Originators in the commercial equipment finance and leasing industry have unlimited income and production potential. In the first few weeks of 2023, I have encountered originators who are thinking and acting outside the box. They acknowledge that the economy and competition is changing and are anticipating challenges in 2023. However, they are focusing on the future. They are thinking more boldly. They are looking for new opportunities that are developing in the market. They are ready to outperform their competition and to maximize their production numbers and personal incomes in 2023. Below are two examples.

• An originator heard of a larger competitor pulling back in a specific industry. The originator approached several larger vendors that had been hard to win business from in the recent past. (The originator knew that the competing finance company had deep relationships with each of the vendors.) The originator explained his personal and company's commitment to the specific industry and pushed to create a formalized program for each vendor. The originator has already secured two new relationships which have provided an impressive flow of business over the past sixty days. The originator expects these vendors be a significant addition to his 2023 production.
• An originator facilitated year-end meetings with his top end-users to thank them for their continuous support. During one of those meetings, an end-user described a new industry trend. The end-user plans to respond to the trend by initiating a technology upgrade over the coming eighteen months. The originator approached several other end-users to discuss the new trend and found that they too were reacting by acquiring additional technology equipment. By connecting the dots, the originator approached several new vendors and end-users to accommodate the equipment acquisitions associated with this newest trend.

Both of these examples reflect how top originators are starting 2023 by looking toward the future for opportunities in the current market.

Wheeler Business Consulting is working with individual originators and sales teams throughout the industry to ensure that they are well positioned in the market, capturing their fair share of business, and outperforming the competition. To schedule a one-on-one meeting contact Scott Wheeler at: scott@wheelerbusinessconsulting.com

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