Developing Strong Leaders for the Commercial Equipment Leasing/Financing Industry
Weekly Sales Tip for Financing/Leasing Originators.
The origination of new relationships, leases, and finance transactions is a demanding job. Vendors and end-users expect more from their financial partners; and top producing originators need to offer superior services to find, win, and fund the best transactions.
A seasoned originator explained how he lost a transaction because of his lack of expertise in a specific situation. He had ventured into a new equipment type. He was unaware of many of the specific nuances associated with the new equipment. He promised things that he was unable to deliver on. He performed liked a rookie and after much time and effort he lost his first large transaction in the new arena. Instead of complaining, this originator took on the challenge. He learned from his mistakes, met with both vendors and end-users, asked lots of tough questions, educated himself, and persevered. Now, just nine months later, this new equipment type makes up a significant part of his total production and has allowed the originator to nearly double his year-over-year production.
The process of learning, expanding, and conquering the commercial equipment leasing and finance industry is an ongoing process for even the most seasoned originator. Successful originators are able to redirect their efforts and gain new expertise.
This "Sales Tip" is provided by Wheeler Business Consulting. Comments, questions and suggestions regarding
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