Originators in the commercial equipment finance and leasing industry do a significant amount of their business via telephone and electronic communications. However, there is no better communication than in person. No originator should underestimate the influence of meeting with vendors and end-users face-to-face. As an industry we don't have enough in-person communications with our stakeholders. Face-to-face meetings solidify relationships, provide more value, and distinguish originators as value-added participants in an otherwise highly commoditized industry.

Technology is an essential tool in the commercial equipment finance and leasing industry. Technology provides efficiencies and convenience for both the originator and his stakeholders (vendors, end-users, and funding partners). However, originators who want to be more than transactional participants must personally engage the market. They need to attend trade shows, attend conferences, invite customers to lunch, and attend extra-curricular activities (golf, fund raisers, etc.). Successful originators treat their responsibilities as a "contact sport." They need to make contact with their stakeholders and solidify their relationships to be a successful originator.

An in-person meeting will:

• Re-energize an originator and make him more aggressive, more positive, and a more successful closer.
• Educate an originator on the newest trends in the market. Often, seeing is believing.
• Confirm relationships and allow a relationship to reach a higher level of success.
• Require originators to think outside of the box and become better communicators and presenters.

There is no substitute for an in-person meeting. Schedule your next well-planned road trip today.

Survive - Thrive - Lead

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

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Phone: 410-877-0428 

email: scott@wheelerbusinessconsulting.com