In December 2021, Wheeler Business Consulting LLC conducted its sixth annual industry-wide compensation and production survey of originators. A total of 130 individuals participated in the survey. The sample group was made up of 29.2% bank originators, 50.0% originators from independent finance and leasing companies, and 20.8% from syndication/broker companies. The survey included 20.8% of originators with less than 5 years of experience, 11.2% of originators with 5 to 10 years of experience, and 68.0% with 10 years or more of experience. The survey consisted of 78.5% small ticket originators, 19.8% middle market originators and 1.7% large ticket originators. The survey confirmed that the commercial equipment leasing and finance industry remains a lucrative opportunity for originators. Below are detailed charts developed from the survey:
Originators' Compensation
Originator's incomes in 2021 increased from 62.8% of originators having incomes above $125.0K in 2020 to 71.9% of originators having incomes above $125.0K in 2021. Originators with incomes above $300.0K increased from 25.6% in 2020 to 30.6% in 2021.
Production also increased significantly with 60.1% of all originators funding above $10.0M in 2021 compared to 54.8% funding above $10.0M in 2020. Originators funding above $25.0M in 2021 stayed relatively flat compared to 2020 with 32.7% of surveyed originators funding above $25.0M in 2021. Lower-level productions (less productive originators) are decreasing with only 20.4% of originators funding less than $5.0M in 2021 compared to 25.7% in 2020.. For more details and 2020 production comparison charts click Here.
Originators throughout the industry are anticipating a strong 2022 and a full 93% are satisfied with their current position within the commercial equipment leasing and finance industry.
Wheeler Business Consulting appreciates the individuals who participated in the survey and looks forward to additional professionals participating in the 2022 survey.
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.
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