Stakeholders throughout the commercial equipment finance and leasing industry are demanding more from originators. They want financial advisors who are knowledgeable about all aspects of the process. They expect originators to have financial literacy.

Financial literacy requires originators to have intelligent conversations about:

• The current economy and how it is affecting the financial condition of a particular industry, equipment type, or specific business owners
• Liquidity
• Leverage
• Cash flows
• The impact of rising interest rates on money supply, balance sheets, and profit and loss statements
• Packaging a full disclosure transaction
• Financial ratios

One of the greatest voids in the commercial equipment finance and leasing industry is professional originators who can have intelligent conversations with a business owner or CFO about how their products will strengthen the financial strength of the business, help their cash flow, and preserve bank lines. Too many originators believe credit analysis is limited to "time in business" and "credit scores."  There is so much more to consider.

Financial literacy cures what ails originators throughout the industry. Financial literacy:

• Eliminates 90% of an originator's frustration
• Allows an originator to win more transactions
• Allows an originator to go beyond an application-only mentality
• Allows an originator to gain more margins
• Distinguishes an originator as an industry leader
• Builds personal confidence 

It is never too late to gain financial literacy. If you would like more information, send an email to scott@wheelerbusinessconsulting.com 

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This "Sales Tip" is provided by Wheeler Business Consulting. 

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Phone: 410-877-0428 

email: scott@wheelerbusinessconsulting.com