How to Build Confidence, Close More Deals, and Serve Clients at a Higher Level
By now, you’ve taken the first two steps toward becoming a true Commercial Finance Consultant—you’ve changed your mindset, and you’ve stopped pitching in favor of diagnosing client needs.
Now it’s time to take the next leap in professionalism…
You must master your toolbox.
Why? Because as a consultant, your value to clients isn’t just in your ability to recognize a problem. It’s in your ability to recommend the right solution. And in commercial finance, there is no one-size-fits-all fix.
More Than Just Factoring
Most new consultants begin by learning the basics of factoring. And while that’s a powerful entry point into the industry, factoring alone won’t serve every client. In fact, there are many times when factoring may not even be the best solution.
A client may need:
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An SBA loan for expansion
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Equipment leasing to replace aging machinery
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Purchase order financing for large contracts
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A merchant cash advance to bridge a seasonal dip
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Inventory financing, or even forfaiting for an export opportunity
When you understand all the tools available in the world of non-traditional commercial finance, your value—and your income—skyrockets.
What a Consultant’s Toolbox Looks Like
Here’s a sample toolkit that every PAL Associate and freelance consultant should aim to master:
| Solution | Best For |
|---|---|
| Factoring / A/R Finance | Companies with slow-paying clients and working capital gaps |
| SBA 7(a) & 504 Loans | Expansion, acquisition, or refinance needs with strong qualifications |
| Equipment Leasing | Companies needing to upgrade or acquire machinery without large outlay |
| PO Financing | Businesses with large purchase orders but no upfront funds to fulfill |
| Merchant Cash Advance (MCA) | Short-term emergency capital for retail or service businesses |
| Forfaiting | Exporters of capital goods or services with guaranteed foreign receivables |
| Bridge Loans / Hard Money | Real estate-heavy companies needing quick capital access |
Your job? Learn what each of these tools does—and when to use it.
How to Learn the Tools
The IACFB Academy was built for exactly this purpose. Through its tiered curriculum and step-by-step lessons, you’ll gain the confidence to speak to clients and referral sources like a seasoned professional. Develop your knowledge with Course # 2. Take the periodic Class Marker Exams.
Think Like a Doctor with a Full Medical Bag
Imagine visiting a doctor who only ever prescribes aspirin. It doesn’t matter if you have a headache, a sprained ankle, or a heart condition—every problem gets the same solution.
That’s what it feels like when a “broker” only offers factoring.
As a Commercial Finance Consultant, you need to think like a financial physician. The broader your medical bag (your toolbox), the more likely you are to diagnose correctly, build trust, and secure long-term clients—and referral relationships that pay for years.
Action Steps This Week
- Create your finance toolbox (cheat sheet) – Build a one-page guide you can reference at networking events
- Identify three client types you want to serve – Then learn what financial tools they typically need
- Revisit your IACFB Academy courses – Especially modules on lease financing, PO finance, and SBA products
- Schedule a call with a NEW funding partner – Ask them for case studies where their product solved a unique problem
- Practice building a solution stack – Take a sample client scenario and suggest two or more layered solutions
A true consultant doesn’t just spot a need—they solve it with precision.
When you master the tools of your trade, your confidence goes up, your close rate goes up, and your referral rate soars. Every business owner you meet has a unique challenge. When you know your tools, you’ll always have a way to help.
So don’t be the “aspirin broker.”
Be the consultant with the complete cure.