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The new year brings fresh goals, renewed energy, and expanded opportunities for originators in the commercial equipment finance and leasing industry. With continued advancements in technology and operational efficiencies, originators now have more tools than ever to increase production and elevate performance in 2026. The key is simple: use these tools intentionally and early.
There is no better motivator than a strong first quarter. What originators do in January and February often sets the tone—and the trajectory—for the entire year.
Below are several high‑impact suggestions to jump‑start 2026.
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Set Bold 90-Day Goals: Define ambitious but achievable goals for the first quarter, paired with specific activities that must be completed in the next 90 days. Clarity drives action, and action drives results.
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Create or Revisit Your Personal Strategy: Success flows from executing a well‑defined personal strategy. Every call, meeting, and activity should align with that strategy. A strong personal strategy helps originators focus on the activities that consistently produce the greatest returns.
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Commit to Developing Key Accounts: I recently challenged a group of originators to commit to developing one new key account each quarter in 2026. A true key account is a relationship that can materially change the trajectory of an originator’s annual production. Each new key account should have the potential to increase total production by 20% to 30%.This is how careers accelerate.
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Complete a 2025 AAR (After-Action-Report): Reflection is a powerful tool. Ask yourself:
- What was successful in 2025?
- What was not successful?
- What will you continue doing—and why?
- What will you discontinue—and why?
A disciplined AAR provides clarity, eliminates waste, and
reinforces the behaviors that drive growth.
Originators in the commercial equipment finance and leasing industry control their own destiny and success. Take ownership of your actions and create your own success.
The possibilities are endless.
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