Developing Strong Leaders for the Commercial Equipment Leasing/Financing Industry
Weekly Sales Tip for Financing/Leasing Originators .
Superior Performance
Not all originators are equal.
As with most occupations, the majority of originators are average - they do enough to get by. There are also plenty of below-average originators in the industry. But the most important questions to ask are:
What determines a top originator?
What creates superior performance?
What distinguishes superior over average?"
There are many attributes that are needed to be a superior producer in the commercial equipment leasing and finance industry (e.g. passion, knowledge, engagement, dedication, salesmanship, etc.). I recently witnessed an attribute which is rarely present in an average originator, but is always a dominant characteristic with a top producing originator.
Top producers focus on "Key Accounts"
Top producers are not equal to their average counterparts because they do not treat all of their relationships, vendors, and end-users as equals. They know the difference between an average opportunity and a superior opportunity. They know how to use their time and resources developing superior relationships, superior vendors, and superior transactions.They know the difference between an average transaction and a high-quality transaction. They know the best transactions are those that can be won and which will perform over time. Top producers rank their prospects, their relationships and their existing clients; they spend most of their time, efforts, and resources on those that rank the highest.
An average originator never met a deal he didn't like; and spends a good amount of his time chasing deals which will never happen.
A top producer knows what he likes, and spends his time soliciting, winning, and funding the "right" transactions.
