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Originators in the commercial equipment finance and leasing industry are hunters, account managers, and processors. The three activities require significantly different skill sets and originators are often required to do all three. However, top originators know that hunting produces the greatest long-term results.
Top producers lean on automation and internal and external partners to facilitate most of their processing activity. They have confidence in their systems and support staff to facilitate most of the processing activities. However, they are capable and willing to inject themselves when needed to move a transaction or relationship forward. Top originators know that time spent processing takes away from business development and can diminish sustainable success.
Top producers provide excellent service for their current clients. They know that growing their current relationships is a vital factor in maximizing their personal incomes. Throughout the recent transitional period, top originators have pivoted their ranking of relationships to focus on relationships that align with their current capabilities; and those that have the greatest future potential. Because of multiple changes in the market, many originators have smaller pools of long-term accounts which require daily management.
Top originators are focused on the future and the unlimited opportunities that are developing for 2025 and beyond. They are identifying, prospecting, and winning new vendors and end-users that align with their capabilities and production goals. Top originators have accepted change and are focused on building stronger networks of vendors and end-users which can deliver high-quality assets. Originators are distinguishing themselves and their value proposition by being aggressive hunters for the "right" relationships. Top originators are purposeful in their prospecting efforts. They know the exact attributes required to be a high-performing vendor relationship. They know the exact attributes required to be a "golden" end-user account. Top originators spend their valuable time hunting and winning the "right" relationships. Hunters win. Hunters lead in production.
Hunters are what every organization needs in 2025.
Wheeler Business Consulting is helping to develop sales teams with the ability to hunt and win the "right" relationships.
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