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December 2018
News from
Wheeler Business Consulting:
2018 is ending on a very strong note for the commercial equipment leasing and finance industry. Activity in all sectors, and for most all participants, has been robust throughout the year and is continuing through the fourth quarter. My traveling schedule to clients' sites has been filled for 2018 and scheduled appointments are already filling the calendar for the first few weeks of 2019. A few thoughts as we close 2018:
- When the fish are biting, keep fishing, don't pull up your lines and go home. An originator recently said he is working smarter and harder than ever. He doesn't want to look back at 2018 in several years and say, "If I had only pushed harder when business was strong, I would be better positioned to make money in 2025." The fish are biting.
- You get what you ask for. If you want to close more business start asking for the sale. A relatively new originator wanted to increase his income. My suggestion was to engage with more people on a daily basis. Time is money - use it wisely. Every conversation is a new opportunity to increase your income - if you just ask.
- Success comes to those who work hard. Quality assets are developed by professionals who know what they are doing and who are willing to create clients from the best leads. Success requires perseverance.
- Success is a journey filled with challenges and solutions. I often speak with veterans in the industry who have had very successful careers. They all claim that their greatest "lessons learned" were gained during challenging times. But rather than giving up or giving in they pressed on. They learned from their mistakes. They sought out new solutions and became stronger professionals because of their persistence.
Wheeler Business Consulting
provides training, strategic planning, and acquisition services. Scott Wheeler is available to discuss your long-term strategy, to assist your staff to maximize outcomes, and to better position your organization in the market.
Comments and suggestions are always welcome.
Scott A. Wheeler CLFP
Wheeler Business Consulting LLC
Phone: 410-877-0428
Email: scott@wheelerbusinessconsulting.com
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Below are links to our recent survey on originators' production numbers and compensation.
The survey is a powerful tool for recruiting new originators and motivating existing professionals in the industry. The potential for individual professionals and originating teams is strong. Additional information including
Compensation Structures and Origination Channels
can be found on the following links:
Please do not hesitate to call Scott Wheeler with any questions regarding the survey.
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