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There are three primary types of originators in the commercial equipment finance and leasing industry: Hunters, Account Managers, and Processors. While most originators perform elements of all three roles, each professional is ultimately defined by the function they prioritize and excel at.
Hunters
Hunters thrive on identifying, soliciting, and securing new relationships. They are energized by the pursuit of key accounts that elevate production, expand market presence, and strengthen their competitive position. Hunters are forward‑looking, driven by growth rather than past success, and they adapt quickly to changing market conditions. They consistently rank among top producers because they focus on building new, meaningful relationships that align with current opportunities.
Account Managers
Account Managers excel at nurturing and retaining existing relationships. They manage their portfolios with precision, deliver exceptional service, and often become indispensable to their vendors and end‑users. Their strength lies in consistency and reliability. However, because they devote most of their time to servicing current accounts, they often struggle to create new ones—making any potential loss of a relationship feel disproportionately significant.
Processors
Processors are highly effective at managing individual transactions once they enter the pipeline. They stay deeply involved with credit, documentation, and funding teams to shepherd deals through the system. While their intentions are good, excessive involvement can unintentionally slow the process and limit their ability to generate new business. The most successful originators understand the process, trust it, and—most importantly—sell it, rather than becoming part of it.
The industry urgently needs more Hunters—professionals who can consistently develop new, high‑quality relationships. While every originator must manage accounts and understand the process, those who prioritize hunting will lead the industry, drive production, and command superior income.
One of the most revealing questions to ask any originator is:
“Tell me about the new relationships you’ve established in the last ninety days or the last six months.”
The answer quickly clarifies whether the originator is functioning primarily as a Hunter, an Account Manager, or a Processor.
I am coaching individual originators to become hunters, to maximize their efforts and increase their personal production.
For more information contact me at: scott@wheelerbusinessconsulting.com
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