Developing Strong Leaders for the Commercial Equipment Leasing/Financing Industry
Weekly Sales Tip for Financing/Leasing Originators.
Read Your Documents
As commercial equipment leasing and finance originators, we ask our clients to sign legal documents every day.
When was the last time you read your documents?
Legal documents are the core of the products we sell. Every paragraph has a purpose and protects the lender/lessor. I recently overheard an originator speaking to a client and his explanation of his product was in direct conflict with his company's lease document. He was wrong - and was misleading his client about the terms and conditions of the lease agreement. I asked the originator when he last read the actual document and was shocked to learn that he had never read this employer's documentation and was responding to his client based upon his previous employment.
A successful originator reads his documentation. A successful originator is able to explain the terms and conditions of his products. A successful originator is comfortable defending his documentation.
Read - Understand - Defend
This "Sales Tip" is provided by Wheeler Business Consulting. Comments, questions and suggestions regarding
weekly tips are welcome.