Why You Should Never Miss the Opportunity to Meet a Factor’s BDO
One of the most common mistakes new factoring brokers make is assuming they must first “figure everything out” on their own before engaging deeply with the industry. In reality, one of the fastest and most powerful ways to learn factoring from the inside out is often overlooked entirely: building relationships with the Business Development Officers (BDOs) who represent factors in your region.
BDOs are not just sales representatives for factors. They are front-line industry professionals who see deals every day, understand current underwriting appetites, recognize emerging trends, and know exactly which types of accounts are being funded—and which are not. For new brokers, this is an opportunity that should never be missed.
Who BDOs Really Are—and Why They Matter
A factor’s BDO operates at the intersection of sales, underwriting, and broker relations. They work directly with brokers, referral partners, and prospects to source quality transactions for their factoring companies. Because of this role, BDOs have a unique, real-time view of the market that no textbook or training guide can fully replicate.
When a broker connects with a BDO, they gain insight into:
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What industries are actively being funded right now
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The most common reasons deals are declined
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How factors view broker submissions
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What documentation truly matters
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How deals are structured in the real world
This is not theoretical knowledge—it is practical, current, and highly actionable.
BDOs Want Broker Relationships—Especially Professional Ones
Contrary to what many new brokers believe, BDOs are not difficult to reach and are not “too busy” to meet with brokers. In fact, most BDOs are actively seeking strong broker relationships, because brokers are a primary source of deal flow.
What BDOs look for are professionals:
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Brokers who present themselves seriously
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Brokers who understand basic industry language
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Brokers who are building real pipelines—not chasing one-off deals
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Brokers who respect the factor’s time and process
If you demonstrate professionalism and a genuine intent to build a business, most BDOs are more than willing to meet—especially when they are already traveling in your area.
How Easy It Is to Connect with BDOs Today
Connecting with BDOs has never been easier.
Many large factoring companies list their BDOs directly on their websites, often by state or region, complete with contact information. A simple visit to a factor’s “Our Team” or “Business Development” page can identify exactly who represents your area.
LinkedIn is equally powerful. Most BDOs are active on LinkedIn and open to professional connection requests—especially when the message is clear, respectful, and specific. A short introduction explaining who you are, where you operate, and your intent to build a professional broker relationship is often all it takes to start a conversation.
Why Face-to-Face Meetings Are So Valuable
When a BDO visits your area, that is a golden opportunity. Meeting in person—whether over coffee, lunch, or at your office—accelerates trust and understanding in ways email never can.
In these meetings, BDOs often:
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Share recent case studies they are currently working on
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Explain what types of prospects brokers should target
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Offer guidance on structuring submissions more effectively
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Help brokers avoid common mistakes that slow down approvals
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Provide feedback that dramatically improves closing ratios
For a new broker, a single meeting with a BDO can shorten the learning curve by months or even years.
Learning the Industry from the Inside Out
Training guides, courses, and certification programs are essential—but they are only part of the equation. BDO relationships provide context. They show brokers how the industry actually operates day to day, how decisions are made, and how successful broker-factor partnerships function.
This inside-out perspective helps brokers:
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Prospect more intelligently
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Submit stronger deals
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Build credibility with referral partners
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Gain confidence in client conversations
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Position themselves as true consultants rather than “rate shoppers”
Professionals Attract Professionals
Perhaps most importantly, BDOs gravitate toward brokers who take their role seriously. When you show up prepared, ask intelligent questions, and demonstrate that you are building a long-term business, you differentiate yourself immediately.
BDOs remember those brokers. They return calls faster. They provide more feedback. And over time, they become trusted allies in your business.
Final Thoughts
New factoring brokers should never view BDO relationships as optional or secondary. They are one of the most direct pathways to understanding the industry, improving deal flow, and accelerating success.
If a factor’s BDO is operating in your area—or passing through it—make the effort to connect. Reach out on LinkedIn. Introduce yourself professionally. Ask for a meeting. Listen more than you speak.
Because in factoring, those who learn the industry from the inside build stronger, more profitable businesses on the outside.