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The most successful originators in the commercial equipment finance and leasing industry share a common trait: deep knowledge of the collateral they fund. Recently, I spoke with a seasoned industry veteran whose career has been built on this very principle. His insights serve as a powerful reminder that understanding the equipment—not just the numbers—can be the key to long-term success.
Here are a few of the core practices that have driven his performance:
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Embedded in the Industry: From his early days, he immersed himself in the equipment world—working closely with vendors, manufacturers, and end-users. Over time, he became so well-versed in specific models and their applications that he often knew more than the vendor reps themselves.
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Hands-On Learning: He makes a point of seeing equipment in action. Observing how machines are used in real-world settings gives him an edge in understanding their value, utility, and lifecycle benefits to end-users.
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Feature-Focused Research: He consistently studies different manufacturers and models, paying attention to the unique features that set them apart. This allows him to speak with authority and credibility when discussing financing options with customers.
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Staying Current at Trade Shows: Trade shows are a critical part of his routine. They offer a first look at the latest innovations and upcoming trends. For him, staying ahead of the curve isn’t optional—it’s essential.
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Valuation Expertise: With deep knowledge of the year, make, model, and condition of equipment within his niche, he can accurately assess value and potential resale pricing. His insights are so reliable that others in the industry consult him to help establish fair market value (FMV) residuals.
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Dual Role: Equipment Expert + Financial Advisor: He sees himself not just as someone who structures finance solutions, but as a trusted advisor who brings real knowledge to the table—bridging the gap between technical equipment details and financial strategy.
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Advice to New Originators: His top recommendation for newcomers? “Selling finance or leasing products is easy if you know the equipment and understand the benefits it brings to an end-user.”
In an industry built on assets, knowing those assets inside and out is what separates top performers from the rest. Understanding the equipment you finance isn’t just helpful—it’s an essential competitive advantage.
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