remittance than lumpy project income at the same annual revenue, and some sectors hold cash balances that others do not.
Does industry mix affect broker commission?
Substantially. Commission is points on the funded amount, so leads weighted toward larger-file industries pay more per funded deal at the same lead price.
Can you buy leads in a single industry?
Only as a weighting, not a filter — leads running off live traffic are a round robin. Any vendor promising pure single-industry leads at volume is describing something they cannot deliver reliably.
How do you increase average deal size?
Raise the revenue floor on the leads. It produces larger files across every industry at a higher cost per lead, and whether the trade is worth it depends on your commission structure.
Reference
How each vertical underwritesRevenue bands, typical advances and why deals die, by industry.
Alex Makowski
Founder, Infinite Bookings
Runs the lead generation operation behind Infinite Bookings — paid traffic, the funding application, and the delivery pipeline that puts records into brokers’ CRMs.
Reachable directly at alex@infinitebookings.com or 732-609-7182.