As an originator in the commercial equipment leasing and finance industry, how well do you perform? Are your opportunities created efficiently? Or does your book of business absorb valuable resources with limited results?
In 2018, Jack had an approval ratio of 60% of all of his submitted applications and 70% of all his approvals that were funded. Jack had a closing ratio of 42% of his submitted transactions that were funded in 2018.
Jack committed himself to improve his personal performance ratios in 2019. He spent time pre-qualifying his transactions. He articulated his "real" capabilities to his vendors and end-users with more clarity up
front. He spent time with his credit department to better understand why transactions were approved and declined. Jack spent time upfront pre-closing his transactions before submitting his transactions to the credit department.
Jack had an approval ratio of 72% of all of his submitted applications and 80% of all his approvals that were funded. Jack had a closing ratio of 57.6% of his submitted transactions that were funded in 2019. Jack had a 37% increase in his performance ratio (from 42% to 57.6%).
Jack took control of his business in 2019 and doubled his production. The increases were NOT caused by reduced credit criteria or lower pricing. The increases were a result of Jack's efforts to focus on quality transactions that have a high probability of being funded. Jack is committed to continued improvements in 2020. His goal is 80% application approvals and 90% of all approvals to be funded.
This "Sales Tip" is provided by Wheeler Business Consulting.
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