FactorCareers Live‪!‬ Leadership Network

What do you do when a prospect says they want to work with you but that they aren't comfortable signing your agreement to represent them? One of our students recently ran into this situation and reached out to us for help. This an be a common issue, but it is also easily overcome with the correct response. In episode 9 of FactorCareers Live!, we explore the reasons behind why this happens, and what you cn do to overcome it in your own brokerage. Enjoy!

One of the BIGGEST mistakes one can make in sales, or marketing, is failure to follow back up with prospects that they cultivate. At FactorCareers.com, we are constantly following up with prospective students, students, and alumni to make sure they are successful and supported. Listen to episode 8 now to hear some examples of how this has paid off for us, and for some tips on how you can make your own follow up process just a bit easier. - See you in class!

Hi there everyone. Welcome to the FactorCareers.com live podcast show, where we discuss our training program, speak to our students and prospective students to hear their issues, successes, and progressions, pool our resources together as a group, and pass on helpful tips and tricks to get your Careers as Factoring Business Brokers on track and progressing forward.
Tonight, I want to speak to you ab out a topic which is very dear to my heart. A topic which I have devoted much of my life to in fact. Because, as a business professional and career sales leader, I always keep my ears and eyes open for gossip, hearsay, and flies on the wall. In doing so I have been finding some very troubling ideas circulating around the web and social media outlets surrounding the need for professional education in the field of sales. I have read several posts for example that are under the impression that education is not an important aspect of a career in the field of sales leadership. I would submit that to be inaccurate. The oldest and most valuable profession in the history of the world is a profession in sales, yet the concept of the “salesman” is often met with disdain and cynicism. Why is that, do you think? My thought is that it stems from this “anyone can be a salesman” mentality which makes people feel as though proper training isn’t a priority. When one thinks this way, one ends up with such negative outcomes which results in pushing this stereotype. The truth of the matter is that there are a great deal of things that would do well to be learned in the classroom environment long before entering into a sales career, and certainly before introducing yourself to a prospect and placing your company’s reputation on the line with every word you say.
As salespeople, we are the face of our company, and our industry. We are the standard by which all is judged. Without us on the line to deal with customer concerns, inform and listen to the goals and issues of our prospects, and place our company and our own reputations on the line to present and deliver the solutions promised, the world would have no need for such other professions as accountants, managers, installation departments, manufacturing facilities, operations departments, and yes even executive committees. Without sales folks, nothing happens. The world literally stands still. A sales leader has got to be the most knowledgeable member of the company for it to function properly.
A company is basically a large puzzle, and as such, formal education into the workings of how each piece fits together in that puzzle becomes essential to the success or failure of that sales leader. Ethics is a prime example of this. If more salespeople would take the time to learn and understand the importance of ethics in our field, there would be more money to go around (in all fields). More importantly, gaining a true understanding of one's field is essential for any leader in the marketplace today, sales or otherwise.
Being provided with more than a mere cursory understanding of the sales process and how it impacts other divisions is essential to functioning well as a leader in every company in the western world. Sure, this type of understanding and knowledge can be learned through gaining the experience on the job, but that takes longer, usually upsets customers, costs the company revenue, and leads to sloppy leadership. I believe that learning from our mistakes is important for any leader. After-all, that is all school is for; learning from the mistakes of others who have come before us to find out what failed and what worked, and that such practices need to be augmented with time. I can tell you for sure that things are much different today than they were just 10 years ago, but most courses I have observed are still preaching 10 or even 15 year old methodology. Why is that? Why do people in sales feel lie they can just wing it? We wouldn’t want our Dr’s doing things that...

How do you stand out when you always do the same things everyone else does? How can you grow when you get lost in the crowd? In tonight's episode of FactorCareers.com Live! we are going to talk about how you can look for a smaller pond to jump into, thereby making you the bigger fish overnight. When I was in the US Army, many moons ago, I had a 1SGT who told me that no matter where we go or what we think we know in life we must always be trainable and open to new ideas. If we are not, he said, "the world will pass you by." He was right and I have used that lesson over the years to stay at the top of my field; not because I am the best and the smartest, but because I am always on the lookout for innovation. Tick-tock through time until today and you find me at the top of my field. Why? I'm not some guru with all the answers or some magician with all the tricks up my sleeve. I'm just a normal Chris, like all of you, making my way through life same as all if us. The difference I bring is that I look for those little ponds. I cultivate my understanding of them, and I can therefore become the big fish rather quickly by doing so. I stand out and get noticed by doing so. You can do it as well, but as my 1SGT said, you have to be open to it. Recently, I found myself looking straight in the face of a tiny little pond with massive potential. As a Factoring Business Broker, this is the brass ring because this is a competitive business. The pond I speak of is the towing industry. I do not know of a single broker or BDO who has ever considered talking to these businesses, but they all have regular commercial accounts which often pay late, and they are excellent prospects for Factoring. I have been striking up conversations and learning their business model. It takes effort to be successful in anything you do. I have never met anyone who just hopped on a bicycle for the first time and just took of without incident. We have to work at it. We have to study and learn if we want to do well at things. This is no exception, but soon I will be ready to start proposing and closing these deals. When I do I will be the only one doing so. I will have no competition to beat, no stigmas to overcome. Listen, from my conversations so far with these companies, these people have never heard of our services and are very open to the conversation. That's what it's all about folks. It's about innovation and openness to new ideas. Don't slug it out with others, competing for the same business. Doing so will leave you battered and bruised, and most likely with less money because you will have to cut your fees. Find the untapped sources out there and get good at talking to them about how you can help their business. That my advice, and the type of advice we offer on a regular basis to our students as part of the Million $$$ Broker Training Program here at FactorCareers.com. If you are thinking of getting into this amazing career field, I would encourage you to give out program a look. Just visit https:FactorCareers.com/get-started

No is a word we usually fear but we shouldn't. In this episode of factor careers.com live we discussed the infamous word no and its power to bring us to the awesomeness of a yes.

Are you where you want to be in life? Have you heard about flipping the script but fail every time you try it? Let's talk about it here today and find out why you've been having trouble.