I was recently asked by a young man looking to enter the equipment leasing and finance industry, "What does it take to be a highly successful originator in the industry?" Many active originators also ask this question on a regular basis.
The answer has not changed since I first asked the question of my sales manager over 35 years ago.
Make sure that you learn every aspect of the business. You are selling a process and you must know every step to provide superior services to your vendors and end-users.
Learn your capabilities. Focus your efforts on selling to vendors and end-users that align with your current capabilities.
Build a network of complementors who will help to
grow your personal and career goals.
Have a plan and execute you plan every day. Origination is more than a job - it is a passion.
Expect to make mistakes but learn from each one of them.
Think and act boldly - be aggressive.
Being a highly successful originator is not difficult, but neither is it easy. It requires dedication, flexibility, and a passion to succeed. The most important factor is to enjoy the process. When done properly, origination in the commercial equipment finance and leasing industry is a highly rewarding and lucrative career.
Survive - Thrive - Lead
This "Sales Tip" is provided by Wheeler Business Consulting.
