Close the build. Structure the funding.
The junior advisor builds the file. You take it from there — running the closer's call, getting the agreements signed, answering underwriting, and presenting the money. Four segments, in the order you will use them.
Start here
Every file forks into one of two paths
This is the first call you make, and you make it before you dial. Read the file — the deposits tell you which door you are walking through. Everything else on this track hangs off that decision.
Funding — ready right away
The file funds today
Deposits are clean, consistent and bankable. Revenue is on the rails, balances hold, and there is room left in the cash flow. Nothing needs to be installed or seasoned first.
- 1Run the Funding Script and present the terms
- 2Amount, structure and timeline — all three, out loud
- 3Get the agreements signed and submit to underwriting
- 4Verify, confirm the funding points, and close
This is the fast path. Your job is to not slow it down — present cleanly, answer underwriting the same day, and close while the merchant is still warm.
Build — processing first
The file needs the rails first, then funding
The business is real but not bankable yet. Either the revenue is running off the rails, or there is too much already going out. You close the processing first, clean the file, and fund second.
- 1Run the Build Script and close the processing (Clover)
- 2Get the MPA, PCL APP and PCL DNA signed and walked
- 3Season the file — 30 to 60 days of clean deposits
- 4Then come back and fund it as a stronger file
Build is a two-stage close. The processing is the first deal; the funding is the second.
On the build side, be honest about all three
A build is the right call for a lot of merchants — but it is a bigger promise than it looks, and the closer is the one who has to set it up straight. Say these out loud before you take the processing, not after.
Funding is not guaranteed
A build gets the merchant ready to fund — it does not promise a yes. The season improves the file; it does not manufacture revenue that is not there. Never tell a merchant the money is coming once they install the rails.
Revenue may be lower than it looked
Once the money is on the rails and you can actually see it, the real monthly number can come in below what the merchant believed — sometimes under the $10,000 floor. A file that looks like $14k and reads as $8.5k is a decline, and the closer is the one who has to say so.
Payments can still sit off the rails
Installing Clover does not guarantee it gets used. If the merchant keeps running volume through the old processor, through apps, or through cash, the deposits still do not tell the story — and the file does not fund. This is the most common way a build stalls, and it is worth checking on during the season, not just at the end.
A build is still a good outcome. The merchant gets the rails, a cleaner file, and a real shot at funding on better terms. It is just not a guarantee — and the closer who says so up front is the closer who keeps the client when it takes longer than expected.
The four segments
Take them in order
Each segment is a working page — open it mid-call or mid-file. They follow the order a real deal moves in, so read them the same way.
Process: Initial to Close
Where the closer picks the file up from the junior advisor, and the path from the first senior call to funding or a clean build close.
- The closer's role in the handoff
- First senior call through to close
- The Build Script and the Funding Script in full
Agreements & Funding Logic
Every agreement the merchant signs, in the order it happens, and what you confirm before the pen touches anything.
- MPA — the Merchant Processing Agreement
- PCL APP — the Private Client Leasing application
- PCL DNA — and what it commits the merchant to
- Funding logic on ACH, including Funderial Split Pay
Emails, Verification & Renewals
The written half of the job: what underwriting sends you, what you send back, and the calls that confirm it all.
- Underwriting emails — replies and what to send back
- Funding Points emails — presenting the terms
- The GHL verification call, step by step
- Renewals — when and how to reopen a client
Pitching, Fees & Documents
How you present the money — the two-part funding approach, how origination fees are handled, and the file checklist before anything closes.
- How to pitch 2-part funding, in exact language
- Origination fees, up to 7 points
- The closer's document checklist
Before you are signed off
What you have to be able to do
Not read — do. If any of these still needs the page open in front of you, the segment that covers it is one click above.
Read the handoff
Know from the junior advisor's notes whether this is a build or a funding file before you dial.
Run both scripts
The Build Script and the Funding Script, cold, without reading them off the screen.
Confirm before signing
Every MPA, PCL APP and PCL DNA field verified with the merchant before they sign.
Explain the split
Be able to describe how an ACH split works, and how Funderial Split Pay is structured.
Handle underwriting
Answer a stip request the same day with the exact document they asked for.
Present the terms
Talk a merchant through funding points, amount, structure and timeline without flinching.
Pitch two-part funding
The approach and the language, delivered cleanly on the first call.
Quote a fee honestly
Origination up to 7 points, framed as what the file supports — never a number you invented.
Everything here assumes the file is already clean
The junior advisor builds the file and runs the AI push. If a file reaches you with off-rail deposits, missing documents or an over-stacked position list, it is not ready to close — send it back with the specific gap rather than working around it.