The short answer
Present the offer live rather than emailing it, walk the merchant through the total payback and the daily remittance in dollars, answer the objection you can predict, and get the signature while you are still on the call. Offers that go out by email to be reviewed are the ones that get compared to a competing offer arriving Thursday.
A merchant shopping for funding is usually talking to more than one broker. Time is not a neutral force in that situation — every day an offer sits unsigned is a day for somebody else’s to arrive.
Present it live, in dollars
Factor rates mean nothing to most merchants and the number they actually live with is the daily remittance. Lead with what lands in the account, what comes out each day, and for roughly how long — then give the total payback, because saying it before they ask is what makes the rest credible.
| Say | Not |
|---|---|
| "$62,000 into your account" | "An advance of sixty-two" |
| "About $580 a business day" | "A 12% holdback" |
| "Roughly five and a half months" | "A 120-day term, approximately" |
| "$83,700 back in total" | Nothing, and hope they do not ask |
Answer the objection before it arrives
You already know what it will be: the total cost. Saying "that is $21,700 more than you took, over five and a half months — the question is whether what you do with the $62,000 is worth more than that" puts the trade in front of them honestly. A merchant who reaches that objection on their own, after you avoided it, hears something different.
When they genuinely need to think
- Ask what specifically they want to think about. It is usually one thing, and it is usually answerable now.
- If there is a partner or an accountant, get them on the phone rather than becoming a message being relayed.
- Book a specific time today or tomorrow. "I will call you back" is not a time.
- Send the offer summary in writing so what they are considering is your numbers, not their memory of them.