- 1QualiFi did $23M+ in October 2025 with 13 funding reps, its best month ever.
- 2United Capital Source shrank from 27 to 17 staff with the same output.
- 3Lending Valley's CEO avoids same-day funding after a deal arrived with four other positions.
Four executives with 12 to 20 years in small business finance describe success on their own terms: efficiency over headcount, discipline over market share, and surviving the rough stretches.
Doing more with less
Eddie DeAngelis, founder and CEO of brokerage QualiFi, said the company originated more than $23 million in October, its best month ever, from a mix of lines of credit, term loans, HELOCs, SBA loans and equipment financing. What he is proudest of is that it took only 13 funding reps. "It just shows how efficient our business model is," he said.
Jared Weitz, CEO of marketplace United Capital Source, went from 27 employees to 17 while producing the same output. He said he dissected his P&L, structures and systems and aims to grow through automation and marketing efficiency without adding headcount.
Zach Ramirez of pay-per-call firm Calldrive found his strength lies in building operations, marketing and CRM infrastructure rather than managing large groups, and now consults for ISOs. Chad Otar of revenue-based financing provider Lending Valley funds from a self-funded balance sheet and says he is not chasing market share.
What went wrong
- Chasing a distraction: Ramirez said his former ISO lost about a year focusing on selling Employee Retention Tax Credits during COVID instead of its core competency.
- Same-day funding: Otar made an exception to his rule against same-day deals and found four other positions on the account the next morning. He now avoids same-day funding and online checkouts.
- Concentration risk: Early on, two large funding partners at United Capital Source ceased operations simultaneously, one accounting for nearly half the portfolio, putting renewals and volume bonuses at risk. Weitz recovered and restructured his approach.
- A rough patch: DeAngelis said that about six months after a 2023 profile, several bad months pushed revenue down 30% and he temporarily took himself off payroll. The company held course, cut spending and saw things turn in October 2023. The last several months have each exceeded $15 million.
How they run things now
DeAngelis treats each part of the business, such as hiring, as its own operation, and is now highly selective rather than putting the first two candidates on the phones. Ramirez advises established ISOs worried about new competitors to help smaller ones operate properly and charge for consulting. Weitz diversified early across lines of credit, HELOCs, SBA loans, term loans, revenue-based financing and equipment financing, keeping clients, some for 15 years, as their needs change. Otar says patience and relationships are his edge.
DeAngelis said a monthly office charity drive, which began at $500 a month, coincided with fundings and revenue that doubled, tripled and nearly quadrupled over the past year.
Ten less people, less expenses, same numbers, higher net margin and profit.
Why they stay
All four say they love the industry. Ramirez, who bought a small telecom company with earnings from a strong year, believes it is here to stay. Weitz argues that businesses will always need outside capital, even as access, cost and products change.
Source reporting: deBanked.
