How to Qualify a Factoring Prospect by Asking Three Simple Questions

It’s a factoring broker‘s job to deliver companies with cash flow issues to the appropriate funding source. Although this task sounds easy enough, in reality, it’s not always so simple. Picture this scenario:

You have a client in need of cash flow who has been in business for a year, has three large customers and gets paid in less than 30 days. Eager to help this entrepreneur get the cash he needs to expand, you refer this small business owner to one of your factoring partners immediately.

The factoring company tells you that they are interested in pursuing the lead, and they’ll have an update for you as soon as they reach out to the prospect. The next day, you get a phone call from the factoring firm telling you that they are no longer working the deal.

Has this ever happened to you? If you answered yes, then I have some good news for you. There’s a simple way to drastically reduce the chances of the above situation ever happening again. All you have to do is ask three key questions before referring a lead to a factor…

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One Response to “How to Qualify a Factoring Prospect by Asking Three Simple Questions”

  1. Tammy Vermilyea Says:

    Just getting started in this business, however I have over 20 years experience in banking as a loan officer and was a licensed financial advisor. Wanted to say thanks for these three top questions to ask as part of initial conversation. So important to have this initial dialog. Similar to the loan application process.