Developing Strong Leaders for the
Commercial Equipment Leasing/Financing Industry
Weekly Sales Tip
for Financing/Leasing Originators



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Defending Your Turf

Originators in the commercial equipment finance and leasing industry are fully engaged with their key accounts. They have more than a casual relationship with their end-users and vendors. The commercial equipment finance and leasing industry is evolving quickly; relationships are constantly changing. The best means of protecting your database and defending your turf is to be in constant contact with your vendors and end-users.


An originator recently complained that one of his past end-users (that he had funded a transaction for just over a year prior) had submitted an application through one of his company's third party origination partners. The originator wanted credit for the new transaction. I asked the following questions:


  • When was the last time you spoke with this existing end-user? His response: over 9 months ago.
  • Was the originator aware of the transaction before the transaction was submitted by the TPO?

           His response:  No.

  • Was the vendor on the new transaction one of his active vendors? His response: No.
  • Could the originator point to any activities which he had completed within the last 6 months that caused this transaction to be submitted into his company?

          His response: No.


I explained that it was my opinion that he deserved no credit for this new transaction. I then asked the most important question:


How could the originator protect his turf and ensure that a similar situation did not occur in the future?


The originator admitted that he had allowed this existing client to fall through the cracks. If an originator wants to protect his turf, he needs to be in contact with existing clients and pursue new transactions on a regular basis. Out of sight - out of mind. In today's competitive environment, past clients do not need to seek you out when there are alternatives readily available in the market.




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

 Comments, questions, and suggestions regarding 

weekly tips are welcome. 

Phone: 410-877-0428 

email: scott@wheelerbusinessconsulting.com

Wheeler Business Consulting LLC

Phone: (410) 877-0428 Email: scott@wheelerbusinessconsulting.com