Wheeler Business
  Consulting LLC
Developing Strong Leaders for the
Commercial Equipment Leasing/Financing Industry
Weekly Sales Tip
for Financing/Leasing Originators
Communicate More

Strong originators in the commercial equipment leasing and finance industry are in constant communication with their top vendors and end-users. However, the question remains: What should be done when communications break down, when a good contact goes "radio silent?"
  • First and foremost, strong originators accept that a lack of communication requires immediate attention and the need to relaunch a relationship.(Open and  consistent communication is a positive sign and a lack of consistent communication is a negative sign which needs to be addressed.)
  • Strong originators re-engage with their vendors and end-users by taking leadership roles and reaching out to their clients when there is a challenging situation.
  • Strong originators are able to identify potential problems and are able to defuse incorrect perceptions or actual troublespots in a relationship.
  • Strong originators take responsibility for their mistakes or their company's lack of performance.

Successful originators confront challenges head-on and do whatever is necessary to re-open the communication channels between them and their preferred clients.  


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This "Sales Tip" is provided by Wheeler Business Consulting.  Comments, questions and suggestions regarding
 weekly tips are welcome.
Phone: 410-877-0428 

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 Written specifically for
commercial equipment leasing and financing professionals.

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Scott Wheeler CLFP
Wheeler Business Consulting
1314 Marquis Ct. Fallston Maryland 21047
Phone: 410 877 0428  Fax 410 877 8161
Email: scott@wheelerbusinessconsulting.com