Do You Really Need a Social Security Number to Close the Deal?
One MCA Broker Said Yes – But He Was Wrong
In the Merchant Cash Advance world, brokers are always looking for an edge – but sometimes, that edge becomes an excuse.
Recently, a broker bought a batch of outbound MCA leads. The leads were strong: business owners actively looking for funding, with all the core information included – name, business name, contact info, funding needs, monthly revenue, time in business, and more.
But after a few days, the broker came back disappointed.
“I couldn’t close because they didn’t have the Social Security number or date of birth,” he said.
Here’s the thing:
He never asked for that info in the first place. And while some lead batches do occasionally include SSN or DOB – especially when sourced from certain inbound or app-based funnels – it’s not guaranteed, and it’s never the foundation of a successful outbound campaign.
More importantly: a strong broker doesn’t need it to close.
Another broker who bought similar leads funded two deals the same week – without any personal information beyond what was provided. No complaints. No excuses. Just deals.
The truth is, relying on sensitive data to make the sale is usually a sign of a weak sales process – not weak leads.
Yes, having DOB or SSN can streamline parts of the underwriting. But when you’re working outbound, especially at the top of the funnel, those aren’t closing tools – they’re compliance risks if used improperly and crutches if you’re depending on them too early.
If you want leads that include that level of detail, just ask. We’ll tell you what’s possible.
But if you expect to close only when it’s handed to you? You might be in the wrong business.
Top brokers build trust first, qualify fast, and earn that sensitive information through real conversations.
The others blame the lead.