Originators in the commercial equipment leasing and finance industry have every opportunity to prosper in 2021. They must be willing to grow and develop their business vigorously. Now is the time to stretch your goals, seek new "blue oceans," and develop your business thoughtfully. Many originators should be applauded for their success over the past quarter and year. Some originators have taken their good fortune to the next level and are building sustainable relationships for long term success.
A top originator explained his success as follows:
Over the past year I have learned that I could increase my results by 5% to 10% by reacting to current opportunities that landed on my desk, because of past relationships and hard work.
However, I could increase my results by 30% or more by going deep and creating key relationships with a few well aligned vendors and end-users that could help me develop my expertise. By improving my personal knowledge and developing my own skill sets, I can offer more value and resources to my clients.
I transitioned from being a transactional participant to a long-term relationship-oriented resource for my vendors and end-users. I had to walk away from less productive opportunities to pursue larger more meaningful relationships that had the ability to provide a significant flow of business that fully aligns with my capabilities.
I am working hard and smart. I am well positioned and am providing more value than ever before.
At all times, I have one or two major projects that are aligned with my current activity but could lead me into new business channels.
I am growing professionally and personally. I thoroughly enjoy my career and am excited about the new opportunities which I know will develop throughout 2021.
Every originator has the ability to thrive in the commercial equipment leasing and finance industry. The difference between average production and superior results is a personal choice. Every day that you choose to grow and develop your personal value proposition is a step toward sustainable and meaningful success.
Survive - Thrive - Lead
This "Sales Tip" is provided by Wheeler Business Consulting.