The commercial equipment leasing and finance industry is changing. Many organizations are making major alterations to their products, processes, and positions within the market.
I have received many comments from originators including:
Company objectives and preferred transactions have changed, and originators are being asked to find new types of vendors, end-users, and relationships.
Transactions easily funded six months or a year ago are no longer being approved or funded.
Equipment types that were preferred are now out of favor.
Products are more aggressive; but the credit criteria are more restrictive - many past clients no longer align with current capabilities.
Originators are required to facilitate more of the pre-qualification before submitting a transaction.
Originators need to be flexible and embrace change. Change is good and is often required to adjust to new market conditions. Top originators understand the market and understand the need for constant alterations in order to stay in front of the competition. Top producing originators participate in a changing market and are vital conduits in communicating change both internally and externally. Top originators focus on the future and never look back. They create new opportunities based upon current and future trends.
Top producers are having record production months because they are embracing change.
Survive - Thrive - Lead
This "Sales Tip" is provided by Wheeler Business Consulting.