If you want to win a security guard contract from an existing vendor, you cannot rely on offering a lower price alone. It would take smart decisions to approach at the right time, reach the right decision-maker, pinpoint service issues and ensure good proposal quality and transition planning all together to bring out a positive […]

Security guard contracts do not get signed by one type of buyer. The decision-maker changes based on the site, the industry and the size of the organization. A facility manager signs for an office building. A hospital relies on a security director. A small retail store owner makes the call alone. Sales teams that pitch […]

The Loan Originator Compensation Rule governs how you pay a loan officer you recruit. It does not generally restrict what you say while recruiting. The CFPB’s override examples also create an important distinction. A branch manager who originates very little may fall within the broader profits-based exception. That’s why a producing loan officer who recruits […]

Loan officer recruiting is not a job you can either handle in-house or outsource. It is a series of stages, from finding and sourcing candidates to screening, outreach, interviews, and onboarding. Your team will usually keep some of those steps in-house regardless of which model you choose. So, better ask, Which parts of recruiting should […]

Selling payment processing to eCommerce and CNP merchants is different from selling to physical stores. You are not just selling a lower rate. You are selling safer payments, fewer chargebacks and a setup that works with their platform. Just follow these 7 steps: Check risk, volume and platform. Find the payment decision-maker. Build a targeted […]

Winning a merchant from an existing payment processor requires a structured sales process for a positive outcome. We have curated an 8-step strategic plan for you to win merchants from their current processor. Qualify the account Find merchants using a competitor Reach the decision maker Run a statement analysis Build the savings proposal Overcome objections […]

Selling merchant services to high-risk clients is about placement, not persistence.  The reason why you got out of the low-risk retail sector is that Stripe and Square removed your price advantage. On the other hand, high-risk businesses are charged more but stay with you longer. Additionally, they are more frequently declined by payment processors  and […]

Most lenders know what they paid their last recruiter. Far fewer know what it actually costs to recruit a producing loan officer (LO) because the recruiting invoice is only one part of the total cost. Recruiting cost alone runs from roughly $1,000 for a Silver-tier originator to $45,000 or more for a top-1% producer. So, […]

Most logistics prospect lists start with too many companies rather than the right ones. Someone pulls thousands of manufacturers from a few states, sorts them by employee count, and sends the list to sales. All that work slows the process down. The team spends weeks calling, but few meetings come from it. It happens because […]

To sell commercial cleaning services, it’s crucial to find the right point of contact. This varies by property. For commercial cleaning contracts, approach the facility manager in large or multi-tenant buildings where unified operations or a property management company holds signing authority. On the other hand, in single-tenant offices and small businesses without a dedicated […]