Why your MCA leads are not converting (and what to fix first)

When deals dry up, the first instinct is to blame the leads. Sometimes that is right. Often the leak is somewhere else.

Five leaks to check

1. 1Slow first call. If leads wait hours, contact rate collapses.
2. 2Too few attempts. Two calls is not a cadence.
3. 3No statements on the first call. Chasing documents for days kills momentum.
4. 4Wrong buy box. Buying leads your funders will not place.
5. 5Rep mismatch. New reps on the freshest leads, veterans stuck on aged ones.

How to find the leak

Track each step: leads, contacts, statements, submissions, funded. The step with the biggest drop is where to work. Change one thing, wait a couple of weeks, and compare.

When it really is the leads

If contact rate stays low with fast calls and a solid cadence, check the source. Are merchants surprised you are calling? Are numbers wrong? That is a source problem.

Next steps

Use the conversion playbook to tighten the process, and cost per funded deal to judge sources fairly.