Process More.
Fund More.

Know before you call

What kind of broker shop? Independent, ISO, or under a parent? What capital products do they focus on (SBA, working capital, equipment, ABL)? Use LinkedIn and their website. Brokers actively posting deal stories or hiring ops staff are signals of motion.

Open with their world — not your company

"How are you handling deal intake and lender matching today?" Start with their workflow. Curiosity, not a pitch.

Run the discovery framework

4 areas: independence, deal motion, workflow pain, change readiness. Listen for doc chasing, repackaging, lender mismatches, deals dying late — then mirror the exact pain.

Slow down at pain points

When they name a pain — stop, acknowledge it, ask a follow-up before jumping to the solution. Silence is your friend. Most reps talk too soon after asking.

Earn the demo, don't beg for it

"Want to check this out real quick?" Show ONE wow moment (waterfall matching, file scrub). Pull back: "There's more, but I can walk you through it later this week if it's relevant." Demos are earned, not given.

Make the cost comparison

Hiring ops staff to scale = $60-120K/year. Giving up 30% commission to super-brokers = variable cost on every deal. Intrepid = predictable monthly subscription, brokers keep 100% commission. One funded deal usually covers months.

Close with a low-risk trial

One month, $3,000. Plug them in, give them a real job. "What do you have to lose?"

"I have a process that works."

"Most brokers we talk to do — the question is whether it's built to scale or whether you're just really efficient at the old way."

"$699 a month is a lot."

Compare to $60-120K/year of ops staff or 30%+ commission given away to super-brokers. One funded deal usually covers months.

"I already have lenders."

"This doesn't replace your relationships — it expands depth so deals don't die because of fit. Anything outside your lane stays yours."

"Just send me info."

"Happy to. Honestly the only downside is it won't mean much without context — let's set 15 minutes next week to walk through how it fits your specific workflow."

"I'm too busy."

"That's exactly why this gets interesting — the brokers who feel busiest are the ones feeling the most drag from chasing docs and unclear lender comms."

"I can build something with AI."

"You could build pieces. This wasn't a weekend prompt — 5 years of development, $1B+ processed, built by lender and broker teams."

"I don't want a demo."

"No problem — not attached to calling it that. Just a quick compare-notes conversation. If it's not useful we leave it there."

Company & role fit

Independent commercial broker, ISO, or small broker shop. Contact = Owner, Principal, or decision-maker. Doing 5+ deals/month or actively trying to scale. Not FDIC bank, not a credit committee operation.

Pain & need signals

Doc chasing eats time. Deals stalling at packaging or lender matching. Limited lender relationships causing fit problems. Considering hiring ops staff to scale. Already giving away commission to super-brokers.

Budget & commitment readiness

Has invested in tools/marketing/systems before. Treats their business like a business. Open to subscription pricing. Decision-maker is the person on the phone (not waiting on a partner who isn't here).

Budget & commitment readiness

Revenue $1–2M+/year. Decision maker controls budget. Accepts dedicated resource model. Willing to do daily 15-min standups. Clear start date within 30–60 days.

Operational & cultural fit

Uses software we support (or open to Bluebeam/PlanSwift). Consistent bid flow. Comfortable with remote comms. Has digital drawings. Has a company email domain.

Need — there is a real problem

No problem = no reason to change. Surface needs (too many bids, stretched thin) must be converted into real business impact. The first answer is rarely the real answer.

Urgency — the problem is happening now

Without urgency, deals stall. Ask: "What happens in the next 30–90 days if nothing changes?" Pain must be understood AND felt before it drives action.

Decision process — who decides, how, how long

You can't close what you don't control. Ask: "Who else is involved in decisions like this? What does approval usually look like? What needs to happen internally before moving forward?"

Budget — willingness and ability to invest

Budget is justified AFTER value is established, not before. Never lead with price — lead with the cost of the problem.

Identify 1–2 core pain points

Don't try to solve everything. Pick the one or two pains that are most real, most urgent, and most connected to money or growth.

Go deep, not wide

Ask follow-up questions on the same pain. Keep pushing until you've reached the root cause — not just the symptom.

Quantify the impact

"What does it cost when a bid slips?" · "How many bids a month are you leaving on the table?" · "What's that worth in revenue annually?"

Let silence work

After a good question, stop talking. Most reps fill silence too quickly. The contractor's next sentence is often the most valuable thing they'll say.

Open with control — set the agenda

Signal that this is a working conversation, not a pitch. Lower defenses. Gain permission to ask real questions. "I want to make sure this is relevant to what you're dealing with — can I ask you a few questions first?"

Surface-level pain — let them talk first

Let contractors describe the problem in their words. Do NOT correct them yet. Common statements: "We have too many bids," "We're stretched thin," "We already have an estimator." Just listen.

Dig for business impact — this is where deals are won

Every surface problem must turn into time lost, money lost, growth delayed, or stress increased. Ask: "What happens if nothing changes?" · "How often does this occur?" · "What does this prevent you from doing?"

Reframe the problem

Shift from "we help with takeoffs" to "we help you bid more work, more accurately, without adding fixed overhead." Position estimating as a capacity multiplier and revenue unlock — not an expense.

Make the cost comparison concrete

In-house estimator: $89–92K salary + $20–30K benefits + recruiting = $115–130K+/year. Intrepid Finance: $3,000/month = $36K/year. Savings: $56–90K+ per estimator annually. Risk: zero — month-to-month.

Close with a low-risk trial

"One month. $3,000. Plug them in, give them a real job. If you love it, continue. If not, you've spent a fraction of one bad hire. What do you have to lose?"

Hiring cost & risk

Real example: A concrete sub avoided a $95K estimator hire and scaled estimating only during peak months — protecting margins while increasing bid volume.

Bidding bandwidth

Real example: An electrical contractor increased monthly bid volume by 30% without hiring by offloading overflow estimating work.

Inefficient process

Growth stagnation

Owner time drain

Real example: An owner reclaimed 10–15 hours per week after offloading estimating — improving both operations and personal sustainability.

Bid risk & accuracy

Earthworks / site work

Strongest props: Bid risk reduction, process consistency, bandwidth expansion. Lead with: "Earthwork bids aren't hard because of volume — they're hard because of risk. We help reduce the chance of winning the wrong job."

Electrical contractors

Strongest props: Bandwidth, hiring cost, owner time. Lead with: "Electrical contractors don't lose jobs because of pricing — they lose them because they can't get bids out fast enough."

Plumbing contractors

Strongest props: Owner time, inefficient process, growth. Lead with: "Most plumbing owners are still estimating because they have to — not because they should."

HVAC contractors

Strongest props: Peak season bandwidth, hiring risk, scalability. Lead with: "HVAC estimating breaks during peak season. We give you flexible capacity without permanent overhead."

Concrete contractors

Strongest props: Accuracy, process consistency, hiring cost avoidance. Lead with: "Concrete estimating is about getting quantities right — because small mistakes cost big money."

"We already have an estimator"

Use: Limited bandwidth. "Most of our clients do — the issue isn't talent, it's volume."

"Your price is high"

Use: Hiring cost & risk. "Compared to payroll, turnover, and ramp time, most clients see this as lower risk."

"We only need this short-term"

Use: Growth scalability. "Busy seasons repeat — capacity problems don't disappear."

"We're too busy right now"

Use: Owner time drain. "That's usually the signal estimating is breaking."

"Send me an email"

Use: Bid risk. "Quick question — are missed bids ever costing you work?"

"We'll hire internally"

Use: Process consistency. "Internal hires still need systems — that's what we provide immediately."

Clarity over assumptions

If something isn't clear, ask before acting.

Documentation over memory

Memory fails; systems don't. Everything goes in the right system.

Execution over excuses

Results matter, but process protects results.

Systems over shortcuts

Shortcuts create risk for everyone on the team.

What must be logged

All leads and contacts · All calls (connected or not) · All emails · All meetings · Detailed call notes · Objections discussed · Decision-maker clarity · Clear next steps

Timing requirements

Calls logged same day · Notes entered immediately after the call · Stage changes updated within 24 hours · Deal changes updated as soon as known

What good notes include

Who you spoke with (name + role) · What problem they are facing · Why it matters (urgency or consequence) · How decisions are made · What happens next (specific action + timing)

Zoho Cliq

Internal communication, questions, updates, blockers. Urgent or blocking issues must go here. If you are unavailable and fail to set a status, missed communication is your responsibility.

Notion

Documentation, SOPs, policies, reference material. Processes and instructions belong here — not in email or chat.

Zoho CRM

Leads, deals, activities, notes, pipeline tracking. Anything related to leads, deals, or activity must live here — no exceptions.

Base pay

Paid twice per month — 15th of the month and last day of the month (processed within 5 business days each).

Commissions

Paid quarterly — on the second paycheck of the month following the quarter.

Annual bonuses

Paid on the second paycheck of January.

Accrual schedule

Year 1: 10 days/year · Years 2–5: 15 days/year · After 5 years: 20 days/year. Accrual begins Day 1 but PTO may not be used during the first 60 days.

Request process

1. Email your direct manager requesting time off. 2. Once approved, add an all-day PTO event to your manager's calendar. Both steps required. PTO is not approved until written approval is given AND the calendar is updated.

Carryover

Up to 5 unused PTO days may carry over into the following calendar year. Any beyond 5 days is forfeited at year-end.

Company holidays

New Year's Eve & Day · Memorial Day · July 4th · Labor Day · Thanksgiving & day after · Christmas Eve & Christmas Day

Strictly prohibited

Lying or providing false/misleading information · Misrepresenting activity, performance, or results · Falsifying CRM data, activity logs, or call notes · Working for a competitor or providing similar services outside the company · Soliciting company clients or employees after separation · Uploading confidential data to public AI tools

Always required

Treat all colleagues, clients, and prospects with respect · Take responsibility for actions and outcomes · Follow established processes and systems · Accept coaching and feedback professionally · Disclose any outside work or conflicts of interest