As the commercial equipment finance and leasing industry enters the home stretch of 2022, there is a sense of urgency by originators, vendors, and end-users to close transactions by year end. The year-end push is in full swing. Originators are working diligently, and most are poised to have another record-breaking production year. However, there is still work to be done and opportunities to be captured. Below are a few comments for the home stretch:

• Competition is fierce, but all originators are facing changes in yields and approval parameters. Don't be surprised if transactions that appear to be lost come back for funding based upon your updated approval conditions.
• Don't be apologetic for a changing market. A new equilibrium is being established and originators need to help vendors and end-users navigate the process.
• Fight hard for those transactions that you know belong in your portfolio. Quality matters, and now is the time to aggressively seek the highest quality transactions through structure, value, and excellent customer service.
• Having a strong close to 2022 is most important, but do not forget to position yourself for a stronger 2023 by continuing to prospect.
• Remain vigilant in regard to fraud.
• Enjoy the process and flaunt your expertise.

Wheeler Business Consulting is facilitating its annual survey of originators in the commercial equipment finance and leasing industry. This published survey is a valuable tool to help originators determine their ranking in the industry. The survey measures production numbers and compensations across the industry and your participation is greatly appreciated. The three- to five-minute survey can be started by clicking here.

The 2021 production and compensation survey results are available on the website (click here).

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Phone: 410-877-0428 

email: scott@wheelerbusinessconsulting.com