For ISOs and brokersMCA Leads for ISOs and Brokers
Your income depends on funded files and the renewals that follow. Get merchant cash advance leads filtered to the boxes your funders actually approve, delivered while the merchant still remembers asking.
Get MCA leads
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ISOs and brokers earn commission points when a merchant cash advance they submit gets funded, and again when that merchant renews. LoanLeads.io sells real-time exclusive MCA leads, aged leads and live transfers to ISOs, filtered by revenue, time in business, credit, amount, industry and state, so your submissions match what your funders will approve. Start with a small test order and scale on results.
How do MCA ISOs and brokers make money?
An ISO (independent sales organization) or broker earns a commission, usually quoted in points, when a funder purchases a merchant's receivables on a deal the ISO submitted. One point is 1% of the funded amount.
Funders typically give ISOs a buy rate, the factor rate at which the funder will do the deal. The ISO may present a higher sell rate to the merchant, and the spread, within the limits the funder allows, adds to the ISO's compensation. Here is a hypothetical example of the math, not a market rate: on a $50,000 advance paying 8 points, the commission is $4,000.
Three details change the economics, so read your ISO agreements carefully:
- Clawbacks. Many agreements require the ISO to return some or all of the commission if the merchant defaults early in the term.
- Renewal commissions. Some funders pay full points on a renewal; others pay less or route renewals in-house.
- Ownership of the merchant. Agreements differ on who can contact the merchant for the next deal.
Because you are paid on funding, not on effort, the quality of the leads you buy shows up directly in your income.
Why do renewals matter so much to an ISO?
Renewals turn one lead into several funded deals. A merchant who pays down part of an advance and still needs capital often takes a new advance, and the ISO who stayed in touch is first in line.
That changes how you should value a lead. If a merchant funds once and renews twice, the lead cost is spread across three commissions. Your CRM should track every funded merchant's paydown so a rep calls before the merchant starts shopping elsewhere.
A simple renewal routine:
- Log the funding date, funded amount, term and funder for every deal.
- Set a check-in task at the point your funders typically allow renewal consideration.
- Ask how the capital was used and whether the business has a new need.
- Pull fresh bank statements and resubmit to the funder that holds the position, or to others if the agreement allows.
How do you build an MCA submission pipeline?
A submission pipeline is the set of stages every lead moves through, from first contact to funding, with a clear owner and a clear next step at each one. Without it, files stall at the document stage and die quietly.
| Stage | What done looks like | Common stall |
|---|---|---|
| New lead | Called within minutes, text and email sent | Lead sits unassigned |
| Contacted | Need, amount and use of funds confirmed | Rep pitches before qualifying |
| Application | Signed application on file | Merchant promises to fill it out later |
| Documents | Recent business bank statements, ID, voided check | Missing a month of statements |
| Submitted | File sent to funders that fit the box | Sent to funders who never take that industry |
| Offers | Offers presented and explained to the merchant | Merchant goes quiet comparing quotes |
| Contract and funding | Contract signed, verification call done, funds sent | Merchant misses the verification call |
| Renewal tracking | Paydown monitored, check-in scheduled | No one owns the follow-up |
For the first-call structure and a day-by-day follow-up schedule, see our MCA lead conversion playbook.
Which MCA lead types suit a small shop versus a big floor?
Match the lead type to how many dials your team can make in a day. The best lead in the world is wasted if nobody calls it while it is fresh.
| Shop size | Good starting mix | Why |
|---|---|---|
| Solo broker or 2 to 3 reps | Live transfers plus a modest aged file | Transfers put a merchant on the line without dial time; aged leads fill the gaps at a lower cost |
| 4 to 10 reps | Real-time exclusive leads with a capped daily volume, plus aged | Enough coverage to call real-time leads within minutes during business hours |
| 10+ reps with a dialer | Real-time, aged at volume and transfers for top closers | Can absorb volume, test filters by state and industry, and route by rep skill |
Aged leads deserve a real test at any size. Edward, an MCA funder, said on a recorded review call with us that one aged order produced five funded deals, including a $600,000 deal and a $52,000 deal, for just shy of $1 million funded. Results vary by team and offer, but older inquiries clearly still fund. Read more about aged MCA leads.
How should an ISO work with multiple funders?
Keep a written funder matrix and send each file only to funders whose box it fits. Submitting everywhere wastes underwriters' time and can hurt your standing with the funders you rely on most.
For each funder, record:
- Minimum monthly revenue and time in business
- Credit expectations, if any
- Restricted and preferred industries
- States they will not fund
- Positions they take (first only, or second and later)
- Advance size range and typical terms
- Commission structure, renewal policy and clawback terms
Then set your lead filters to the overlap. If none of your funders take merchants under a certain revenue level, do not pay for leads below it. LoanLeads.io lets you filter by credit score range, advance amount, monthly revenue, time in business, industry and state, so the leads you buy line up with the matrix you already submit against.
If you are a funder deciding whether to buy direct or rely on ISOs, our page on MCA leads for direct funders covers that side.
What compliance rules apply to MCA brokers?
MCA brokers face a growing set of state commercial financing laws on top of federal calling rules. This is a general overview as of 2026, not legal advice. Confirm current requirements with counsel in each state where you work.
State disclosure and registration laws. California, New York, Utah, Virginia, Florida, Georgia, Connecticut, Kansas, Missouri and Texas have enacted some form of commercial financing disclosure or registration law. Many require cost disclosures when a specific offer is made, and some reach brokers directly. Two examples:
- Virginia requires sales-based financing providers and brokers to register with the State Corporation Commission.
- Texas HB 700, effective September 2025, requires providers and brokers of sales-based financing to register with the Office of Consumer Credit Commissioner by December 31, 2026.
Describe the product accurately. A merchant cash advance is a purchase of future receivables, not a loan. Do not call it a loan, quote an interest rate you have not calculated, or promise approval.
Calling and texting rules. TCPA, Do Not Call and state telemarketing laws apply to your outreach where they cover it. Use the consent captured on the lead, honor opt-outs fast and respect calling hours. LoanLeads.io captures TCPA consent on every lead; our TCPA consent and privacy page explains our approach.
What should an ISO's first call script cover?
A good first call qualifies before it pitches. Keep it to five parts and under ten minutes:
- Open and confirm. Use the merchant's name, reference their inquiry and confirm they have a minute.
- Find the need. Ask what the capital is for and how soon they need it.
- Qualify against the box. Confirm monthly deposits, time in business, industry, any existing advances and their position.
- Explain the product plainly. Describe how a receivables purchase works, how remittance is collected and what you need to get offers.
- Set the next step. Send the application by text while you are still on the phone and agree on when statements will arrive.
Want to see how our leads fit your funder matrix? Book a call or phone (647) 709-5026.
Sources
- Venable: State Commercial Financing Disclosure Laws, Recent Developments (March 2026)
- American Bar Association, The Business Lawyer: Commercial Financing Disclosure Laws Survey (Spring 2025)
- Code of Virginia 6.2-2230, sales-based financing provider and broker registration
- Manatt: Texas OCCC Finalizes Rules Implementing Sales-Based Financing Law
- Texas Legislative Budget Board fiscal note, HB 700 (89th Legislature)
Client resultsBuyers who came back for more
Two real LoanLeads.io buyers, in their own words.
“Yeah, I'm really impressed with the aged.”
“My team is very happy with your leads. So that's why I want to personally call and inform you that. We'll do the same mix, 50-50, but we'll just double the volume. I'm happy. My team is happy. They don't complain about leads.”
FAQQuestions buyers ask
What is an ISO in merchant cash advance?
An ISO, or independent sales organization, is a company or individual that finds merchants who need capital and submits their files to MCA funders. The ISO does not usually fund the deal itself. It earns a commission when a funder purchases the merchant's receivables, and often again when the merchant renews.
How are MCA broker commissions calculated?
Commissions are usually quoted in points, where one point equals 1% of the funded amount. The funder sets a buy rate, and the ISO may earn additional compensation from the spread to the sell rate, within the funder's limits. Terms, renewal payouts and clawback rules vary by funder agreement, so read each one.
What is a commission clawback?
A clawback is a clause in an ISO agreement that requires the broker to return some or all of a commission if the merchant defaults or stops remitting early in the term. Clawback windows and amounts differ by funder. They are one reason ISOs should submit only merchants who genuinely fit the funder's box.
Which MCA leads are best for a new broker?
Many new brokers start with live transfers, which put a merchant on the phone without dial time, and a modest aged file for practice and pipeline. As the team grows and can respond within minutes, real-time exclusive leads become worth adding. Test each type with a small order and compare cost per funded deal.
Do MCA brokers need a license?
It depends on the state and changes often. Some states, including Virginia and Texas, require sales-based financing brokers to register, and several others have commercial financing disclosure laws that can affect brokers. Check the rules in each state where you solicit or place merchants, and confirm with counsel as of the current year.
Can ISOs filter MCA leads by state?
Yes. LoanLeads.io lets ISOs filter by state along with credit score range, advance amount, monthly revenue, time in business and industry. State filters help you avoid paying for merchants your funders will not take and support planning around state registration and disclosure rules.
How do ISOs get more renewals?
Track every funded deal's date, amount, term and funder, set check-in tasks during the paydown, and call before the merchant starts shopping. Ask how the last advance was used and whether a new need has come up. Renewals depend on the relationship, so the rep who funded the deal should usually own it.
Should an ISO buy leads or generate them?
Many do both. Generating your own traffic gives you control but takes ad spend, compliance work and time to build. Buying leads gets your reps dialing now. A small test order tells you what bought leads cost per funded deal, which gives you a benchmark for any in-house marketing you run later.
How do I start buying MCA leads as an ISO?
Share your funder matrix with us: revenue floor, time in business, credit range, amounts, industries and states. We set filters to match, agree on a lead type and price for your campaign, connect delivery to your CRM and start with a small test order. Book a call or apply as a buyer to begin.
Ready to see what your buy box funds?
Tell us your filters and volume. We will quote real-time, aged and live-transfer options and set up a test order.