THE FACTORING ESSENTIALS

Save this PDF as:
Size: px
Start display at page:

Download "THE FACTORING ESSENTIALS"

Transcription

1 THE FACTORING ESSENTIALS New Cash Flow Consultants often come to Working Capital Company asking for help ranging from how to make a sales call to writing sample marketing letters. WCC has listened to our Consultants and has compiled what we believe to be The Factoring Essentials. We are providing them here to help you become successful Cash Flow Consultants. Included, you will not only find tips on how to market and sell to factoring prospects, but also useful tools, including actual samples of: 1 A marketing letter 2 A cold calling script 3 A prospect profile 4 Essential qualifying questions 5 Common Prospect objections 6 WCC faxable information sheets We have created the following packet as a resource for you. We welcome your feedback and suggestions. We wish you success in your craft and look forward to working with you in the future. The Staff at Working Capital Company, Inc.

2 Why Companies Need to Factor? Experiencing rapid sales growth, or taking on increasingly large orders/contracts. Tax liens and/or bankruptcies. Labor intensive companies having difficulty meeting payroll. Need help making timely payments to suppliers. Starting up new business. Who is a Good Factoring Prospect? Every Prospect must possess all three of the following characteristics: 1 NEED A Prospect must have a pressing requirement for money. In other words, the operation of the business would be negatively impacted if additional cash flow is not created. Legitimate cash flow needs include: Backlog of orders Payroll Taxes 2 TIME FRAME A Prospect MUST want and need money now! Many companies will resist starting to factor until the need is immediate (within a few days to a few weeks of your first contact). If it isn t, call back periodically to catch them at their time of need when they will actually be ready to act on it. 3 CREDITWORTHY DEBTORS Factors expect to get repaid on the invoices they purchase from Clients. Therefore, an account debtor s ability to pay its bills in a timely fashion is crucial for a factoring deal to succeed.

3 Who is Not a Good Factoring Prospect? Any one of the following scenarios would preclude a Prospect from being a good factoring candidate: 1 Many inexperienced consultants will waste time obtaining an application from a Prospect and getting that Prospect approved by a factor, only to find the factoring need doesn t materialize. Beware of the following when given as the reason for needing cash flow: We re expecting a large order that we ll need help filling I m waiting on a contract to come through that will create a huge payroll crunch Oftentimes expecting and waiting really just mean wanting and hoping. Optimistic business owners anticipation doesn t always materialize into large orders - in which case the need for factoring doesn t yet exist. However, make sure to follow up with a call around the time that the expected order is scheduled to occur. For, if the surge of work does develop, your Prospect could then be qualified as a good factoring candidate. 2 The reason a Prospect needs to factor is broadly stated as, We need increased cash flow. Take heed of tire kickers, or people who are simply seeing what s out there just in case. If a Prospect can t give you a specific reason for needing the additional working capital (e.g. payroll tax obligation or taking on a new contract), then they won t follow through with factoring, as there is no critical deadline to meet. Find out what THE SPECIFIC REASON for the cash need is, so you can understand whether or not you are working with an actual Prospect. 3 Your Prospect pre-bills (invoices before work has been completed), sells to individual consumers rather than to companies, or sells on a contingent, third party, or guaranteed basis. In order for a Factor to buy an account, a bona fide obligation for a sum certain must exist between the Prospect and his commercial customer for goods or services already rendered. Remember, your ultimate goal is to provide funding to your Prospect, not to collect applications.

4 What Industries Should You Pursue? Service Industries Manufacturers Service Industries The following examples of service industries are all ideal matches for factoring relationships. Payroll and payroll taxes fuel their cash flow needs. Because their assets often consist primarily of accounts receivable, which banks typically won t solely lend against, obtaining financing can be challenging. Luckily, service companies like those listed below can turn to factoring as a viable solution to their financial worries. Temporary staffing agencies Nursing registries Cable installers Security guard companies Corporate consultants Manufacturers Manufacturing companies purchase material from suppliers, which is then used to produce their product. Without ample cash to pay suppliers in a timely manner, manufacturers cannot get the required materials to fabricate enough product for their companies to thrive and grow. Factoring, however, can give manufacturers more buying power through accelerated cash flow. Companies can then take advantage of trade discounts for early payments to suppliers, thereby offsetting some of their factoring costs.

5 Obtaining Lead Sources A simple formula doesn t exist for finding lead sources. It requires work on your part and will be an ongoing project. Begin by identifying the industries that you d like to prospect. Then compile lists of companies belonging to these industries from the Yellow Pages, Internet, professional directories, sales lead companies, or other methods you may find on your own. Make a list of Bankers, Accountants and other Business Professionals with whom to network and foster relationships. Develop and use followup materials to keep in touch and thank them for meeting with you and giving you referrals. Bank Loan Officers Referring Clients to Factors offers banks a way to get out of nonconforming or troubled loans and remain whole. Furthermore, when banks cannot loan a Client money, they can still help by referring the deal to a Factor; this way, the banker helps foster his relationship with the Client, so that when the Client becomes bankable he can regain his Client. Tax Attorneys, Accountants They have first hand knowledge of Clients who are experiencing cash flow difficulties and will want to help them find a solution to their cash flow problems. Bankruptcy Attorneys As factoring is one of the few available means of financing for companies who ve recently filed Chapter 11 (or Chapter 13 for sole proprietorships), attorneys are eager to help keep their Clients in business by working with Factors. Other Networking Sources Chambers of Commerce, Rotary Clubs, networking groups and social clubs are all excellent avenues to meet and exchange business prospects. Be sure to benefit by using such groups and their members to your advantage.

6 Phone Tips 101 Your attitude is expressed by the way you speak on the phone; be sure it s positive! Don t take the following for granted or assume that you re a natural on the phone. Good phone skills will definitely payoff, but you must make the effort to continually work on them. Say Thank you for your time. Be Friendly. Keep in mind the goal you want to accomplish with the call. Sit up straight or stand up. It helps boost your confidence. Stay focused on the conversation. Remember, good listening skills are just as important as good speaking skills. Allow your Prospects to talk without interrupting them. Have all pertinent information handy. Talk slowly and clearly. Be confident, professional, and in charge. Always be enthusiastic. Stress words that appeal to your Prospect. Restate let the Prospect know that you understand him/her. One of the best methods of developing phone skills is to record yourself and listen to the playback to evaluate your efforts. Recorded mock conversations, either by yourself or with the help of a friend, can be invaluable to honing your sales skills.

7 Calling Musts Dedicate Time Daily 8:00 to 10:30am daily: Research shows that this is the optimum calling time to reach decision-makers. You should not set appointments with Prospects prior to 11:00am. By dedicating your calling time daily, you are assured of making the calls necessary to be successful. Don t permit interruptions. Put off everything except prospecting calls and emergencies. Paperwork and chitchat won t help you make any sales! Plan your calls the day before. This way you can begin calling promptly at 8:00am. Call in rapid succession. Try not to put the phone receiver in the cradle between calls. This gets the calls rolling and makes the process easier. Have an Objective Have an objective to every call (e.g., reach decision-maker, qualify suspect). As your leads will often have a phone number but no contact person, sometimes a call s objective can be as simple as obtaining a decision-maker s name. Then, with the next scheduled call, you can build on your efforts; for example, now that you know for whom to ask, make your objective to reach the decision-maker. Call, Call, Call! Don t forget It s a numbers game. You must make numerous calls to reach an interested party. Several Prospects must be qualified to get a deal. Therefore, call, call, call!!!

8 Calling Musts Speak to a Decision Maker Don t waste time selling to someone who is not a decision maker. You MUST speak to the individual responsible for the financial matters of the business (e.g., President, Owner, CFO, or Controller). When you don t know the decision maker s name, try the following approach: I m trying to get in touch with your President/Owner or whoever makes the financial decisions for the company. Can you tell me who that is? or Would you please help me? I was given this phone number, but I don t know who to ask for. Get Past the Screener Get past the screener by making the receptionist your ally. Ask for the screener s name and use it. My name is Bob Smith, and your name is? State clearly how you will be of interest and benefit to the boss My company provides cash to businesses in the industry and I want to discuss this possibility with. Is he/she in? Ask for the information you need. What s your Controller s name?/ When s the best time to call?/ Does Joe have a direct dial line? Leaving Messages Ideally, you will not want to leave messages with a receptionist or assistant. Rather, determine the best time to reach the Prospect and call back then. However, if you have a succinct message prepared, you may choose to leave a voice mail message for the decisionmaker. Use your brief message to make an impression that will entice your Prospect to return your call ( I m calling to see if your company would benefit from increased cash flow through accounts receivable financing ).

9 Structuring Your Cold Calls Until your cold calling becomes second nature, it is useful to have the following in writing and at your fingertips: 1 SCRIPT A Cold Calling Telephone Script (see our sample script attachment). This aid will help keep you focused and on the path to reaching your call s objective. 2 QUESTIONS Introductory questions to use in conjunction with your script. Keep in mind that service companies biggest cash flow worries stem from making payroll and payroll taxes, while manufacturers are usually concerned with making payments to suppliers. You ll have only seconds to grab your Prospect s attention and to get your point across, so make your words count! I d like to talk with you about your cash flow needs. Do you ever worry about meeting your payroll or payroll taxes? Have you had to turn away a big account because you didn t have the cash flow to meet the increased payroll? I d like to help you with your cash flow needs. And I imagine that being in the service industry, your biggest concern would be meeting payroll and payroll taxes. I can help you eliminate these concerns. Have you ever had to turn down a large order because you didn t have the cash flow to buy the materials to produce and fill it? Are you ever concerned about paying your suppliers in a timely fashion? 3 WORKSHEET A Prospect Profile Worksheet (see our sample profile attachment). Keeping this essential tool at your fingertips will allow you to qualify your Prospects early on to avoid wasting time. Use our Prospect Profile as an aid to guide you through your qualifying discussions. Most of the qualifying questions you will need are listed right on the profile form. Use them to stimulate and direct your conversation, as opposed to just asking question after question in an interrogative manner. Refer to your profile consistently until the content comes to you instinctively.

10 Essential Qualifying Questions Essential qualifying questions to use in conjunction with your Prospect Profile. Increase your productivity by qualifying your Prospects as soon as possible. You must have answers to the following to determine if you re speaking to a viable Prospect or not: Is limited working capital affecting the normal operation of your business? What is the specific reason for requiring additional working capital at this time? (Remember, if the reason given is cash flow, probe further to determine the specific reason, e.g. payroll, suppliers, taxes). How much additional cash do you need on a monthly basis? If we can determine that factoring is a viable solution for your cash flow requirements, when would you need to receive your first funding? What product or service do you sell? To whom do you sell? (Then ask for the customer name(s) and monthly sales amounts so you can determine creditworthiness).

11 Answers to Common Objections Be sure to prepare for these! It is important to listen carefully especially so you can ask the appropriate questions in order to address the underlying concern of what is being expressed to you by your Prospect. I don t want my customers to know I am factoring. May I ask why you don t want them to know you re factoring? A business owner may say that she thinks her customers will view the factoring company as an interference, which will somehow disrupt the delicate relationship that the Prospect has established with her customers. You can respond, I understand your concern, yet it has been my experience that if customers are satisfied with your work, they will not be concerned with whom they deal with regarding billing. Our Factor has been in business for over 20 years and does ONLY one thing Accounts Receivable Financing. So, you can be assured that their expertise and professional manner of working with your customers will be handled with the greatest diplomacy and efficiency. That s too expensive! Compared to what interest on a bank loan? Do you currently have a bank loan? [NO] We provide financing to companies who have immediate working capital requirements. As you know, it is difficult to obtain bank financing, and it can be time consuming. We can get you approved as a Client within 24 hours and you can start taking control of your financial situation today. Is your company going through a situation where cash flow is affecting business?

12 Answers to Common Objections Be sure to prepare for these! It is important to listen carefully especially so you can ask the appropriate questions in order to address the underlying concern of what is being expressed to you by your Prospect. When my customers learn that I m factoring, they ll think I m having financial problems! Why do you say that? Over 100 billion dollars goes out to companies through factoring each year, making it one of the largest sources of capital available in the United States. Over 100 billion dollars in accounts would not have been factored if customers truly objected to it. We encourage you to speak with your customers, and explain that you re considering working with a Factor to help with your financial growth. Most likely, they will be familiar with the process and even have vendor/factor relationships already in place. What are your rates? I need to know what this is going to cost me! Well, first I need to ask you a few questions regarding your company and its operations. Then I can give you a proposal to review. If it looks good to you, we ll have you fill out an application and move forward with running your file. How does that sound? OK. So, can you tell me your monthly sales volume

13 Closing After Objections Are Addressed Once objections are discussed and overcome, don t leave the conversation dangling close! Do you agree factoring will benefit your company? or, Shall we proceed so there will be no question of you meeting payroll on Friday? or, This is what I now need from you so that I can quickly get your company the financing it needs.

14 Networking Networking groups referrals can lead to more deals coming your way and to more deals closing! Get Involved As mentioned earlier, getting involved with your local Chamber of Commerce, Rotary Club, and other organizations can aid in your business efforts. Have a Presentation Prepare a second presentation of the service you offer; be sure to stress the benefits that factoring offers to companies in need. Practice reciting and perfecting your introduction, so that you are always prepared to make it to networking groups or whenever the opportunity may arise.

15 Presentation Materials Marketing Letter Get your name in front of your Prospects. Develop a marketing letter (see our sample marketing letter attachment). This letter can be mailed to Prospects prior to your calls, or you may prefer to send it as a followup instead. Fax Sheets Send Working Capital Company s faxable information sheets (see our attachments) to Prospects. Use as an additional tool to put in front of Prospects and introduce them to factoring. Custom Materials Create your own brochure or materials. Today s technology makes it extremely easy to tailormake marketing materials for the industries and companies that you choose to target. Develop a presentation kit on your computer in a changeable format, so you can customize it and insert the name of the company and individual(s) with whom you are to meet. Present this along with industry specific material showing how your services can benefit your Prospect. Furthermore, you ll optimize your time by creating an information packet to send to Prospects who request information prior to meeting with you. is much faster and more inexpensive than mailing a hard copy of your material.

16 We at Working Capital Company sincerely hope that the information provided in this packet will be of use to you in beginning your pursuit as a Cash Flow Consultant. We trust that your career will be long and prosperous. This packet has been designed as a launching pad containing basic advice that you ll need to get started. As your training advances, new questions and challenges will arise. We are here to discuss them with you on a case by case basis. We wish you good luck and hope that you will keep us posted on your progress and success! The Staff at Working Capital Company, Inc.

I use several different introductions when it comes to calling purchased leads or leads that I have generated on my own through different ads.

I use several different introductions when it comes to calling purchased leads or leads that I have generated on my own through different ads. COLD MARKET LEAD SCRIPTS COLD LEAD BUSINESS SCRIPT I use several different introductions when it comes to calling purchased leads or leads that I have generated on my own through different ads. You will

More information

Improve your prospects

Improve your prospects Make a case for life insurance Improve your prospects Allianz Life Insurance Company of North America M-5191 Discover how you can help expand your client base and close more sales. If regular prospecting

More information

Prospecting. in the Business Planning Market. For agent use only. This material may not be used with the public. LIFE-5663-Prospecting 02/16

Prospecting. in the Business Planning Market. For agent use only. This material may not be used with the public. LIFE-5663-Prospecting 02/16 Prospecting in the Business Planning Market LIFE-5663-Prospecting 02/16 For agent use only. This material may not be used with the public. WHAT IS PROSPECTING? In simplest terms, prospecting is all about

More information

Special Report: 5 Mistakes Homeowners Make When Selling A House. And The Simple Tricks To Avoid Them!

Special Report: 5 Mistakes Homeowners Make When Selling A House. And The Simple Tricks To Avoid Them! Special Report: 5 Mistakes Homeowners Make When Selling A House And The Simple Tricks To Avoid Them! 1 Special Report: 5 Mistakes Homeowners Make When Selling A House Dear Homeowner, And The Simple Tricks

More information

Cold Calling Made Easy

Cold Calling Made Easy Cold Calling Made Easy In my many years of sales and marketing work with small businesses, many of them would ask me all kinds of questions about cold calling like the ones below. They would profess to

More information

Small Business Brief How to Build and Use Credit Policies to Your Advantage

Small Business Brief How to Build and Use Credit Policies to Your Advantage How to Build and Use Credit Policies to Your Advantage Customers are your bread and butter, but they can also be your biggest risk. Now more than ever, small businesses need to take a page from some of

More information

Cold Calling in the 21 st Century: The New Rules

Cold Calling in the 21 st Century: The New Rules Cold Calling in the 21 st Century: The New Rules By Wendy Weiss, The Queen of Cold Calling Is Cold Calling Dead? That s what you hear. No one likes making cold calls. No one likes receiving cold calls.

More information

FOLLOW-UP POWER-UP! YOUR FOLLOW-UP NOW HOT TIPS TO. Want To Convert More Prospects Into Clients? PROFESSINAL TRAINING. PROVEN RESULTS.

FOLLOW-UP POWER-UP! YOUR FOLLOW-UP NOW HOT TIPS TO. Want To Convert More Prospects Into Clients? PROFESSINAL TRAINING. PROVEN RESULTS. Power-Up! Your FOLLOW-UP PROFESSINAL TRAINING. PROVEN RESULTS. DEBBIE HOFFMAN Follow-Up Expert Former Wall Stret Managing Director, Wellness Industry Entrepreneur Want To Convert More Prospects Into Clients?

More information

Prospecting. By Dr. Tony Alessandra. There are two ways to generate business -- getting people to come to

Prospecting. By Dr. Tony Alessandra. There are two ways to generate business -- getting people to come to !rospecting - Prospecting By Dr. Tony Alessandra There are two ways to generate business -- getting people to come to you, or you going after them. Prospecting is going after them while promoting high

More information

Do you know with certainty if you will achieve your next sales goal? Introduction to Followuppower.net

Do you know with certainty if you will achieve your next sales goal? Introduction to Followuppower.net Do you know with certainty if you will achieve your next sales goal? Staying in business and thriving is all about keeping existing clients and attracting new clients. Companies that follow a disciplined,

More information

The Sales Mastery Series for Real Estate Professionals

The Sales Mastery Series for Real Estate Professionals The Sales Mastery Series for Real Estate Professionals with Mike Ferry The Decision How many deals do you want to do per month, this year, next year, and the year after? How much money do you want to earn?

More information

Two Keys to Marketing: Success: Cold Calling & Prospecting

Two Keys to Marketing: Success: Cold Calling & Prospecting experience. insight. impact. Two Keys to Marketing: Success: Cold Calling & Prospecting This article appeared in OHR Tracker, Summer 1999. Author: Carolyn Merriman, president Warming Up to Cold Calling

More information

Welcome to the ALT call center

Welcome to the ALT call center Welcome to the ALT call center Please make sure that you go through this entire document and set up everything before you get started taking calls in the call center. Once you have everything set up and

More information

Prospecting Scripts. 2 keys to success in Real Estate

Prospecting Scripts. 2 keys to success in Real Estate Prospecting Scripts 2 keys to success in Real Estate 1. TALK TO PEOPLE 2. ASK THE RIGHT QUESTIONS 1. Door-knocking or cold calling properties around a new listing (inviting them to a property preview)

More information

What You Need To Know. To Grow GETTING GOOD OOD LEADSL SPECIAL REPORT. by Gerry Foster. Gerry Foster Marketing. All rights protected and reserved.

What You Need To Know. To Grow GETTING GOOD OOD LEADSL SPECIAL REPORT. by Gerry Foster. Gerry Foster Marketing. All rights protected and reserved. What You Need To Know... To Grow 1 GETTING GOOD OOD LEADSL by Gerry Foster Gerry Foster Marketing What You Need To Know Getting Good Leads The Bible says, Where there is no vision, the people shall perish.

More information

THE WISE CONSUMER'S GUIDE TO HIRING AN IMMIGRATION ATTORNEY

THE WISE CONSUMER'S GUIDE TO HIRING AN IMMIGRATION ATTORNEY THE WISE CONSUMER'S GUIDE TO HIRING AN IMMIGRATION ATTORNEY Cowles & Thompson 214-672-2000 immigration @cowlesthompson.com Page 1 Why Hire an Immigration Lawyer? Remember that immigration applications

More information

PRIVATE CLIENT LAWYERS can t Market?

PRIVATE CLIENT LAWYERS can t Market? PRIVATE CLIENT LAWYERS can t Market? It s said too often that, because of the nature of the purchase, private client lawyers can t market the way commercial lawyers can. Doug McPherson of Size 105 Boots

More information

Download: Best Practices for Successful Partnerships

Download: Best Practices for Successful Partnerships Download: Best Practices for Successful Partnerships Introduction You finally have the product or solution that you have been pouring your heart and soul into finished and market ready. You now need to

More information

7 Insider Secrets For Selecting the Perfect Web Designer For Your Next Project. By Bruce Spiher & Tarun Gehani

7 Insider Secrets For Selecting the Perfect Web Designer For Your Next Project. By Bruce Spiher & Tarun Gehani 7 Insider Secrets For Selecting the Perfect Web Designer For Your Next Project By Bruce Spiher & Tarun Gehani Table of Contents Introduction Page 3 Secret #1 Be clear what you want before you contact a

More information

10 Steps to Building a More Profitable Construction Business. Leslie Shiner, MBA Sage Certified Consultant

10 Steps to Building a More Profitable Construction Business. Leslie Shiner, MBA Sage Certified Consultant 10 Steps to Building a More Profitable Construction Business Leslie Shiner, MBA Sage Certified Consultant Introduction is a pragmatic approach to developing business practices that result in greater profitability.

More information

10 THINGS YOU SHOULD KNOW ABOUT STARTING AN IT CONSULTING BUSINESS

10 THINGS YOU SHOULD KNOW ABOUT STARTING AN IT CONSULTING BUSINESS 10 THINGS YOU SHOULD KNOW ABOUT STARTING AN IT CONSULTING BUSINESS It takes more than a business card and some organizational ability to start your own consulting business. It requires a host of skills,

More information

Getting a Difficult Business Loan Is Easy

Getting a Difficult Business Loan Is Easy Getting a Difficult Business Loan Is Easy Learn How Easy IT Is To Get a Business Loan Even IF You Have Bad Credit And Have Been Turned Down Before Every Winner Has A Coach! John P Fazzio, Your Coach www.winning-advantage.com

More information

Tips for using fund development consultants

Tips for using fund development consultants www.simonejoyaux.com spjoyaux@aol.com First published as How to Select and Use a Fund Development Consultant, Nonprofit Quarterly, Fall 2005. wwwnonprofitquarterly.org Tips for using fund development consultants

More information

HUMAN RESOURSES COLLEGE OF EDUCATION AND HUMAN ECOLOGY. Manager's Guide to Mid-Year Performance Management

HUMAN RESOURSES COLLEGE OF EDUCATION AND HUMAN ECOLOGY. Manager's Guide to Mid-Year Performance Management HUMAN RESOURSES COLLEGE OF EDUCATION AND HUMAN ECOLOGY Manager's Guide to Mid-Year Performance Management Table of Contents Mid-year Performance Reviews... 3 Plan the performance appraisal meeting... 3

More information

Xplore.net Seminar Notes: LinkedIn

Xplore.net Seminar Notes: LinkedIn The current business landscape: 98% of businesses rely on referrals for new business. LinkedIn is an online referral management system. - making it an important business resource. LinkedIn Facts: Over

More information

- Your Business Credit and Funding System - We secure Funding for your Business

- Your Business Credit and Funding System - We secure Funding for your Business We secure Funding for your Business Your Business Credit and Funding System It is said that almost 50% of new businesses fail in their first 2 years. The reason for their failure in many cases is lack

More information

The complete guide to becoming a mortgage advisor

The complete guide to becoming a mortgage advisor The complete guide to becoming a mortgage advisor Mortgage advisors help people with one of the biggest purchases of their lives, helping them to secure a mortage to buy or re-mortgage property. If you

More information

The Targeting Advantage: Improve Your Marketing Success

The Targeting Advantage: Improve Your Marketing Success White Paper The Targeting Advantage: Improve Your Marketing Success The Premier Site for Marketing & Sales for Professional Services Sponsored by: White Paper The Targeting Advantage: Improve Your Marketing

More information

BETTER YOUR CREDIT PROFILE

BETTER YOUR CREDIT PROFILE BETTER YOUR CREDIT PROFILE Introduction What there is to your ITC that makes it so important to you and to everyone that needs to give you money. Your credit record shows the way you have been paying your

More information

Boosting your Sales Through Direct Marketing & Public Relations

Boosting your Sales Through Direct Marketing & Public Relations C&H Communications 2011 Boosting your Sales Through Direct Marketing & Public Relations By: Charbel El Khouri Marketing & Communications Consultant email: charbel.khouri@chcommunications.net Mob: +971-50-4612513

More information

BUSINESS PLAN QUESTIONNAIRE

BUSINESS PLAN QUESTIONNAIRE BUSINESS PLAN QUESTIONNAIRE Company Name: Business Owner Name(s): Address: Phone: E-mail: Fax: Web Site: Who is the primary audience for your business plan? Lenders Investors Internal Use MISSION/VISION/OBJECTIVES

More information

"How to Sell Your Land 'as is' For CA$H on the Date of Your Choice, Guaranteed"

How to Sell Your Land 'as is' For CA$H on the Date of Your Choice, Guaranteed Free Special Report "How to Sell Your Land 'as is' For CA$H on the Date of Your Choice, Guaranteed" If you want to sell your land in the fastest, easiest, and most convenient manner,read this important

More information

Managed Service Providers for Mid-Sized Companies:

Managed Service Providers for Mid-Sized Companies: Managed Service Providers for Mid-Sized Companies: How companies spending less than $100 million a year on contingent labor can achieve greater efficiency, compliance and cost savings. 2013 Monument Consulting.

More information

RECRUITING TIPS SCRIPTS. Tom Ferry - Your Coach 888.866.3377 tomferry.com

RECRUITING TIPS SCRIPTS. Tom Ferry - Your Coach 888.866.3377 tomferry.com RECRUITING TIPS & SCRIPTS 1 & WHAT TO SAY TO NEW EXPERIENCED AGENTS table of contents Attracting New Agents Key Tips for Speaking with New Agents Interviewing a New Agent Inviting a New Agent to a Career

More information

Scripts for Recruiters

Scripts for Recruiters Scripts for Recruiters Companion Script Guide for The New Recruiters Tool Kit www.greatrecruitertraining.com Copyright 2010 Scott Love 1 How to Use This Guide Use this companion script guide while watching

More information

Points to Consider When Buying a Dental Practice By Darryl Bodnar, CPA

Points to Consider When Buying a Dental Practice By Darryl Bodnar, CPA Points to Consider When Buying a Dental Practice By Darryl Bodnar, CPA Acquiring a dental practice on your own involves a number of steps that need to be followed in order for you to turn your dream into

More information

The Ultimate NURSING SCHOOL Admissions Checklist. steps to getting accepted into an accredited program

The Ultimate NURSING SCHOOL Admissions Checklist. steps to getting accepted into an accredited program The Ultimate NURSING SCHOOL Admissions Checklist 15 steps to getting accepted into an accredited program Getting In Can Seem INTIMIDATING Just looking at a list of nursing program requirements can seem

More information

Hello, my name is Jessica and I work in Human Resources for Target Corporation.

Hello, my name is Jessica and I work in Human Resources for Target Corporation. University of St. Thomas Career Development Center Streaming Audio 4 Sections Interviewing Script Preparing for Interviews Hello, my name is Jessica and I work in Human Resources for Target Corporation.

More information

Graduate Peer Consultant Application Packet 2015-2016

Graduate Peer Consultant Application Packet 2015-2016 The UST Center for Writing Before you write, as you write, and after you write Graduate Peer Consultant Application Packet 2015-2016 Please note: You must be a student in the M.A. Program in English to

More information

Responding to a Disappointing Performance Review

Responding to a Disappointing Performance Review Responding to a Disappointing Performance Review Overview When your manager reviews your work and finds it wanting. Receiving a disappointing review First steps: Take notes and ask for clarification Gather

More information

Virtual Flips QUICK Start Guide

Virtual Flips QUICK Start Guide Virtual Flips QUICK Start Guide The Ultimate Virtual Real Estate wholesaling 7 step action plan By Christopher Seder Copyright 2014 VirtualFlips.com, and Christopherseder.com, All rights reserved. No part

More information

15 Most Typically Used Interview Questions and Answers

15 Most Typically Used Interview Questions and Answers 15 Most Typically Used Interview Questions and Answers According to the reports of job seekers, made from thousands of job interviews, done at 97 big companies in the United States, we selected the 15

More information

7.5 Secrets To Growing Your Lawn Care Company

7.5 Secrets To Growing Your Lawn Care Company 7.5 Secrets To Growing Your Lawn Care Company Holganix relies on lawn care companies like yours, so we want to see you grow as big as you can. And since Barrett Ersek, our CEO, previously founded and sold

More information

USING THE PHONE TO PROMOTE YOUR BUSINESS

USING THE PHONE TO PROMOTE YOUR BUSINESS OWEN MORRIS Smart Marketing Bulletin Aug / Sep 2008 USING THE PHONE TO PROMOTE YOUR BUSINESS If you want to drive your business forward, get on the phone! Using the telephone to support your sales, marketing

More information

The Hottest Recruiting Scripts in MLM by Eric Worre

The Hottest Recruiting Scripts in MLM by Eric Worre The Hottest Recruiting Scripts in MLM by Eric Worre It s a stone cold fact that we have a better way, now let s go tell the world For more information on how to become a Network Marketing Professional,

More information

Colleen s Interview With Ivan Kolev

Colleen s Interview With Ivan Kolev Colleen s Interview With Ivan Kolev COLLEEN: [TO MY READERS] Hello, everyone, today I d like to welcome you to my interview with Ivan Kolev (affectionately known as Coolice). Hi there, Ivan, and thank

More information

Would You Like To Earn $1000 s With The Click Of A Button?

Would You Like To Earn $1000 s With The Click Of A Button? Would You Like To Earn $1000 s With The Click Of A Button? (Follow these easy step by step instructions and you will) This Version of the ebook is for all countries other than the USA. If you need the

More information

PROSPECTING AND DATA MINING STEPS FOR SUCCESS

PROSPECTING AND DATA MINING STEPS FOR SUCCESS PROSPECTING AND DATA MINING STEPS FOR SUCCESS Selling life insurance doesn t have to be difficult. Follow these simple steps to learn how to prospect for success. Step one involves locating customers who

More information

COURTING SMALL BUSINESS BANKING PROSPECTS IS LIKE DATING!

COURTING SMALL BUSINESS BANKING PROSPECTS IS LIKE DATING! BankersHub.com January 2015 Newsletter Page - 1 COURTING SMALL BUSINESS BANKING PROSPECTS IS LIKE DATING! By Julie Dunn Story Newsletter Article January, 2015 ABOUT THE AUTHOR Julie Dunn Story brings years

More information

Credit Scoring and Wealth

Credit Scoring and Wealth the Problem In most games, it is wise to understand the rules before you begin to play. What if you weren t aware that you were playing a game? What if you had not choice whether to play or not? Everyone

More information

Unlimited Business Financing Without A Personal Guarantee!

Unlimited Business Financing Without A Personal Guarantee! Unlimited Business Financing Without A Personal Guarantee! Now YOU Can Have ALL The Business Credit You Need Faster Than You Thought Possible! Finally a Business Credit Asset that will Rid You of Business

More information

Are Trade Shows Still Relevant?

Are Trade Shows Still Relevant? Are Trade Shows Still Relevant? There was a time when a trade show budget was never questioned. If your company had a product to launch, training to conduct, leads to generate or branding to imprint, the

More information

CASH FLOW & PAYMENTS free up time to focus on the bigger things

CASH FLOW & PAYMENTS free up time to focus on the bigger things CASH FLOW & PAYMENTS free up time to focus on the bigger things Like to know more? Tell us more about your business needs, and we can suggest some appropriate solutions. Talk to a Business Banking Manager,

More information

6 GOLDEN RULES FOR SECURING YOUR COMPANY S FINANCIAL FUTURE

6 GOLDEN RULES FOR SECURING YOUR COMPANY S FINANCIAL FUTURE 6 GOLDEN RULES FOR SECURING YOUR COMPANY S FINANCIAL FUTURE w w w. u n i v e r s a l f u n d i n g. c o m 1-800- 4 9 9-1 2 1 8 TABLE OF CONTENTS Introduction Why we wrote this and how you can use it to

More information

Locating the Job You Want

Locating the Job You Want Locating the Job You Want Smaller Employers Most first-time or novice job seekers look to the large chemical employers the big companies, government labs, hospitals, and nonprofit organizations. These

More information

Sales Presentations. 1. Before you start

Sales Presentations. 1. Before you start Sales Presentations A presentation is an ideal opportunity to make a sale. You have a captive audience and far more flexibility than in a simple sales letter or phone call. Although many people do not

More information

What happens to my application form? How do I apply? Completing the form

What happens to my application form? How do I apply? Completing the form Application Advice BSc (Hons) Nursing at York 2015 How do I apply? You can make an application for our nursing programme through UCAS. The main application period is between September and January. During

More information

Brought to you by: http://privatemailingclub.com http://adtroopers.com http://trafficcoupons.com

Brought to you by: http://privatemailingclub.com http://adtroopers.com http://trafficcoupons.com Brought to you by: http://privatemailingclub.com http://adtroopers.com http://trafficcoupons.com Do you ever have the feeling that there is something that other people know about making money online that

More information

Learning to Delegate

Learning to Delegate Learning to Delegate Overview Tips for managers on how to delegate Why is delegation necessary? Why do many managers have a hard time delegating? What to delegate What not to delegate How to delegate Give

More information

Starting your Business Guide

Starting your Business Guide Starting your Business Guide Small Business Resources The material in this document is intended to provide only general information to Canadian Western Bank s clients and the public, and not for the purposes

More information

LIBERTY NATIONAL LIFE LAPTOP PRESENTATION SCRIPTS

LIBERTY NATIONAL LIFE LAPTOP PRESENTATION SCRIPTS Presentation Tips Remember 40% of the presentation is Rapport Building! When you walk into the home, don t start closing right away! Go slow, build rapport first. The clients buy you first, then the Company,

More information

SPECIAL REPORT. How To. Sell Your Home. In 9 Days Or Less. No Commissions! No Fees!

SPECIAL REPORT. How To. Sell Your Home. In 9 Days Or Less. No Commissions! No Fees! SPECIAL REPORT How To Sell Your Home In 9 Days Or Less No Commissions! No Fees! You may discover the perfect solution by reading this report. If you are like many home owners struggling to sell your home

More information

Club Accounts. 2011 Question 6.

Club Accounts. 2011 Question 6. Club Accounts. 2011 Question 6. Anyone familiar with Farm Accounts or Service Firms (notes for both topics are back on the webpage you found this on), will have no trouble with Club Accounts. Essentially

More information

Email Marketing: How to Create an Instant Flow of NEW and REPEAT Customers with Your Website

Email Marketing: How to Create an Instant Flow of NEW and REPEAT Customers with Your Website Email Marketing: How to Create an Instant Flow of NEW and REPEAT Customers with Your Website What is Email Marketing and How Can it Help Your Business? You are about to discover how your website produce

More information

TELEPHONE SKILLS & TELEPHONE SALES

TELEPHONE SKILLS & TELEPHONE SALES TELEPHONE SKILLS & TELEPHONE SALES You never get a second chance to make a first impression! Do you want to add new customers and increase sales? Viable solutions, such as database software packages, employee

More information

SURVIVING THE CREDIT CRUNCH

SURVIVING THE CREDIT CRUNCH SURVIVING THE CREDIT CRUNCH TOP TIPS: Don t bury your head in the sand plan now for survival that s the purpose of this paper from me this morning It never ceases to amaze me how people can do just that

More information

The 7 Biggest Marketing Mistakes Small Business Owners Make and How to Avoid Them

The 7 Biggest Marketing Mistakes Small Business Owners Make and How to Avoid Them The 7 Biggest Marketing Mistakes Small Business Owners Make and How to Avoid Them www.basicbananas.com BASICBANANAS Ph:+611300691883 ABN43239027805 POBox502,Narrabeen,NSW2101,Sydney,Australia The 7 Biggest

More information

TOP SECRET WAYS TO FIND REAL ESTATE DEALS WAY UNDER MARKET VALUE

TOP SECRET WAYS TO FIND REAL ESTATE DEALS WAY UNDER MARKET VALUE TOP SECRET WAYS TO FIND REAL ESTATE DEALS WAY UNDER MARKET VALUE By: Josh Weidman The Bird Dog Investor Dear Real Estate Investor, I have been investing in real estate for the past 6+ years and have located,

More information

Nursing Interview Success Packet

Nursing Interview Success Packet LINFIELD COLLEGE Nursing Interview Success Packet Compliments of Linfield College - Portland Campus Office of Student Services Cat Careers What Will You Become? http://www.linfield.edu/portland/student-life/cat-careers.php

More information

Copyright 2011 First Data Corporation. What is Prospecting?

Copyright 2011 First Data Corporation. What is Prospecting? Copyright 2011 First Data Corporation What is Prospecting? What is Prospecting? The actual sales process can be divided into four key areas: Prospecting Searching for potential business and customers Qualifying

More information

The Ultimate NURSING SCHOOL Admissions Checklist. steps to getting accepted into an accredited program

The Ultimate NURSING SCHOOL Admissions Checklist. steps to getting accepted into an accredited program The Ultimate NURSING SCHOOL Admissions Checklist 15 steps to getting accepted into an accredited program Getting In Can Seem INTIMIDATING Just looking at a list of nursing program requirements can seem

More information

Guide to. event marketing & trade show display strategies. www.nationalevent.com. www.outdooradventureshow.ca

Guide to. event marketing & trade show display strategies. www.nationalevent.com. www.outdooradventureshow.ca Guide to event marketing & trade show display strategies This guide is brought to you by: For a complete show schedule please visit: www.outdooradventureshow.ca The return on your investment in consumer

More information

10 Tips for Improving Business-To-Business Telephone Sales Results

10 Tips for Improving Business-To-Business Telephone Sales Results 10 Tips for Improving Business-To-Business Telephone Sales Results by Ronna Caras President, Caras Marketing & Training Results happen every time we dial the telephone. They just aren t always the results

More information

John Terry Business Development Consultant, TeamLogic IT

John Terry Business Development Consultant, TeamLogic IT Are You Stuck With Stuck Deals? John Terry Business Development Consultant, TeamLogic IT Objectives At the end of this seminar you ll be able to: Identify the points in the sales system where stuck deals

More information

Business Planning. Agent Business Plan 2007

Business Planning. Agent Business Plan 2007 Business Planning Most agents choose real estate as a career because they want to make more money and have more time. However, most agents when they first start out in the business take a serious cut in

More information

Corporate Credit 101. 2007-2008 Edition

Corporate Credit 101. 2007-2008 Edition 2007-2008 Edition BNR Consulting Network 11/17/2007 2 What is business credit? Many business owners are unaware of corporate credit and how to obtain it. BNR Consulting Network is proud to be one of very

More information

RECRUITING SCRIPTS. Role-play your scripts daily! B patient! I'm fearless, I'm powe. unstoppable! Follow the number

RECRUITING SCRIPTS. Role-play your scripts daily! B patient! I'm fearless, I'm powe. unstoppable! Follow the number You play at the level you practic Role-play your scripts daily! B patient! I'm fearless, I'm powe unstoppable! Follow the numbers RECRUITING SCRIPTS ou play at the level you practice. play your scripts

More information

How to Use Your Retirement Funds to Finance Your Small Business with No Taxes or Penalties. How To Use Your Retirement Funds to Finance Your Business

How to Use Your Retirement Funds to Finance Your Small Business with No Taxes or Penalties. How To Use Your Retirement Funds to Finance Your Business How To Use Your Retirement Funds to Finance Your Business By Bill Seagraves, President January 25, 2009 TABLE OF CONTENTS Overview Succeed in Business and Retire Wealthy: It s All About Cash Flow The Rich

More information

Adapted from Ten Tips for an Effective Job Search

Adapted from Ten Tips for an Effective Job Search Adapted from Ten Tips for an Effective Job Search by Dr. Thomas J. Denham, Career Counselor, Careers In Transition LLC, Colonie, New York There are three principal stages of career development. These include:

More information

FundingEdge / Power2Fund

FundingEdge / Power2Fund Factoring Defined In the world of finance, factoring is a transaction in which a business sells its account receivables to a third party--called a "factor"--in return for immediate cash, generally working

More information

AutoSalesTraining. The Road to Success. Supplement included: Ten Step Road to the Sale

AutoSalesTraining. The Road to Success. Supplement included: Ten Step Road to the Sale The Road to Success Supplement included: Ten Step Road to the Sale The Road to Success... 3 The Ultimate Objective of a Successful Salesperson... 6 Prompt Approach... 8 Proper Approach... 10 Gathering

More information

Welcome! You ve made a wise choice opening a savings account. There s a lot to learn, so let s get going!

Welcome! You ve made a wise choice opening a savings account. There s a lot to learn, so let s get going! Savings Account Welcome! Welcome to Young Americans Bank, the only bank in the world designed specifically for young people! Mr. Bill Daniels started Young Americans Bank in 1987 because he thought it

More information

COVER LETTERS & PROFESSIONAL BUSINESS CORRESPONDENCE

COVER LETTERS & PROFESSIONAL BUSINESS CORRESPONDENCE COVER LETTERS & PROFESSIONAL BUSINESS CORRESPONDENCE Your Call To Action Write It Right! Now that you have mastered the art of the resume, it s time to tackle your cover letter. Cover letters are intended

More information

How to Avoid The Five Biggest First-time Homebuyer Mistakes. Mistake #1

How to Avoid The Five Biggest First-time Homebuyer Mistakes. Mistake #1 How to Avoid The Five Biggest First-time Homebuyer Mistakes Mistake #1 Failure To Examine And Repair Any Credit Problems Prior To Applying For Your Loan Many potential new home buyers have no idea what

More information

LOYOLA UNIVERSITY CHICAGO SCHOOL OF LAW OFFICE OF CAREER SERVICES

LOYOLA UNIVERSITY CHICAGO SCHOOL OF LAW OFFICE OF CAREER SERVICES LOYOLA UNIVERSITY CHICAGO SCHOOL OF LAW OFFICE OF CAREER SERVICES NETWORKING GUIDE These materials are intended for use by the students of Loyola University Chicago School of Law ONLY. No permission is

More information

Forward Booking Appointments: How to Fill Your Appointment Schedule. Karen E. Felsted, CPA, MS, DVM, CVPM, CVA Karyn Gavzer, MBA, CVPM

Forward Booking Appointments: How to Fill Your Appointment Schedule. Karen E. Felsted, CPA, MS, DVM, CVPM, CVA Karyn Gavzer, MBA, CVPM Forward Booking Appointments: How to Fill Your Appointment Schedule Karen E. Felsted, CPA, MS, DVM, CVPM, CVA Karyn Gavzer, MBA, CVPM Executive Summary: Forward Booking Appointments 1. Forward booking

More information

PREPARING FOR THE INTERVIEW

PREPARING FOR THE INTERVIEW U N I V E R S I T Y C A R E E R S E R V I C E S PREPARING FOR THE INTERVIEW THE INTERVIEW The interview is an opportunity to demonstrate to an employer why you are the best fit for the position. Essentially,

More information

YOUR MONEY, YOUR GOALS. A financial empowerment toolkit for community volunteers

YOUR MONEY, YOUR GOALS. A financial empowerment toolkit for community volunteers YOUR MONEY, YOUR GOALS A financial empowerment toolkit for community volunteers Consumer Financial Protection Bureau April 2015 Table of contents INTRODUCTION PART 1: Volunteers and financial empowerment...

More information

THE 120VC PORTFOLIO MANAGEMENT MODEL

THE 120VC PORTFOLIO MANAGEMENT MODEL THE 120VC PORTFOLIO MANAGEMENT MODEL There are several layers that contribute to achieving the Vision stated in the figure below. The workflow in the figure starts at the bottom left and flows right across

More information

FastPhone User Guide. Banking at your finger tips.

FastPhone User Guide. Banking at your finger tips. FastPhone User Guide. Banking at your finger tips. Bank by phone. Fast. It s easy to use FastPhone to get direct access to your accounts at any time of the day or night. Whether you re moving money, paying

More information

Prepare, Prepare, Prepare for that Interview!

Prepare, Prepare, Prepare for that Interview! Prepare, Prepare, Prepare for that Interview! This handout will provide you with information to prepare for your interview. It contains some of the following:! rules about the interview, how it will flow

More information

TRAINING LEADER S GUIDE JUST A CALL AWAY

TRAINING LEADER S GUIDE JUST A CALL AWAY TRAINING LEADER S GUIDE JUST A CALL AWAY Series The Outbound Call 2000 New Media Now! & OurBizniss COPYRIGHT WAIVER In order to provide you with cost-effective training, & OurBizniss Productions have waived

More information

25 Questions Top Performing Sales Teams Can Answer - Can You?

25 Questions Top Performing Sales Teams Can Answer - Can You? 25 Questions Top Performing Sales Teams Can Answer - Can You? How high growth businesses use Sales Force Automation to drive success The best performing sales teams can answer the sales management questions

More information

The question is what kind of VoIP do you want? What are the tradeoffs today?

The question is what kind of VoIP do you want? What are the tradeoffs today? Selecting a Voice Solution Hosted VoIP vs. PBX VoIP Contents Introduction The Traditional Solution Why VoIP? The Primary Tradeoffs Today Hosted VoIP Today s PBX Latest Features of VoIP Managing Costs What

More information

THEME: UNDERSTANDING EQUITY ACCOUNTS

THEME: UNDERSTANDING EQUITY ACCOUNTS THEME: UNDERSTANDING EQUITY ACCOUNTS By John W. Day, MBA ACCOUNTING TERM: Equity Equity is the difference between assets and liabilities as shown on a balance sheet. In other words, equity represents the

More information

How to Solve Your Business Cash Flow Challenges in 3-5 Days

How to Solve Your Business Cash Flow Challenges in 3-5 Days How to Solve Your Business Cash Flow Challenges in 3-5 Days Cash Flow Challenges Are Cash Crippling Flow Challenges My Busines Are Crippling My Business Does this sound familiar? Your customers are paying

More information

Thank you so much for having me. I m really excited to be here today.

Thank you so much for having me. I m really excited to be here today. Welcome to The Boomer Business Owner. My guest today is Ty Crandall. Ty is an honorary Baby Boomer, internationally known speaker, author, and business credit expert. With over 16 years of financial experience,

More information

Results-Based Training for Motivated Financial Advisors

Results-Based Training for Motivated Financial Advisors small group coaching Results-Based Training for Motivated Financial Advisors Who It s For Altius Learning offers small group coaching to financial advisors ready to step up to the next level. In the same

More information

Senior-level telemarketing the top ten success factors

Senior-level telemarketing the top ten success factors Senior-level telemarketing the top ten success factors A Guest Article by Jonathan Silverman April 2010 Planning a telephone marketing campaign I m often asked what the most important things are when clients

More information

Credit & Collections for Small Business October 2009

Credit & Collections for Small Business October 2009 Credit & Collections for Small Business October 2009 By: Christopher G. Gattis cgattis@bluepointstrategies.com Credit & Collections for Small Business October 2009 By: Christopher G. Gattis cgattis@bluepointstrategies.com.com

More information