Arguing with this one loses. The merchant has offered you a low-friction way to end the call and pushing back confirms that you are the thing they were trying to get away from.
Agree, then narrow it
"Of course — what would be most useful to have in it?" is the whole move. Either they name something, which is a live conversation you can continue, or they cannot, which tells you it was an exit and you can ask for a time to call back instead.
| They say | What it means | What you do |
|---|---|---|
| "Rates and terms" | Real interest, wrong stage | Explain the statements set the price, ask for them |
| "Just whatever you have" | It was an exit | Ask for a time to call back and diarise it |
| "How it works" | They do not know the product | Two sentences now, email after |
| "Send it to my accountant" | A real decision-maker exists | Get their details and a joint call |
What to actually send
- Short. Three or four sentences, not a brochure.
- Specific to what they said on the call — it proves you listened and it is the reason they open it.
- One ask, which is usually the bank statements.
- A stated time you will call, so the follow-up is not cold.
The statements ask belongs in the email even when the call ended early, because a merchant who was genuinely interested sometimes sends them anyway, and that is the cheapest deal you will work all week.
Questions brokers ask
What do you say when a merchant asks you to email them?
Agree straight away, then ask what would be most useful to include. Either they name something, which keeps the conversation alive, or they cannot, which tells you it was an exit and you should ask for a callback time instead.
Should you refuse to send the email?
No. Pushing back confirms you are the thing they were trying to end, and it costs you the record. Agree, then use the agreement to get a next step.
What should the email contain?
Three or four sentences specific to what they actually said, one ask — usually the bank statements — and a stated time you will call. A document with no date attached does not get replied to.
How soon should you follow up after sending it?
On the day and at the time you said in the email. The whole value of naming a time is that the next call is expected rather than a second cold interruption.
Is "send me an email" always a brush-off?
Not always, and the follow-up question sorts it. A merchant who names something specific to include is interested at the wrong stage; one who says "whatever you have" has ended the call politely.
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.