Top producers in the commercial equipment finance and leasing industry are well informed about the industries and equipment that they fund. Vendors and end-users want to engage with professionals who understand their business. One of the primary responsibilities of every originator is to gather and understand intelligence. Calling blindly into an industry usually produces little results, while engaging with an industry armed with knowledge produces exceptional results. Strong originators gather both positive and negative information to validate their true commitment.

Below are just a few suggestions:

• Talk directly to your clients. Two of my favorite questions to ask any vendor or end-user are:  What trends do you see affecting your business in the next year, three years, or five years? What are you doing to capitalize on these trends?
• Read industry periodicals and online reports directly related to the industries and specific niches that you are focused on.
• Stay abreast of the general economy. It is hard to imagine how any financial professional can be fully engaged in the commercial equipment finance and leasing industry without daily readership of the Wall Street Journal or Financial Times. Strong advisors understand how macro-economics impact their clients and their business.
• Connect with the industry. Association participation is essential to be a well-informed participant in the industry. Association participation allows professionals to share ideas, to help anticipate changes, and to mitigate challenges.
• Embrace the capital markets. By buying and selling assets participants receive "true" intelligence about how transactions are actually being funded and priced in the open market.

Knowledge is Power  

  

 

 Comments, questions and suggestions regarding  

weekly tips are welcome.  

Phone: 410-877-0428 

email: scott@wheelerbusinessconsulting.com