Jermaine Thurman had spent more than five years steadily building Thurman’s Commercial Cleaning, growing it from a one-man operation into a respected commercial service company with more than 20 active clients. Like many successful local service businesses, nearly all of Jermaine’s growth came from one source: his active membership in his local Chamber of Commerce.
That Chamber involvement paid off again when a fellow member, Marty Leroi, approached Jermaine about bidding on a major cleaning contract. Leroi owned eleven fast-food franchise locations and two large full-service restaurants throughout the Dallas–Fort Worth area. It was the type of opportunity every small business owner hopes for—but one that also came with a challenge.
In addition to submitting a competitive bid, Leroi required 60-day payment terms. Winning the contract would mean hiring eight to nine additional employees almost immediately and covering payroll for as long as nine or ten weeks before receiving the first payment. While the contract itself was profitable, the cash-flow gap made it difficult—if not impossible—for Jermaine to proceed using traditional financing options.
To move forward, Jermaine needed a working capital solution that aligned with his growth. What he needed was factoring.
Fortunately, Jermaine already knew exactly who to call.
Through Chamber mixers, after-hours events, and ongoing networking, Jermaine had met Gina Morrison, a local factoring broker with a strong reputation among Chamber members. Gina was known as the “go-to” resource for businesses facing cash-flow challenges or growth-related funding needs. On more than one occasion, Jermaine and Gina had discussed factoring in general terms—but this new opportunity made it essential.
Jermaine located Gina’s business card and website—both acquired through Chamber interactions—and reached out immediately. After listening to his situation, Gina confirmed that his business was a strong candidate for factoring. She directed Jermaine to her website, where he could download a simple quick-application, complete it, and have it ready that same day.
Within just a few days, Gina successfully placed Thurman’s Commercial Cleaning with a local Dallas-based factoring company. Initially, Jermaine began factoring approximately $100,000 per month in existing invoices. If awarded the new restaurant contract, his monthly volume was projected to increase by 30 to 40 percent.
Beyond funding the immediate opportunity, the factoring facility opened new doors. With reliable working capital in place, Jermaine could now confidently bid on larger commercial projects—and even government contracts—that he had previously avoided due to long payment terms.
For Gina, the outcome was just as powerful. Her active Chamber involvement once again resulted in a quality client relationship—one built on trust, timing, and visibility. It was another example of how consistent networking, combined with practical solutions, leads to long-term residual income for brokers who position themselves correctly in their local business community.
Why This Case Study Matters for New Brokers
This scenario highlights a simple but critical truth: factoring opportunities don’t come from cold calls alone—they come from relationships. Gina didn’t need to “sell” factoring. She needed to be present, visible, and trusted long before the need became urgent.
For PAL Associates and new brokers, the lesson is clear:
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Chamber membership creates consistent exposure to growing businesses
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Growth creates cash-flow challenges
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Cash-flow challenges create factoring opportunities
When brokers embed themselves where business owners already gather, factoring becomes a natural—and often welcomed—solution.