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The year-end rush is once again upon us. Across the commercial equipment finance and leasing industry, top originators are working diligently to close as many transactions as possible before the hard deadline of December 31.
This is not business as usual. Vendors and end-users are counting on proficient originators to guide them through the chaos—where timing is critical, expectations must be clear, and execution must be flawless.
Loose ends tend to multiply in the final days of the year. That’s why clarity, communication, and realistic expectations are essential. Success in this season requires more than hustle—it demands orchestration.
A Year-End Closing Checklist for Originators:
1. Prioritize Closable Transactions
- Identify deals with realistic paths to funding before December 31.
- Confirm documentation status and funding logistics early.
2. Communicate Proactively
- Update vendors, end-users, and internal teams regularly.
- Set clear expectations around timing, approvals, and potential delays.
3. Anticipate Bottlenecks
- Legal reviews, insurance, UCC filings, and inspections can stall progress—get ahead of them.
- Confirm holiday schedules for key stakeholders.
4. Stay Organized
- Use a daily tracker for deal status, required actions, and follow-ups.
- Block time for high-impact activities—avoid distractions.
5. Lead with Confidence
- Be the calm, capable guide your clients need.
- Offer solutions, not just updates.
6. Protect Your Reputation
- Avoid overpromising. Underwrite your commitments with precision.
- Document everything—especially verbal approvals or last-minute changes.
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