If you’re in the Merchant Cash Advance world, you already know the two rebuttals you hear more than
anything:
“Wrong number.”
“I’m out of business.”
Every MCA broker hears these daily. I talk to brokers constantly, and it’s the same story. But here’s the
truth most people don’t say out loud:
Most merchants aren’t actually closed, and you didn’t call the wrong person.
These lines are almost never real objections. They’re automatic push-offs — quick reflex answers from
merchants who get hammered with calls all day. It’s not personal. It’s just the fastest way for them to
get back to work.
Top brokers don’t fight these responses. They interrupt the reflex, lower the pressure, and turn the call
into a real conversation again.
Here’s how MCA brokers can overcome the two most common rebuttals on a live call.
1. Overcoming “You’ve Got the Wrong Number.”
Broker Response (Updated):
“I’ve recently verified this number, and a short time ago we received an information request for
business capital or working capital. Are you still a decision-maker there?”
Why this works:
– You immediately establish credibility (“verified this number”)
– You reference an actual request, which cuts through the reflex
– You shift the responsibility to them — “Are you still the decision-maker there?”
– It forces a real answer instead of another push-off
2. Overcoming “I’m Out of Business.”
Broker Response (Updated):
“I understand you’re getting a lot of calls, and it gets annoying. But a short time ago, we received an
information request about capital for your company. And in your specific industry — [BROKER: insert
merchant’s industry — food service, trucking, plumbing, HVAC, construction, woodworking, etc.] —
we’ve helped business owners secure the working capital they need to take things to the next level.
I get that things might be slow right now. I just need some updated information from you, and I can
come back to you this afternoon with a real capital offer to help get things back on track. Would that be
OK?”
Why this works:
– You acknowledge their frustration
– You reference a specific industry, which increases trust
– You ask for a small, low-pressure step
– You set a clear next step and timeline
Why MCA Brokers Need These Skills Now
The MCA industry has never been more competitive. Everyone is calling the same merchants, often
from the same data lists. Most calls die in the first 5 seconds because merchants are trained to push
back immediately.
The brokers who win today are the ones who can:
Break the merchant’s reflex.
Lower the resistance.
Create a real conversation.
These updated lines help you overcome the two most common merchant rebuttals and turn quick
push-offs into real opportunities.