Warm Transfer
A warm transfer is a live phone handoff where the introducing rep briefs the receiving rep on the prospect and the prospect's situation before the conversation continues — eliminating cold-introduction friction and improving conversion versus cold transfers.
Why This Matters
In MCA workflow, warm transfers happen between lead-vendor screeners and funder reps, between ISO appointment-setters and senior closers, or between funder support and sales. The key elements: the introducing party stays on the line for the introduction, summarizes the merchant's situation in 15-30 seconds, then drops off after the conversation is established. Warm transfers convert at 2-4x cold transfers because the merchant's been pre-warmed and the funder rep has context. The cost premium over cold transfers is typically $20-$80 per transfer.
Frequently Asked Questions
Frequently Asked Questions
How is a warm transfer different from a live transfer?
Live transfer is the broader category — any real-time phone handoff. Warm transfer specifically requires the introducing rep to brief the receiver and the prospect on the call, not just a silent connect-and-drop. All warm transfers are live transfers; not all live transfers are warm.
What should the introducing rep say in a warm transfer brief?
Keep it under 30 seconds: merchant name, business type, monthly revenue, what they're seeking, why they're a fit, and any qualifying detail (e.g. 'taken funding before, currently looking at $50K'). End with introducing the receiving rep and dropping off.