Top originators in the commercial equipment finance and leasing industry are filling a void which continues to develop in the market. Many participants in the small ticket arena are advertising and offering application-only programs up to $250.0K, $500.0K, and $750.0K. However, many of these programs are not absolute. In the recent past, the approval ratios of these programs have decreased. More upper-end transactions are requiring additional information and full disclosure packages in order to obtain an approval. Several originators have claimed that when larger transactions require additional information, they just move on to another true application-only opportunity rather than taking the extra effort to gather and package a transaction. Some originators have admitted that it takes too much additional work to package a full disclosure submittal; or that they don't know how to gather, analyze, or recommend a full disclosure transaction; or that full disclosure transactions are too intimidating.

Savvy originators are capturing additional business as their competitors are shying away from opportunities that require additional information. A top producing originator explained how he pre-qualifies his clients and, whenever necessary, quickly transitions from an application-only program to a full disclosure submittal, even if the request is significantly below his company's stated application-only limit. This top originator saves his client's time by being forthright of how best to obtain an approval. This originator explained how he wants to build a complete credit profile so that he can fund multiple transactions beyond the current request. This originator fully understands his client's credit profile to provide meaningful solutions which align with the client's needs and wants. This originator's approach is consultative; it demonstrates professionalism and emphasizes his industry expertise. Most importantly, this originator increased his production numbers significantly over the past few quarters by filling a void that less savvy originators have too easily abandoned because of laziness or inability to pursue full disclosure transactions.

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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