As a successful originator in the commercial equipment leasing and finance industry, do your daily activities match your production goals? What have you tried differently in the last week or month to improve your production results?
In my weekly one-on-one coaching sessions, I often ask originators what they are working on that would significantly change the trajectory of their annual production. Top originators are always seeking new opportunities that will improve their results. They do not allow themselves to fall into a rut and continue to work on activities that have produced minimal results. Every activity can be measured and tested for efficiencies and productivity. Top originators eliminate non-productive activities and focus on those activities which can produce superior results. Origination is not about being busy; it is about delivering results on a daily, weekly, and monthly basis.
Activity in the commercial equipment leasing and finance industry is currently strong. If you are not producing the results you need to be successful, then you need to:
Refocus your efforts and your daily activities. Reach out to more of the right vendors and end-users.
Refine your pitch to better explain your personal value proposition and your specific position within the industry.
Inspect what you expect to accomplish each day and week.
Have an aggressive "to do" list every single day. Don't accept an incomplete list at the end of the day.
Brainstorm how you will leverage your current clients and ask for referrals on every call.
Stop being transactional and start being relationship oriented. How can this transaction lead to more business in the coming weeks and months?
Think big. What must be true to double, triple, or quadruple your monthly production? Focus on those activities which will produce your stretch goals.
If you truly want success, start improving your activities now; today; this week. There is no better time to seek success than right NOW!
Survive - Thrive - Lead
This "Sales Tip" is provided by Wheeler Business Consulting.