"No Pitch" Approach

Added: 2026-05-31

[00:00:00]Go.

[00:00:02]>> Let's get it.

[00:00:02]>> right. All right, guys. We're going to We're live here, so I'm going to If you can go ahead and mute yourself, helps out the moderators.

[00:00:09]We're going to get this passed over and get rolling here.

[00:00:17]>> [snorts] >> All right.

[00:00:23]>> Beautiful. Beautiful. Beautiful. All right, we are live and ready to go on YouTube. Take it away, Mr. Matt DeHain.

[00:00:29]>> Well, good morning, my family. DAC family. Let's go. I'm pumped. I'm completely just just juiced up today.

[00:00:37]Well, not coffee, but uh no worries about that. I am uh your daily This today Thursday is huddle guy. Uh every day we come here and uh gather and huddle up like uh a team, you know, quarterback. I got my quarterback hat on here to bank breezy theme.

[00:00:53]Um I don't wear this every day, but you know, although if I'm out and about, I'm certainly going to do that in the States.

[00:00:58]Um which I did back in February. Guys, this is a um This is an This is really an amazing little uh uh uh tool and app that we have to get together remotely, but yet, you know, in the same place. It's not the best thing to sit down and have a cup of coffee, right?

[00:01:16]And so, you know, we're we're you know, just diff- diff- diverse places with a common purpose. And our common purpose uh that you saw that apparently when you started here with DAC at some point. I know Precious mentioned her sister apparently saw it somewhere, you know, before maybe she did. Um you know, and and saw the value in it and decided I like this. There's something about this that I resonates with me. And whatever that is, you really want to re- re- revisit that. I I think that's the common theme with all who are you know, sticking to stay as Ellen uh like to say.

[00:01:53]It's [clears throat] really about that thing. So, try to recapture the thing, whatever that was, that got you inspired, and and how do you see, you know, the value in in in in representing DAC or or offering a solution for business owners, forgive me.

[00:02:09]And it's a little dusty here.

[00:02:13]Clean me, ladies, is what?

[00:02:15]But, what we have is a tremendously unique um uh and you know, advantageous platform for you to just use. It's complimentary, right? You didn't pay anything when you enrolled, you know, I didn't. I mean, I couldn't believe it when I saw this. And Ellen said, "Man, you know, like this is too good to be true."

[00:02:35]Well, it is if you don't apply yourself, okay?

[00:02:42]I really want to just tell you guys, I'm so blessed. I I invited some new folks on here that have been in my team I in my personal enrolled team. I just reached out to them through my back office.

[00:02:52]I wanted to let them know, you know, I'm doing this thing.

[00:02:55]You know, we have Ellen and uh Maguire, David, of course, the founder, but uh Wade Cordell now Tuesdays is going to give you, you know, some invaluable free complimentary insight into the underwriting process and what happens and what makes deals go through and what kills them, you know? So, he's an expert. He's seen thousands of I mean, tens of thousands, right?

[00:03:16]of applications. And he's he's been involved in most of them over the years.

[00:03:18]I've been here for 8 years. I'm Matthew Duhaime. Uh my son Nick is also one of the quarterbacks I mentioned uh who who brings valuable or I should say invaluable information to you guys to just take out there practically and use it. Today, I really want to try to to be as concise as possible uh because we all have things to do.

[00:03:37]I've got things to do. I want to get on the phone. I don't have an opportunity to walk into a business with now where I am. When I'm in New Jersey or North Carolina, yeah, I'm I'm out there, you know, belly to belly. Um uh Nick and I happen to live in another country, and it doesn't prevent me or debilitate me from doing what you can do and what we all all do. And that's communicating directly with a business owner. So, I'm going to try this oh, visually impaired as I am.

[00:04:05]Uh what I can do is simply use the tool that I have, internet connection, phone, you know, email.

[00:04:12]>> [clears throat] >> There's Court Shaw, Ernest McKeef, one of the brokers here from Texas. I'd love to see him and he's the phone guy. Well, I happen to be the phone guy with BAC for years and I'd love to talk to Ernest about what you do and you know, again, he's he's thick-skinned, he's gotten over uh the perceived rejection. It's not rejection. Uh they just don't need you.

[00:04:31]But you don't have to worry about that if you're not pitching this, okay? And that's the theme of the day.

[00:04:37]So, today, I'm giving you the theme of the day, the no-pitch approach.

[00:04:42]Practically apply this immediately. When this call is over today and start talking to business owners. Now, if you're doing this on the phone, you're prospecting, right? You know, I mean, you know, I I get the the Dexter loves to hunt the hunting. We we kind of, you know, we you are doing both.

[00:05:00]You're you're a farmer, you're planting seeds, right? Mostly. And then at time, you know, you're you're you're [clears throat] prospecting and you're I hate the word targeting, but you are neatly [clears throat] focusing with intention to serve, to help somebody and be most effective at that. And of course, learning about an industry, a specific industry, and learning their pain points. What I'm going to get to >> [clears throat] >> which is going to allow you to empathize with them and be a a consultant, not a salesperson like the million other people that are bothering them, right?

[00:05:35]And shutting down and you know, they're just ignoring because they have a business to run, right?

[00:05:40]So, knowing that and making the distinction between who you are, what you do, and how you can be more effective at their, you know, being their person at gal, you know, the guy or the gal that they want to deal with when the time comes or when the opportunity presents itself. And that's what we do. We are solution people. Business owners can't I didn't When I started dating half years I thought they could go to the bank. We were like a, you know, and another type of funding in addition, supplementary, you know, to a bank loan.

[00:06:11]They can't get it. I couldn't believe it. I was like, "Really?" And that's why they're I got it through my, you know, they're I What? They can't We provide a solution? Are we, you know, where do we fit in the market? Well, I found out that in fact we are better than 98% or whatever at the time. I I didn't really know, but I know absolutely know that we provide the best solution within our market space.

[00:06:36]Because we represent we've already vetted out the garbage.

[00:06:39]I'm just trying to say the less uh the the unethical less customer-centric funding entities out there that don't care and don't help a business. We're better than that. We've got the best.

[00:06:51]Consolidated in one spot called your bank breezy platform. Isn't that cool?

[00:06:56]So, you've got just the little sit them there, get out of the way, and they're going to be served the best in our market. They are literally going to get the best offer for their industry, for that particular day, for that particular situation. Just have confidence and know that, okay? And you'll want to stick and stay as we mentioned. Uh you'll remember the reason you saw initially what you know, motivated you or at least, you know, inspired you to at least give this a shot, right? You know, give it a try.

[00:07:24]So, today's theme is the no pitch approach. But before I get there, I want to give a uh uh well, the testimonial of funding story of the day that we like to do when we start these things to give you some not just inspiration. I mean, you can be inspired by listening to it, social proof. This is an actual story of funding that we've done yesterday, day before, like current, that you can you can [clears throat] own because we, you, are the ATC, your BankBreezy, you represent your product, BankBreezy, and ATC is your business, but BankBreezy is the platform and they help we cuz because you're you're them.

[00:08:05]So, we help the business and you can give them a little funding story. So, listen to this one today and you can use this for practical. So, you know, information tells and stories sell, as Ellen says. I like that.

[00:08:18]Well, here's the story.

[00:08:20]Uh and this is this dance studio in Oklahoma. Now, the broker here is somebody I'm very familiar with who who was [clears throat] with with our our our corporate team and she was in the in the credit card merchant processing division. She's got her own you know, she had other priorities, children. And this studio, well, this is her industry uh that she now she's involved with, she's intimately familiar with. Kelsey Britton has a funding. And this is the one I think Wade, if you're on yesterday's total call, >> [clears throat] >> Wade had mentioned it um in passing as David was on, but here it is. This client, it could be her, I'm not sure, somebody she knows intimately cuz that's her industry. Uh they they needed to relocate her dance studio after her current lease expired. So, most of these people don't own their building. They effectively lease or rent.

[00:09:10]It's overhead, it's a huge expense, but you know, they'll most of them don't own that brick and mortar, they're they're they're leasing. So, so she her lease is expiring, she's looking for another location.

[00:09:22]She successfully [clears throat] secured financing to purchase a new building.

[00:09:25]She's going to buy the building, it's huge. But, she required additional working capital to complete the interior build-out or you know, to prepare the space for her continuation of her revenue, and business, right? So, she's in an intermediate phase.

[00:09:39]She needs space. So, the business she's just doing 39,000 grand a month, you know, in revenue currently, [clears throat] but if you had an excellent credit profile, okay, that's an important thing you don't know about when you're presenting the client, but our team looks at it, sees it, and presents it to all of our underwriters, and they, based on the strength of this file, they secured an A tier, which is our first, you know, paper, first lenders, the top tier lenders, an approval for up to $160,000.

[00:10:11]Now, guys, we'd mention this, I don't know if it's a good idea, but this is not ever happening. It's rare, one in a thousand. You're going to get an approval for more than double their lowest monthly revenue or their average monthly revenue for the last three or four months. That's unheard of. Well, based on her strength of her credit, uh they were willing to give her up to that amount. Didn't need 160,000.

[00:10:37]Um she she decided she only needed $60,000. So, they you know, they they structured an offer. Um she didn't want to take on additional capital because there's no benefit. If she only needs that, that's going to raise her profit.

[00:10:49]So, we don't, you know, push, [clears throat] we don't close, we don't sell. See what's going to help you. As the consultant, the Bank Breezy becomes the consultant. Once you're approved, and decided [clears throat] This is she decided she only needed. So, they restructured they structured a funding the core rate, we know what that is, over 18 months with 100% prepayment discount, which is, you know, what we offer that very few do in our industry. That's another competitive advantage you have. So, they could pay it off anytime. She gets the thing done, she's done, she's gotten revenue rolling in, she doesn't need to keep paying interest, pay the principal off, no interest due. That's only for our core rate product, and our preferred funding, you'll see it at your website there.

[00:11:32]Um [clears throat] it's for our well-established businesses that have a certain profile, but don't You know, you can lead with it, um but don't promise it, right? So, it's very important to say, "Hey, we offer this.

[00:11:44]You may qualify for this. If you want to go ahead and see, you can do that." Uh which is probably a good idea. So, more impressively, they got the application submitted at 11:00 a.m. and got it funded by 3:30 in the afternoon. Again, 3:30 the same day.

[00:11:57]Same day. Same day funding. I don't offer that. I would say, you know, "We'll get you funded as fast as" I like I don't say that. I say, "Generally in under 3 days, possibly the same or next day." That's a good way to, you know, to set those expectations cuz you don't want to you know, disappoint anybody. Under promise, over deliver, guys. You know the routine. You've heard it a million times. I'm not beating a dead horse. The pitch Okay, so I want to get to this no pitch approach. I'm I've been a salesman forever. I mean, I learned sales, closing sales, I became effective. I studied the guy, you know, Zig Ziglar, all that. You know, I love him.

[00:12:33]Um you know, southern You know, that southern guy with the slow approach, and very methodical, and letting people just decide. Well, I could do my, you know, my best, [clears throat] uh you know, Tennessee accent. But, the benefit here is really not having to pitch or sell uh this product. The business owner kind of already can do that themselves for themselves.

[00:12:57]You don't need to is the point. And >> [clears throat] >> the most effective thing is to become a consultant.

[00:13:03]You know?

[00:13:03]Um but, they have to know what you do, and you have to be visible, you have to be a um not a secret agent, you need to be a very vocal, outspoken, positive um trustworthy um member of your local community, and as that expands, or remotely, with your local community remotely, whatever you're doing, to whomever you're speaking with.

[00:13:28]And then why I deal with you because you're not pitching them. All right? And uh sometimes, you know, you don't have time, they don't have time to run your business. So, you want to adopt this by asking questions, okay? Questions are the key. The key to helping somebody anyway. You can't know their problem or understand how to [clears throat] provide a solution. You can say, "We have a solution." But, I don't need to say that. But, if they have one, you can discover it by asking the right questions. So, questions are the key and you don't have to pitch.

[00:13:59]Isn't that great? You don't have to pitch. You just have to ask a question, be a decent person, let them know what you do. Say, "We're in business, funny.

[00:14:04]I I saw you." Relate to them. Relate to them somehow, some way. Listen, I have a question for you. Have Have you been looking for a way to generate more profits for your business?"

[00:14:17]What happens at that moment in their mind?

[00:14:20]They're saying, "Yeah, problem. I'd love to, but that's what's happening to 80 I mean, the majority of these business owners.

[00:14:29]They're not doing this for their health.

[00:14:31]Trust me, they're they're not.

[00:14:33]And maybe, you know, but most need to pay all their overhead and their employees and their, you know, and this and that and the product or whatever they're doing.

[00:14:43]But, they want [clears throat] to make money. They want to go on vacation, but they can't.

[00:14:46]They need need to make more profit. They want to become more profitable, scale their business. So, getting inside of these business owners' mindset, you ask the question. So, clearly I [clears throat] have a relationship with them. It's uh It's if you don't mind, I know I had a few minutes to just speak with you. I saw your thing, you know, and I I needed to, you know, know, have you been looking for a way to generate more profits?

[00:15:08]You know, expanding, upgrading, whatever they say.

[00:15:10]And you can listen very carefully. Uh learn that industry's pain points before and this is This is how what leads you to be a consultant or the no pitch, which is knowing what that industry's pain points are, right?

[00:15:24]Um you can Google that what that term means, but you'll learn it quickly. Um the problem that they're having uh that they encounter, right? You know, with with frequency often uh or occasionally, and it could be huge or it could be just constant annoyance.

[00:15:41]Something that I wish they could just deal with and focus on what they do best, okay? Their product or service that they're bringing to to the market and and and they don't really need They need somebody to give them some perhaps hope or a solution to their their problem. Sometimes they know the problem, sometimes they don't even know they have a problem. So, we're going to find out by the no pitcher approach, which is simply hey, you know, I see your business, you guys are awesome. Have you you know, have you been looking for a way to generate more profits for your restaurant, you know, whatever industry it is?

[00:16:18]Listen. So, they're going to give you a you know, yes or no. Listen very carefully.

[00:16:23]Generally, they'll say, "Yeah, but." Or "Not really. I've been you know, I've been thought of it." And then you could just write, "Well, what you know As a consultant, you can mention the pain points. You know, I know you're empathized with them. I know, you know, sometimes because we've helped businesses like yours and help them become more profitable and scale up with with you know, extra funding, but what would happen, you know, they're going to tell you what their their problem is most of the time. They say, "Yeah, I thought about it."

[00:16:50]Um but blah blah blah or what it is. You say, "So, what would happen if you fixed this in the next 30 days?"

[00:16:58]Listen.

[00:17:00]They're going to get And again, this is this is where it goes, because what would happen, you know, what would happen and you know, and this is the question, if you fixed this in the next 30 days?

[00:17:10]So, they tell you, you know, um they're going to lay out the problem.

[00:17:15]And most often, it's going to be a lack of access to capital, believe it or not.

[00:17:20]Um or something else that you don't know about, but they're going to tell you if you're sincere and they kind of want to talk to you. And you'll find the ones that do because you're not pitching.

[00:17:30]You're kind of like being a consultant to help them. So, what you know, what would be stopping you from doing this now? Emphasis on that word. I'll get to that in a second. Or you can put the emphasis on stop. What would be stopping you, you know, from doing this now? Um they're going to tell you.

[00:17:46]And it's money or it's this or that. You can simply provide a path forward for them and offer the solution. Well, here's what we can do.

[00:17:57]And most and you can simply say with everything you know, we've encountered that most businesses could be you did that in your industry have a similar problem and we found that if they had a good, reliable source, the bank's not an option, uh for funding, that's where we've helped hundreds, thousands uh get funding quickly, simply, uh and, you know, solve their problem. Would it be okay if, you know, I gave you my Provide the path forward. So, what are we doing? And that's it. And they yeah, sure, thank you. Now they're like, okay.

[00:18:36]And they may ask you about the rates and the cost and, you know, we've done another training on that. I'm happy to oblige again if anybody would like to know how to deal with that, but they're really the rates lately as they have been a subject in our in our Zoom in our huddle call. I just want to tell you um it's irrelevant. The the benefit.

[00:18:52]What are the benefits to you, you know?

[00:18:54]What would happen if you didn't have that done? How much would that cost you?

[00:18:57]Is it price or cost that concerns you that brings you to Zig Ziglar because that was his thing that I took years ago when I was in the fitness business. Can you believe it? Uh where I'm at in my life.

[00:19:09]40 something years ago. That was um something I learned to help people you know see the value in exercise and getting in the gym and you know taking getting over their excuses and taking you know decisive action. Well, whatever the point is you know is it price or cost? What what it cost you for not having it over cost price is irrelevant.

[00:19:30]It's a cost that's massive cost of loss.

[00:19:33]So, what are they going to gain what are they going to lose? Well, let's just going to talk about how you can help them as a consultant. So, we're going to do a play of the day here but I want to mention Zig Ziglar. Guys, this is an an addendum to my little huddle call today cuz I felt inspired. I mentioned Zig Ziglar and the one thing that I learned from him that I use successfully and guys I'm not talking out of my you know what. I'm telling you I've been successful. I've done this. I've gotten thousands of clients in DNC. I'm up near that you know high SGA rank. I'm up there because I've implemented these strategies that I've garnered through sales and adapted them for this no pitch approach, right?

[00:20:14]So, but how do you do it effectively to serve them? Well, I gave you an example during the course of some of the questions I said you put inflection.

[00:20:23]Voice inflection is invaluable.

[00:20:27]And it can change the entire meaning or intention of what you're trying to convey, right? Or what message or what questions you're asking. I'm going to give you an example and let me give you a play of the day. Zig Ziglar, he used this particular statement of fact, okay?

[00:20:42]It's not very popular. He was back in the '70s early '80s but I'm going to give you a state make a statement. I'm going to put voice inflection. I'm going to change the inflection of my voice on different words and you're going to see how completely different the intention is, okay? This statement of fact. I did not say he beat his wife.

[00:21:02]Statement of fact, okay? That's what he said.

[00:21:05]I did not say he beat his wife.

[00:21:08]Somebody else might have said it.

[00:21:10]I didn't. I Isn't that interesting? I did not say he beat his wife. That's vehement denial. I You know, I did not say he beat his wife, okay?

[00:21:21]I did not say he beat his wife. I might have implied it, but I sure didn't say it. Isn't that interesting?

[00:21:28]I didn't say he beat his wife.

[00:21:31]Right? It was his his brother, whatever, somebody else.

[00:21:35]Okay? I didn't say he beat his wife. I mean, he might have, like, you know, slapped her or done something, you know, but I didn't say he beat her.

[00:21:41]I didn't say he beat his wife. It was his neighbor. You can see how that goes, right? I didn't say he beat his wife.

[00:21:47]That was his, you know, sister.

[00:21:50]A terrible terrible sentence, but that's the one he used, and that's the one that stuck with me. Good lord, there are seven different meanings with the similar same sentence. So, prac- play of the day. Play of the day. It's the practical application of what you just learned. You're going to use it, and you're going to be shocked how how more effective a communicator you are of what you want to convey, and what you want them to really focus on to serve them best.

[00:22:20]And that is voice inflection. So, uh to serve your prospective business owner clients that you're out and about speaking with either on the phone or in person, um or at your Chamber of Commerce, you know, and you're over your coffee, simply [snorts] consider practicing what I just went through, and change the inflection on some of the words that you're saying, and consider the effect or what they're hearing as you do that, and then kind of based on the situation, always put the emphasis uh on that uh which makes it um um, you know, it makes it more real to them and more powerful and more effective in what it is you're trying to accomplish. Serving them if or when they can't get bank funding, which is 90% of the time, guys. And guess what? You're going to help them 80% of the time if they qualify.

[00:23:22]Most do.

[00:23:23]>> [clears throat] >> Uh, so, play the day again. Practice this. I know it's like, "Okay, I'm hanging up and going out and do something else." No. These huddles are specifically designed. Write the notes down. Follow it. Go to the YouTube channel. Watch this sucker again. It's recorded and and Nick's yesterday was phenomenal. Maguire, well, we didn't get one this week, but Ellen's on uh Wednesday and and and of course Wade.

[00:23:46]So, you listen to these things. Um, and um and and and really use it. It's applicable um information that you can immediately take, you know, take it out there.

[00:23:58]Don't, you know, "Oh, I'm coming here to No, no, no, you're going to use this."

[00:24:01]So, we're going to break the huddle and we're going to go forward and take any uh just a comment is fine. Short testimonials, please. No trainings, I just gave you one. We want to get after this. I appreciate all of your input every day. You you know, some gems here.

[00:24:18]Um, boy, some of you guys can