Key Takeaways:
- MCA leads are business owners seeking an advance against future sales, not a traditional loan - qualification criteria and sales approach differ significantly
- Exclusive MCA leads cost $40–$100 and convert 3–5x better than shared leads at $15–$30
- Live transfer leads ($75–$150+) offer the highest conversion rates but require immediate availability to take calls
- TCPA compliance is non-negotiable - the FCC's one-to-one consent rule means you need documented, company-specific consent for every lead
- The fastest-growing MCA brokers combine exclusive lead providers with referral partnerships for consistent deal flow
Merchant cash advances remain one of the fastest-growing segments of alternative business financing. For MCA brokers and funders, the challenge is not a lack of demand - it is finding qualified business owners who genuinely need funding, meet minimum requirements, and are ready to move forward.
This guide covers everything you need to know about MCA leads: what they are, how they differ from traditional business loan leads, what they cost, where to source them, and how to convert them at the highest possible rate.
What Are MCA Leads?
An MCA lead is a business owner who has expressed interest in receiving a merchant cash advance - a type of financing where a funder purchases a percentage of the business's future credit card or debit card sales in exchange for an upfront lump sum.
Unlike traditional loans, MCAs are not technically debt. The funder is buying future receivables, which means the qualification criteria, sales process, and lead profile differ from standard business loan leads.
What Data Should an MCA Lead Include?
A quality MCA lead should contain:
- Business owner name and direct phone number
- Business name and industry type
- Monthly revenue (minimum $10,000 for most funders)
- Time in business (minimum 6 months)
- Requested funding amount
- Consent documentation with timestamp
Leads missing any of these core data points are significantly harder to qualify and convert. Always verify data completeness before paying for a lead batch.
How MCA Leads Differ from Traditional Business Loan Leads
Understanding the difference is critical for both sourcing and selling. Many lead providers bundle MCA leads with general business loan leads, but the audiences have distinct profiles.
| Factor | MCA Leads | SBA / Term Loan Leads |
|---|---|---|
| Credit requirements | 500+ FICO (flexible) | 650+ FICO (strict) |
| Time in business | 6+ months | 2+ years |
| Monthly revenue | $10,000+ | $15,000+ |
| Collateral required | No | Often yes |
| Funding speed | 24–72 hours | 2–8 weeks |
| Typical amount | $5,000–$500,000 | $25,000–$5,000,000 |
| Repayment structure | Daily/weekly ACH from sales | Monthly fixed payments |
| Ideal customer | Needs fast cash, lower credit | Established, higher credit |
MCA leads tend to be business owners who need capital quickly, may have been declined by traditional lenders, or prefer the flexibility of revenue-based repayment. Your sales approach should emphasize speed, flexibility, and simplicity - not interest rates and long-term savings.
MCA Lead Pricing: What to Expect in 2026
Lead pricing varies dramatically based on exclusivity, verification level, and delivery method. Here is what the market looks like in 2026:
MCA Lead Pricing by Type
| Lead Type | Price Range | Avg. Conversion Rate | Best For |
|---|---|---|---|
| Shared leads | $15–$30 | 1–4% | High-volume brokers with fast response systems |
| Exclusive leads | $40–$100 | 8–15% | Brokers wanting higher close rates and less competition |
| Aged leads (30–90 days) | $2–$8 | 0.5–2% | Nurture campaigns and training new reps |
| Live transfer leads | $75–$150+ | 15–30% | Experienced closers ready to take calls immediately |
| Trigger / data leads | $0.50–$3 | 0.1–1% | Large-scale outbound dialing operations |
Breaking Down the ROI
Let us run the numbers on exclusive vs. shared MCA leads:
Exclusive leads at $60 each:
- Buy 100 leads = $6,000
- Convert at 10% = 10 funded deals
- Average commission per deal = $3,000
- Revenue = $30,000
- ROI: 5x
Shared leads at $20 each:
- Buy 100 leads = $2,000
- Convert at 2% = 2 funded deals
- Average commission per deal = $3,000
- Revenue = $6,000
- ROI: 3x
While shared leads are cheaper per unit, exclusive leads deliver significantly better ROI because you are the only broker contacting the business owner.
Top Sources for MCA Leads
1. Exclusive Lead Providers
The most reliable source for consistent MCA deal flow. Quality providers like LeadsHunt deliver exclusive, verified business loan and MCA leads with full TCPA documentation, real-time delivery, and guaranteed data accuracy.
What to look for:
- One-to-one TCPA consent specific to your company
- Verified revenue and time-in-business data
- Real-time delivery via CRM integration, email, or API
- Lead replacement policy for disconnected numbers or bad data
2. Google Ads
Target business owners actively searching for funding with keywords like "merchant cash advance," "business cash advance," and "fast business funding." Google Ads leads are high-intent but expensive - expect to pay $30–$80 per click in competitive markets, translating to $100–$300+ per lead.
3. Facebook and Instagram Ads
Social media works well for MCA leads because you can target business owners by industry, revenue signals, and behaviors. Ads offering "See if you qualify in 60 seconds" with a simple form perform well. Expect $20–$60 per lead with optimized campaigns.
4. Referral Partnerships
Build relationships with professionals who interact with business owners seeking financing:
- Accountants and CPAs - they know which clients need capital
- Business consultants - often the first call when a business needs funding
- Equipment vendors - businesses buying equipment often need financing
- Other brokers - specialize in different loan types and cross-refer
Referral leads close at 25–40% because they come with a trust endorsement. Offer a referral fee of $500–$1,000 per funded deal to keep partners motivated.
5. Data and Trigger Leads
UCC filing data, business credit inquiries, and loan denial triggers can identify businesses actively seeking financing. These are low-cost ($0.50–$3 per record) but require a robust outbound calling operation and strict TCPA compliance since you are initiating contact.
6. LinkedIn Outreach
LinkedIn gives you direct access to business owners by industry, company size, and geography. Personalized connection requests followed by value-driven messaging can generate 5–15 conversations per week for an experienced rep.
MCA Lead Qualification Criteria
Not every lead is worth your time. Establish clear qualification criteria to avoid wasting resources on businesses that will not get funded.
Minimum Qualification Checklist
| Criteria | Minimum Requirement | Why It Matters |
|---|---|---|
| Time in business | 6+ months | Most funders require 4–6 months minimum |
| Monthly revenue | $10,000+ | Determines advance amount and repayment capacity |
| Business bank account | Active, in good standing | Required for ACH repayment setup |
| Open bankruptcies | None | Automatic disqualification for most funders |
| Daily balance | $1,000+ average | Shows cash flow stability |
| Industry | Non-restricted | Certain industries (gambling, firearms) are excluded |
| Existing advances | 0–2 maximum | Stacking limits vary by funder |
Red Flags to Watch For
- Business owner cannot verify basic revenue figures
- Reluctant to provide bank statements
- Multiple existing advances with high daily payments
- Recently opened business with minimal transaction history
- Mismatch between stated revenue and actual bank deposits
Qualifying leads upfront saves your team hours of wasted effort and protects your relationship with funders who penalize brokers for submitting unqualified deals.
TCPA Compliance for MCA Leads
Compliance is not optional - it is existential. The FCC's one-to-one consent rule, effective since January 2025, requires that every lead you contact has provided documented consent to be contacted by your specific company.
What This Means for MCA Brokers
- Blanket consent is dead. A lead form listing 15 different brokers no longer satisfies TCPA requirements
- Every lead needs company-specific consent with a clear timestamp and the exact disclosure language shown to the consumer
- Penalties are severe: $500–$1,500 per unauthorized call or text, with class action exposure in the millions
How to Protect Yourself
- Only buy from compliant providers. Ask for consent records, disclosure language, and proof of one-to-one consent. Learn what to ask in our TCPA compliance guide.
- Scrub against the DNC list before every outreach campaign
- Document everything. Keep records of consent, call times, and opt-out requests
- Never call leads without verified consent - no matter how cheap the leads are
LeadsHunt maintains full TCPA documentation for every lead, including one-to-one consent records, timestamps, and disclosure language specific to your company.
Conversion Strategies: Turning MCA Leads into Funded Deals
Generating or buying leads is only half the equation. Converting those leads into funded deals requires a disciplined process.
Speed to Lead Is Everything
Research shows that contacting a lead within 5 minutes of submission increases conversion by up to 9x. For MCA leads specifically, business owners are often shopping multiple options - the first broker to call, qualify, and present a compelling offer wins the deal.
Set up your system for speed:
- Real-time lead delivery to your CRM
- Instant SMS auto-responder confirming receipt
- Round-robin distribution to available reps
- Mobile alerts for after-hours leads
The Ideal MCA Sales Process
- First call (within 5 minutes): Introduce yourself, confirm their funding need, and ask for 3 months of bank statements
- Pre-qualification (same day): Review statements, verify revenue, check for existing advances
- Offer presentation (within 24 hours): Present 2–3 funding options from your funder network
- Closing (24–48 hours): Handle objections, finalize paperwork, submit to funder
- Funding (24–72 hours): Coordinate with funder for final approval and ACH setup
Follow-Up Cadence for Non-Responsive Leads
Most MCA deals do not close on the first call. Build a disciplined follow-up cadence:
- Day 1: Call, SMS, and email
- Day 2: Call and SMS
- Day 4: Call and email with a different value angle
- Day 7: Call and SMS with urgency
- Day 14: Email nurture with educational content
- Day 30: Re-engagement call
Business owners who do not respond immediately are not dead leads - they may be evaluating options, waiting on a specific need, or simply busy. Persistent, respectful follow-up closes deals that one-and-done callers leave on the table.
Build a Predictable MCA Pipeline
The most successful MCA brokers do not rely on a single lead source. They combine exclusive lead providers for consistent daily flow, referral partnerships for high-converting warm introductions, and targeted advertising for scale.
If you are ready to stop chasing leads and start closing deals, explore LeadsHunt's exclusive business loan and MCA leads. Every lead is verified, TCPA-compliant, and delivered only to you - so you can focus on what you do best: funding businesses.
Frequently Asked Questions
What are MCA leads?
MCA leads are business owners actively seeking a merchant cash advance - a type of financing where a funder purchases a percentage of future credit card sales in exchange for an upfront lump sum. These leads typically include the business name, owner contact info, monthly revenue, and funding amount requested. They differ from traditional loan leads in that MCA borrowers often need funding faster and may have lower credit scores.
How much do MCA leads cost?
MCA lead pricing varies by type: shared leads run $15–$30 each, exclusive leads $40–$100, and live transfer leads $75–$150+. Aged leads (30–90 days old) can be purchased for $2–$8 each for nurture campaigns. The best ROI typically comes from exclusive leads that include verified revenue and time-in-business data.
How do I qualify MCA leads?
Key qualification criteria include: minimum 6 months in business, at least $10,000 per month in revenue, an active business bank account in good standing, no open bankruptcies, and a minimum average daily bank balance of $1,000. Verify these data points before investing significant sales time in the lead.
What is the difference between MCA leads and business loan leads?
MCA leads are a subset of business loan leads. MCA is specifically for businesses seeking an advance against future sales, while business loan leads cover SBA loans, term loans, equipment financing, and lines of credit. MCA borrowers typically need faster funding, accept higher costs, and may have lower credit scores than traditional loan applicants.