Successful originators in the commercial equipment leasing and finance industry are constantly asking:
Where can I go to get more business?
What industry should I pursue?
Where is the next opportunity?
All of these are great questions, and the answers may be closer than you think. Too often, originators try to pursue new business opportunities in distant spheres when the greatest opportunities are right in front of them. They try to reinvent everything when a minor tweak will produce double or triple the production. Every industry, territory, and equipment sector have multiple opportunities which will keep an originator busy for an entire career. Success is more quickly derived in the commercial equipment leasing and finance industry when an originator goes deep rather than wide. Below are a few suggestions:
Have you connected all the dots? Are there additional opportunities with your current vendors and end-users?
Top originators maximize every relationship.
Do you ask for referrals on a daily basis? Referrals produce additional business which have connections to your current data base. Referrals are a perfect example of leveraging your current business.
Do you know what trends are affecting your current clients, industries, and equipment types? Strong originators are ahead of the curve. They are leaders rather than followers. Leaders find new opportunities because they have "player" status within their niches.
During these robust times, top originators are maximizing their positions within the market and their personal incomes by aggressively pursuing those opportunities right in front of them every day.
Survive - Thrive - Lead
This "Sales Tip" is provided by Wheeler Business Consulting.