Financial Professionals Edition

#1 Introduction to Advanced Training: Cash is the lifeblood of any business, and is one of the principal Assets in the Balance Sheet. We show how by incorporating Factoring the Cash Assets can be increased without adding any extra Liabilities in the Balance Sheet. Factoring is the only Cash Flow instrument that can increase the worthiness of the Balance Sheet in any business.

#2 Remembering Past Factoring Training: Remember your first introduction to Factoring in your initial training program. You must realize by now, that new concepts, methods, and ideas were being presented to you at a very fast clip, and now you are having difficulty in recalling important knowledge about Factoring. The primary mission of this video is to explain to you, why Factoring is the only financial vehicle that will increase the Net Worth of any business with Accounts Receivable. An overview of the training is presented and analyzed.

#3 Introduction to Financial Statements: Business Financials are introduced and analyzed. The key ones are the Income Statement, the Balance Sheet, and the Cash Flow Statement. The Income Statement is analyzed and reviewed in detail. The presentation explains in detail how Factoring impacts the Balance Sheet and Cash Flow.

#4 The Factoring Financial Model: The Factoring Financial Model is presented graphically. There are four (4) different time periods in the Factoring Model - the Pre-Invoice investment period, the delay it takes to receive the Advance payment, the balance of the Accounts Receivable period that was revealed in the Aging Report for the Customer, and the delay is takes to receive the final Rebate payment from the Factor. The Factoring Model and Cash Flow are analyzed in detail for Accounts Receivable Revenue and the Working Capital Investment in Cost of Goods Sold for businesses using Factoring and for those businesses not using Factoring.

#5 Calculating the Working Capital Investment: In this section we examine how the Investment in Working Capital is calculated. We show you how to measure the exact amount of improvement of the Cash Assets in the Balance Sheet, and why it is important to the executives in their business. The Investment Risk in Working Capital Investment is analyzed and calculated in detail for businesses using Factoring and not using Factoring services. This is a long video that explains the How and Why Factoring reduces the Risk of doing business and increases the Cash Assets of the business.

#6 Calculating the Working Capital Investment continued: The Income Statement compares business Strategies (using Factoring and not using Factoring services) for a projected business level of Revenue. The Income Statement has additional rows inserted that define the exact impact that Factoring has on the Balance Sheet at the same time the Income Statement is viewed. This presentation is unique, because anyone can view the influence the improved Cash Flow has on the Effective bottom line. The word Effective is used to signify the actual impact the increased Cash Assets have on the business, even though the Income Statement is being viewed. Again this is a rather long video that focuses on the Investment in the Working Capital required for the Variable Costs, so that, the precise amount of Working Capital Investment Savings can be determined.

#7 Marketing Factoring Services: Your Basic Training in Factoring Financial Services permitted you to learn fundamental knowledge of the internals of the Factoring Financial vehicle i.e. Advance, Discount Fee, Rebate, Internal Rate of Return on the Working Capital Investment, Income Statement, Aging Reports, etc. Lessons on the Balance Sheet were minimal at best.. Additionally, certain Marketing techniques were revealed for selling Factoring Services to prospects. When you became comfortable with the terminology and marketing techniques, you tried to explain the benefits of Factoring to your business prospects. It is suspected, however, that approach has not worked out very well, because the prospect immediately objected to Factoring and had very little respect for you. This section begins your preparation on how to handle Objections to Factoring by any prospect. There is a better way of making approaches to prospects and to make presentations to them. It is an "Art Form" that each of us must learn.

#8 Delivering A Positive Presentation: There are positive aspects about Factoring. This begins by understanding the basic Features and Benefits of Factoring. Every Consultant must be able to explain why increased Cash Flow will reduce investment in Working Capital, provide Tax Relief, and increase the Cash Assets of any business without any investment whatsoever by doing the same business. An educated Consultant can immediately tell the executive how that is possible and gain the immediate respect from the prospect. The presentation includes language that business executives want to hear, because they respect what the Consultant has to say and want to learn more.

#9 Overcoming Objections to Factoring: Overcoming Objections is a key component in creating any kind of sales of financial services. Topics are discussed that assist Consultants in overcoming objections to Factoring with their prospects. It all begins by recognizing the three primary financial vehicles that can fund the Variable Cost Working Capital Requirement for any business, namely, Cash, Debt Services, and/or Factoring Services. There are two primary negatives of Factoring. Executives view any loss of Revenue and Profits as Negatives, because their performance as an officer of the company is largely measured on growing the Revenue and Profits of the business, and Factoring reduces that Revenue and Profits due to the Discount Fee. There is a secondary negative of Factoring that is frequently encountered, i.e. when they realize their Customers will now be paying their Invoices to a financial institution instead of to their own business. The video explains how to handle each objection. The balance of this video reflects on the Positives and Negatives for each of the three primary financial vehicles that can fund the Variable Cost Working Capital Requirement for any business.

#10 Marketing Scripts for Business Prospects: The best way to master any dialogue is by organizing your preparation, by repetitive study, by asking questions, and most importantly, by setting several hours each week for learning the concepts, methods, and ideas. Realize that Professional Athletes have done many, many "Repetitions" or "Reps" in their sport in order to learn their business and become proficient. You must do the same, if you want to become a Professional Consultant. Learning this business is not easy. It is best to write down everything you will have to say to a prospect, i.e. create a set of Scripts. It is expected that every Financial Professional viewing this movie will have been introduced on how to overcome the Objections to Factoring. Whenever those objections come up in a Presentation to Prospects, you must react promptly. It is best to use one of your "prepared" responses to overcome the objection quickly and sensibly. Now that takes forethought, preparation, and practice - just like successful Professional Athletes. Once the Consultant desires to make a full time career change, it is very beneficial to create Scripts (documents) that you can edit and print. Use these Scripts to practice your approach, your Presentation to get Appointments, your Presentation to the top Executives and to the Back Office people in a business, your Presentation asking for the Financial Information, your Profitability Analysis Presentation, and most importantly, asking for the Factoring Application Presentation.

#11 Where do we go from here? Here is a slogan Consultants should master. "No Games! Just Cash! 1% - 5% Extra Cash for every Invoice every Year." The slogan will force open doors that were extremely difficult to open in the past. How in the world is that possible? This entire movie is devoted in assisting the Consultant in learning how to answer that question. These answers were not provided in your Basic Training at all. The only way to learn the answers is to obtain additional Advanced Training. This specialized knowledge is not widespread in the business community. A savvy Financial Services Professional can benefit their full time career objectives by purchasing this Advanced Training program.