Once a new broker understands the commission structure, the next question naturally follows:
“How many clients do I really need to earn six figures?”
Many are surprised by the answer, because success in factoring isn’t about landing hundreds of accounts.
It’s about landing the right clients in the right industries.
The Typical Monthly Volume of a Good Client
While every business is different, most solid factoring clients fall into a predictable range:
$50,000–$250,000 per month in billings
At a 3% discount rate, that means strong recurring commissions for you.
Some smaller companies may start at $25,000 per month, while larger, fast-growing companies can easily hit $300,000–$1 million monthly—but the sweet spot remains the mid-range service provider.
With that in mind, here are the numbers.
How Many Clients Do You Need for Six Figures?
If your average client factors around $100,000 per month, that’s roughly:
-
10 invoices a month
-
Consistent predictable fees
-
Strong month-to-month residual income
To reach approximately $2,670,000 per month in total invoice flow, you would need around:
~27 clients
But once you factor in:
-
Many clients paying on 45–60 day terms
-
Occasional larger clients
-
Higher commission tiers (15%+)
-
Natural growth of existing clients
A realistic income-producing portfolio typically looks like:
15–20 good clients
And because most factoring clients stay onboard for years, your income compounds steadily.
The Best Industries for Factoring Brokers
(Where clients stay long-term, grow quickly, and need factoring the most)
Successful brokers focus on industries where:
-
Cash flow is tight
-
Payroll pressure is high
-
Customers pay slowly
-
Growth requires working capital
Here are the top sectors that consistently produce strong, long-term factoring clients.
1. Staffing Companies (one of the best)
-
High payroll every week
-
Large labor forces
-
Clients often pay in 30–60 days
-
Huge need for steady working capital
-
Grow rapidly with funding
A single staffing firm can easily become one of your highest-commission accounts.
2. Security Guard Services
-
Large employee headcounts
-
Heavy payroll obligations
-
Customers often slow pay
-
Perfect fit for residual-driven commissions
3. Commercial Cleaning & Janitorial Services
-
Recurring invoice volume
-
High labor requirements
-
Serve large corporations and property management groups
4. Landscaping & Grounds Maintenance Firms
-
Provide services to cities, counties, HOAs, and corporate centers
-
Often slow paid due to municipal or contractual cycles
5. Small Companies Serving Big, Slow-Paying Customers
These include businesses that invoice Fortune 500s or local governments—entities known for stretching payment terms to 45–90 days.
Examples:
-
IT service providers
-
Industrial maintenance firms
-
Logistics support services
-
Facility management contractors
These clients stay long-term because factoring becomes a built-in cash-flow solution.
6. Construction Trades & Subcontractors
Factoring is ideal for:
-
HVAC contractors
-
Electrical contractors
-
Concrete companies
-
Framing contractors
-
Restoration and disaster recovery firms
These companies cannot wait 60+ days to get paid—they must cover labor and materials now.
7. Government Vendors
Companies that supply or service:
-
Municipal agencies
-
School districts
-
State departments
-
Federal government subcontractors
Government pays slow—but always pays—making them excellent factoring candidates.
Final Thoughts
You don’t need a hundred clients to build a six-figure income.
You need a dozen to two dozen quality clients in the right industries, and the persistence to build them over time.