INDEPENDENT CONTRACTOR

HANDBOOK
ON DIRECT LENDING
B2B funding through Merchant cash advance.

SUMMARY:

Dade Strategic Syndication Co. is a Master Trust Fund with a standing Joint
Venture Contract with US Working Capital a Private Hedge Fund who is our
Vendor Fund. This contractual relationship makes us the only Fund authorized
to make Direct Merchant Cash Advances on behalf of the US Working Capital
or through our platform of 591 Corresponding Syndication Funds who are
both Private and Public Hedge Funds. As an Independent Contractor all of our
Advances are underwritten, funded and syndicated through US Working
Capital platform(s).
Your role as an independent contractor for Dade Strategic Syndication Co.
begins with you being you being assigned leads thus resulting in your first
initial phone call and perhaps most important communication with a
potential client. This is your shot to build a relationship and make the
merchant feel comfortable with the process of applying for a cash advance
on their future business.
POINTS TO CONSIDER WHEN ENGAGING THE MERCHANT:
Grab their attention!

a) Don't sound like the typical salesman that you would normally hang up on.
b) Get right to the point with the introductory lines of You inquired on the
internet in the past... still need capital?" If so I have great news we are a
Direct Lender!
c) Try to relate to the person- make them like you, make them laugh do
something to stand out, make an attempt you have nothing to lose.
i) Don't try too hard...some people are all business, so don't be the
instigator of unnecessary small STtalk with these people, ask what they
JUNE
1 ,2016
need help with in order to
increase
their profits.
DADE STRATEGIC SYDICATE COMPANY
1835 E. Hallandale Bch Blvd Ste 306, Hallandale Bch Fl. 33009

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d) Remember, you are on their side (you and the client vs. the underwriters
working to get them a great deal and HELP their business)
e) Offer clear value include context and relevance, tell them in the next five
seconds how youre going to make their life exponentially better. With
strategic funding to increase profits.
f) Be direct if you were given money to improve your businesses profitability
would you be interested.
QUALIFY THEM:
Keep it coversational but find out:
1. Industry
2. Business start date
3. LLC, Sole P., Corp, S corp
4. Business DBA Name
5. Credit score
6. Owner Name
7. Business Phone Number
8. Cell Phone Number
9. Email Address
10.
Partners yes or no?
11.
Average Monthly Deposit(s)(on

all

business

checking

accounts)
12.
Average Monthly Balance(s)(on all business

checking

accounts)
13.
Current Balance(s)(on all business checking accounts)
14.
Amount Requested
15.
Outstanding Advances, Credit Lines, or Loans y/n
16.
Any Business or Personal Bankruptcys
y/n
17.
Or any judgments, Liens or foreclosures y/n
18.
How will they spend the money?
19.
Have them give you a break down?
20.
Above all else this will demonstrate you are taking an
underwriting approach and not a sales man approach.
21.
Everyone will say Ok but you will probably know to reduce
the amount advnaced, if you know all the items they will be
using the working capital for so you can say "I may not be able to
help you with the equipment and the cash flow, but we can help
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the cash flow for now and get you the money for the equipment
in a couple of months."
22.
Gross monthly sales volume, Gross monthly credit card
sales. I like to know their margins... this may help you later on.
THE PROGRAM THAT FITS:
23.

Determine which program you are going to educate the

client on.
24.
Let them know, they may be qualified for several different
programs; explain them all if applicable.
25.
Tell them the strengths and weaknesses of each program.
26.
Some people may have a negative connotation about the
MCA due to past encounters with MCA salesmen, be sure to let
them know that we finance business who do not except credit
cards as well with ACH.
27.
Determine what tier of pricing the client will fall within.
MANAGE THEIR EXPECTATIONS NO NEED TO BE SPECIFIC:
28.

By now you must know how to qualify the clients and

manage their expectations accordingly.

29.
Give them a range of expected funding and pay back
amount, under promise and over perform is the golden rule of
managing expectations and successfully closing the deal. (I can
get you 10 to 25 thousand in 48hrs upon approval of your
applicaiton)
30.
If you properly qualify the merchant, you should be able to
give them a range, YOU DO NOT want to mismange their
expectations. This oversight will lead to a lot of packages being
submitted, but the deals will not close, no closing no pay its very
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simple.
31.
This is a waste of yours and the underwriting departments
time and money.
32.
Give them a range of an expected term length and explain
to the how term length, cost and payments are related. When
first engaging the merchant always explain they get two of three
choices while dealing with a cash advance a. the amont, b. the
rate, c. the term. High amount with longer term can mean low
daily paymnets. High Amounts with lower rates can mean high
daily paymnets. Lower amount with either lower rate or term is a
more flexible negotiaton for the Merchant.
COMFORT:
a. Devil's advocate approach (encourage them to take less than max);
b. Money is a sensitive subject so you don't want to sound like your trying
too hard to give them money ... fishy;
c. Be upfront and honest. Don't be afraid to admit the money is
expensive, but also explain how it can be extremely helpful if used
wisely.
d. Remember act more like an underwriter rather than a salesman!
REBUTTALS:
33.
34.
35.

Whats the interest rate?

This is expensive;
For a lower rate you will need collateral, good credit, and

minimum Business Account deposits and balances for the past

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24 months on all accounts, and this process can take 30 to 90

days.
36.
Or we can do unsecured fast and flexible, were not the
banks;
37.
Check with our accountant. Your Cash Advances fees may
be a Tax deduction for your company;
38.
Take less money. we will give you what you need to get by.
39.
I need more money than what you can get me.
40.
Relationship. Once you get on our books and show us you
make payments we can get you more funding in 44 business
days.
41.
Renewal. You can renew your advance for more in 44
business days all we require is two months banks statements for
all company accounts.
42.
Offer cash advance. If you need a Small Business Loan
while you wait for the underwriting and approval for SBA Loan
could take 30-90 days we can help you with an advance now as a
bridge.

OVERCOMING OBJECTIONS, THE 8 STEPS

a. An objection: (if sincere) is an unresolved question in the prospect's
mind. Therefore, if you can resolve that question, the prospect will come
aboard as your next client. Many pros look upon an objection as a buying
signal as though the client that says, "It's too risky!" were saying to you "If
you can show me why this is not risky, I'll take advantage of it!"
b. Hear: the prospect completely (if you interrupt, you won't know the true
reason for the objection)
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c. Question: the objection If you are unsure. Example: (Prospect's First

Name) you say you feel the investment is risky. Where do you see the
risk?
d. Identify then relate: Example: (Prospect's First Name) I appreciate your
concern. Others have felt the same as you.
e. Isolate. Example: Other than this concern, is there anything else that
would hold you back from taking advantage of this excellent investment?
f. Requalify: for the close. Example: If this wasn't your concern, you would
have gone ahead (or taken advantage) with my opportunity, wouldn't
you?
g. Give new information. (ONE BULLET AT A TIME)
h. Tie down. Example: That takes care of your concern, doesn't it?
i. Close. (WITHOUT ONE SECOND OF HESITATION). Example: How many
units are we starting with 20k-35K$??

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TIE DOWNS

Open + ? > Yes

(Opinion, guage views)
1.Do you follow me?
correct?
2.Are you with me?
you?

]Affirmative = Statement>?> Yes

](Control)
]
1. You (Do) follow me,
]
]

2. You are with me, aret

]
3.Can you see the sense
]3. You see the value of what Im
of what I am saying?
]
saying, cant you?
]
]a. If they say they cant see what
your ]Value draw them a mental
picture tie ]it down it look like
that will work to increase your
profits as well, right?
]
]b. If they say it does not sound like
a ]good deal you are dealing with a
audio ]person tell them a story to
explain your ]point tie it downthis
sound like a fit ]to increase your
profits as well, right?
]
4. Are these the types of returns]4.These are the types of
returns
Youd like to see:
]youd like to see , arent they?
]
5.Can you see yourself
]5.You can see yourself with these
with Profits/
]profits, cant you?
]
6. Dont take the money
]6. If you had a dollar could you
turn
Unless you can make /$1 ]into $1.85 right?
Into $1.85?
]
]
7. Does this make sense? ]7. You and I both understand this ]
makes dollars and sense right?
NOT A SALES CALL

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Not a sales call, I am actually looking to give you money based of your future
sales at a discount, as a Direct Lender I have the ability to buy 10% of what
your business grosses per year for cash now today!

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Many things you can use with the money:

Purchasing inventory
Facility Expansion
Renting, Buying or leasing equipment
Hiring additional employees
Launching a marketing campaign
General Working capital
Upgrading Fleet
Down Payment on New Vehicle
HOW IT WORKS
Very simple, all we need is our application filled out and the last 4 months of
your business credit card and bank statements.
Once I get the statements, I will have my underwriter contact you to discuss
how much we can provide you and what the cost will be.
Remember, we get the cash to you in 3 to 5 business days, so the sooner
you get me the statements the faster we get you the cash.
DO YOU GUYS LOOK AT MY PERSONAL CREDIT HISTORY?
For most small businesses, the owner's credit history helps in the evaluation
process, however, your credit report is not affected and we have a business
friendly scoring model that takes your business history into account, not just
your credit score.
These are not credit driven products; however, it does help in getting you
more money. We really look at your business history.
HOW MUCH CAN I
QUALIFY FOR?
This is determined by many factors but usually anywhere between 9-14
percent of your gross annual l sales. Sometimes higher if your business
scores really well. Once you send me the statements I need you can get
started. When will you be sending them?

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DON'T NEED MONEY

-I understand that!
-But the fact that you don't need money makes you a perfect client for me I
don't want a client that's desperate for money
-I want a client who knows how to make money with money
-And I know for an absolute fact that if I funded you 10% of your gross annual
revenue at a rate that works for you, not only would it benefit your business
and your pockets in a positive way - but you will have retained a business
relationship with a guy like me who can always get you the working capital
you need
-Now the way it works is very simple
-Im going to ask you a few basic questions about your company get my
application out to you.
-Once you get that back to me with 3 months of your bank and merchant
statements
-Ill have offers for you within the next 24 to 48 hours that I know you will be
very impressed with!
ALREADY HAVE A MERCHANT CASH ADVANCE
That's great! You already know the benefits of the service.
We actually specialize in second positions meaning, we can get you
more cash before your first advance is up.
We can have you funded in as little as three business days and there is
no need to change your current credit card processor.
All I need is our application filled out and the last 4 months of your
business bank statements and I will have approval for you within 10
business hours.
BE SURE TO ENTER THIS MERCHANTS INFORMATION TO CONTACT
HIM AT A LATER DATE AS THIS IS VALUABLE INFORMATION FOR A

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FUTURE

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POTENTIAL NOT INTERESTED

I understand that the chances I call you on the exact day you were looking to
raise some extra capital are pretty slim.
But if I could get you money at the right rate that works for you, I'm sure you
can use it to benefit your business? AM I Right? Ok great!
a) Conclusion Merchant states this sounds good to me so now
b)
c)
d)
e)

what??
The application/Credit card and or bank statements;
Turn around time;
Underwriting process as a whole;
Keep in touch any questions call or send via text, fax, or email;

Good Morning/Afternoon. This is with Dade Strategic Funding. We are one of the
biggest and fastest growing companies in the private finance sector and we
specialize in providing custom tailored financing solutions for Businesses just
like yours!!
This is not a sales call. The purpose of this call is to introduce myself and my
company and our flexible, user friendly business financing solutions, which are
based on the overall success of your business rather than your personal credit
score.
How does that sound?
I'm sure you will agree with me when I say that the best financed businesses,
have the best chance to grow in this market when you consider the sheer costs
of physical expansion, new equipment and product. Not to mention customer
acquisition and the marketing dollars needed to do so.
Am I right?
Of course I am
(Prospects Name], If I were to tell you that I could provide you with additional
capital for your business within the next 24-72 hours would you be interested in
hearing more about my offer?
{First Name} the process works in the following way. You help me to help you by
answering the following questions.
Preapproved offers are provided FREE of charge and carry NO commitment
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Fair enough? Great! Now, help me help you by answering the following
questions
THIS IS OUR HEDGE FUNDS UNDERWRITING PROTOCOL
1) Lender's Niche: $5k-$250k deals @ 1.29 for 4-12 months
2) Minimum FICO requirement: 500+
3) Specialize in 1st, 2nd ,3rd: 1 positions
4) Max NFS allowed for merchant: Consolidated NSFs OK, MAX 4+/- negatives
in a month,
5) Industry type to avoid (more details below): Grocery Stores, Gas Stations,
Auto
Sales because of low margins, if the merchant can demonstrate strong
margins we
would consider the industry or if merchant has high average daily balances.
6) Example Commission Compensation from buy rates and Max Point spread:
7) Commission Points on Funded/Pay Back: Funded Amount
8) Minimum deposit per month by merchant: $15k business deposits, with at
least 7 deposits
9) Preference ACH/MCA or both: Prefer Daily ACH Debits from merchant
account
10) Max Number of Advances allowed by merchant: 4, will consider situation
based on existing balances and terms remaining, will need detailed payoff
and term information to consider deal.
11) Buy Out Cash Advances Max percentage: 30%-50%, will consider
situation based on existing balances and terms remaining.
12) Renewals-Re-Ups compensation: Renewals Commissions are the same as
long as deal rates are the same.
13) Transportation Companies in order to get an in house advance they need
proof of registration for no less than two vehicles. In house first advance has

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a ceiling of 20k after 22-44 days after funding company may apply for
renewal or second position.
RESTRICTED ONLY (WILL CONSIDER ON A CASE-BY-CASE BASIS):
Adult Content Websites, Adult Stores/Lingerie/Toys, Advance Ticket Sales,
Aggregator/Internet mail, Airlines, Asset Protection, Astrologer/Spiritual,
Attorneys, Bail Bonds, Benefit Packages, Breast Enhancement Drugs, Check
Cashing Services, Coupon Books, Curve Franchise, Dating/Escort Services,
Detective\PI Services, Diet Supplement Programs, Donations/Foundations,
Door to Door Sales, Drop Shipment Companies, Drug Paraphernalia,
Employment Agencies, Fuel only Gas Station, Gaming/Gambling, Growth
Hormone, General Contractors (facilitators), Home Based Businesses,
Homeopathic Remedies, Insurance, Investment Opportunities, Limousine
Services, Male Enhancement Drugs, Massage Parlors, Mattress Stores,
Medical Marijuana Sales/Clinics/Dispensaries, Mailing Services, Pawn Shops /
Gold Sales/ Buy, Quiznos Franchise, Tanning Salons, Telemarketing, Time
Share/Travel Agencies/Travel Related Prohibited: Collection Agencies, Credit
Protection, Debt Consolidation Services.
These are restricted as far as our fund but can be syndicated with a
corresponding fund on a case by case business. Any funds you previously did
business with, if they are not in our platform, let us know and our fund will
contact them and set up a corresponding relationship with them.
INBOUND CALL LEAD PROTOCOL:
Step 1. Upon receiving the call make the introduction while qualifying the
new lead enter relevant data below in zoho.
Step 2. After filling out that information clicks Send Email.
Step 3. After you send the email schedule a reminder e-mail to schedule a
follow-up concerning the application and documents.
PROTOCOL:
1. Introduction email with application;
2. Schedule a follow up time concerning the application;
3. If no contact is made through application or follow up phone call on
scheduled date and time send "No Contact email"
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4. No Contact emails are sent if merchant is unavailable during follow

ups. All this should be reflected in the CRM at the close of every day.
5. Business DBA Name:____________________________________________________
6. Business Legal Name:____________________________________________________
7. Owner Name:___________________________________________________________
8. Business Phone Number:_________________________________________________
9. Cell Phone Number:_____________________________________________________
10. Email
Address:__________________________________________________________
11. Physical
Address:________________________________________________________
12. Average

Monthly

Deposit(s):______________________________________________
(ON ALL BUSINESS ACCOUNTS)
13. Average

Monthly

Balance(s):______________________________________________
(ON ALL BUSINESS ACCOUNTS)
14. Current
Balance(s)_______________________________________________________
(ON ALL BUSINESS ACCOUNTS)
15. Amount
Requested:______________________________________________________
16. Purpose
Request:______________________________________________________
17. Type
of
Company/

of
Products

sold:_________________________________________
18. Outstanding Advances, Credit Lines, or Loans y/n (circle one)
19. Any Business or Personal Bankruptcys y/n (circle one)

PROTOCOL STEPS A K AND 1-3:

a Click the Email Template Personalized Funding Template;

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b CC Malcolm@dadestrategic.com &
Anothony@dadestrategic.com ;
c Personalize the email pursuant to the information extracted from
questions 1-12;
d Add new Call as follows:
e Subject: Name of Company
f

Call Type: Prospecting or Negotiation

g Contact Name: Contact

h Related to: Potential
i

Call Detail: optional

New Event: App out/ App in/ Soft Offer/Denial/ Contract out/
Contract in/ Walk through, decision logic/Denial/

k "Add A Note of Date you sent the email and any additional
comments;
EMAIL LOG ENTERED AT THE END OF THE LEAD
TAB SHOULD FLOW AS FOLLOW:
1 Email Personalized Funding Template; and application link for the
website from zoho;
2 Schedule a follow up time in New Event and schedule a reminder
concerning the application and bank statements needed for zoho;
3 If no contact is made concerning the documents or application, follow up
with a No contact Email and schedule reminder in New Event in
zoho.

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