Your funder panel decides which leads you can turn into deals. Your lead buying should follow it.
Map coverage
List each funder's minimums: revenue, time in business, positions, industries, states and amounts. Where do they overlap, and where are the gaps?
Fill gaps on purpose
If you decline a lot of second position files, add a funder that writes them. If you see many young businesses, find a funder who looks at them.
Feed the panel back into your buy box
Your buy box should only include leads at least one funder will review.
Keep relationships warm
Submit clean files, answer questions quickly and be honest about the merchant. Funders remember brokers who make their job easy.
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