Most participants in the commercial equipment leasing and finance industry are having a record production year and are preparing for market changes in 2023. With rising interest rates and tightening credit criteria, new equilibriums are being established throughout the industry. Top sales teams and individual originators are embracing the transition and flaunting their expertise and capabilities to offer more than their competition. During a market transition, the disparity between an average originator and a top producing originator usually widens - the Delta is defined by three major attributes:

1. Financial literacy
2. Pricing and structure capabilities
3. Credit underwriting understanding

Wheeler Business Consulting has been working with sales teams to improve all three attributes. Top originators are more than order takers. They are advisors who can pre-qualify leads, address liquidity and leverage challenges, and sell cash flow solutions to high quality end-users. Top originators create opportunities by fully comprehending their products, capabilities, and the benefits of offering unique structures to meet the specific cash flow requirements of each client.

Wheeler Business Consulting is facilitating on-site training for its clients to enhance the ability of each originator to maximize production and to outperform the competition. Changing economic conditions require well-trained, educated originators who are confident and aggressive financial advisors. 

Wheeler Business Consulting works with banks, independents, captives, origination companies, and investors in the equipment leasing and finance arena. We provide training, strategic planning, and acquisition services. Scott Wheeler is available to discuss your long-term strategy, to assist your staff to maximize outcomes, and to better position your organization in the market.

 Comments, questions and suggestions are welcome. 

Phone: 410-877-0428 

email: scott@wheelerbusinessconsulting.com