What is MCA sales training?

MCA sales training teaches merchant cash advance brokers and ISOs how to cold call, handle objections like price shock and stacking, and close deals by getting documents in fast.

How do I handle MCA price objections?

Reframe factor rate as cost-per-dollar inside the ROI of what the capital unlocks (inventory turn, payroll, equipment). Show the deal pays for itself before discussing price.

What is a stacking objection in MCA?

Stacking is when a merchant takes additional advances on top of an existing one. Brokers handle it by qualifying positions early and offering consolidations or buyouts when the math works.

Stack'd UW — MCA Pricing Calculator

5-sec mockup calculator — training only

Not meant to be used for underwriting. Real UW has strict guidelines. Contact your admin with any questions.

Monthly revenue$150,000

$

Last deal — enter prior to price the stack

Payment is:

Paste prior deal — the lab auto-sizes the stack (2nd/3rd position) and shows the pricing range you can run.

Active positions— add the merchant's open MCAs

Add each open MCA the merchant is carrying — the remaining balance, the weekly payment, and how many weeks are left. We use it to size a clean stack offer.

// Underwriting Terminal

FACTOR_LAB // LIVE

NYC · 2078

● LIVE

Build the deal

Set revenue and position — the lab handles the rest.

▾

Position

1st position deal

Gross monthly revenue$150,000

$

The only number you really need on a quick call. Stack range above auto-recalculates.

Factor rate

1.45

Payback

$1,450,000

on $1,000,000 · 52 wks

Weekly

$27,885

Daily

$5,577

Cost

$450,000

% Rev

80.5%

🚫Balances too thin for this revenue: Needs ~$12,000 avg balance on $150,000/mo. Only $8,000 sits in the bank.(+2 more)

Why this factor — coach breakdown

Exposure 6.67× monthly
Heavy exposure. This is why the factor is moving fast.
+0.12
Position 2nd
Funder is behind another lender. Risk premium kicks in.
+0.10
Term 52 weeks
Standard term.
+0.04
Avg balance $8,000
Tight, but workable.
+0.01
24 mo TIB
Past startup risk.
-0.01
Renewal candidate
Track record = better pricing.
-0.01
🧰 General / Services
Catch-all: carpentry, auto mechanic, cleaning, pilot training, small services. Sticky revenue — discount possible.
-0.02
FICO 680
Good credit unlocks A-paper pricing.
-0.02

Base factor 1.13 + adjustments above = real factor. Under 1.16 is a monster (best of the best). A-paper sits under 1.25. B-paper lands 1.27–1.36. Anything above is C/D, stacked, or restricted. Floor 1.12, ceiling 1.49.

"The pre-approval said $3M at 24 months. Why is the offer $1.5M at 64 weeks for a 1.45?"

Classic. Pre-approval is a marketing number based on revenue alone. Real terms get priced after the funder sees position, industry, balances, FICO, and holdback. Click below to load the actual deal and see why.