Originators in the commercial equipment finance and leasing industry have been extremely busy for the last several years. It is always a great process to reassess your personal progress, strengths, and accomplishments. Most likely you have grown significantly over the past few years as the industry has flourished, changed, and continued its technological advancements. In order to move forward and capture your fair share of future business it is important to review your current position in the market. Below are a few exercises to help in that process: 

• List the top (five to ten) "key" accounts that you have personally developed, and still maintain over the past few years.
• What personal attributes have you developed over the last two to three years that have improved your ability to attract and win high-quality relationships?
• List specific tasks which you have assumed and completed in the last two to three years that reflect your leadership qualities both internally within your company and externally with other stakeholders.
• On a scale of 1 to 10, how satisfied are you with your production year-to-date? What do you specifically need to accomplish to enhance your production for the remainder of 2022?
• Are you comfortable with your current position in the market? Are you establishing yourself as a player in a specific niche? What needs to be accomplished to enhance your position? 
• What are you doing differently today in your prospecting efforts than you were two to three years ago? Are you satisfied with the time you currently spend prospecting? 
• What are your career goals for three to five years from today? Specifically, what are you doing currently to reach these goals?
• How are you using technology to enhance your personal efficiencies and better serve your clients? 

Survive - Thrive - Lead

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