I understand that every individual is different. Some professionals work exceptionally well from home and remain highly productive in a remote environment. However, I am seeing an increasing number of originators—both seasoned veterans and newer professionals—fall behind on production goals, become disconnected from opportunities, and struggle to maintain momentum because they have taken remote work to an extreme.

The top originators in the commercial equipment finance and leasing industry are collaborators. They engage with people internally and externally. They build relationships, exchange ideas, identify opportunities, and remain connected to the markets they serve.

I recently spoke with a fifteen-year industry veteran who had not been to his corporate office in over a year. He had not visited a vendor in person in more than two years. During a Teams meeting, I could see that his home office had become cluttered and overtaken by personal distractions. This was someone who had once been a consistent top producer—an energetic, engaging business developer who saw opportunity everywhere.

Now, he seemed to be relying on past successes to sustain his career as an average producer.

Originations and salesmanship are not purely remote endeavors. Originators need personal interaction. They need to sit across the table from clients, vendors, and colleagues. They need meaningful conversations and the insights that come from being present. They need to see firsthand how organizations are evolving, adopting new technologies, and creating efficiencies that can benefit customers and drive growth.

While this professional stayed busy every day and spoke with co-workers and clients regularly, it was not the same as face-to-face engagement. Something had been lost. He had fallen behind, not because he lacked talent, but because he had become disconnected from the people and environments that once fueled his success.

Remote work is not a substitute for in-person collaboration.

Here are a few suggestions for originators who may be feeling disconnected:

• Get out of your home office regularly.
• Visit your top relationships in person—even if it means getting on a plane and investing your own money.
• Spend time at the corporate office and commit to visiting at least quarterly. Have an agenda and meet with credit, documentation, portfolio management, operations, and other key stakeholders.
• Get on the road locally and prospect in person.
• Attend industry association meetings, conferences, and networking events.
• Invest in yourself. Island living may be appealing, but meaningful producers need to visit the mainland often to stay connected to industry developments, market trends, and professional relationships.

Remote work can be appealing and, for many, highly effective. It was also a necessity several years ago. But in 2026, I am not convinced it is the best environment for many originators who require a high level of collaboration with co-workers, vendors, and customers.

No originator should use remote work as an excuse for average production when superior results remain achievable. The option always exists to get out from behind the screen, engage with people in person, and strengthen the relationships that drive success in our industry.

At the end of the day, this business remains a relationship business. The most successful originators understand that relationships are strongest when people connect face-to-face.

Wheeler Business Consulting is working with individual originators and sales teams throughout the industry to ensure that they are well positioned in the market, capturing their fair share of business, and outperforming the competition. To schedule a one-on-one meeting contact Scott Wheeler at: scott@wheelerbusinessconsulting.com

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