One of the primary reasons that originators enter the commercial equipment finance and leasing industry is to capture unlimited opportunities. A primary reason that originators stay and thrive in the industry is that they recognize the unlimited opportunities which exist and can be captured on a daily basis.

Why don't all originators perform at the highest level and why do some originators leave the industry when there are unlimited opportunities?

Unlimited opportunities create a challenge for every originator: Where do I focus my time today when there are so many different opportunities to find, win, and fund? How do I make sure that I do not miss an opportunity over here while I am spending time over there? Opportunities in the commercial equipment finance and leasing industry are so vast that some originators do not know where to place their efforts to gain the greatest returns.

The number one question that I hear from originators is: What industry, equipment, and/or niche should I pursue, because it has the most potential for success?

My answer is always the same. It does not matter what niche you choose; however, you need to choose something and commit all of your efforts to that selected industry, channel, equipment type, and/or niche. Furthermore, since it does not matter, select a focus that interests you, one that you have a passion to learn more about, one that your personality naturally meshes with the professionals who participate in that selected niche. Do not pick a niche because someone told you it was the easiest; choose a niche because it will challenge you, it will excite you, and will enhance your ability to thrive and be a leader in the industry. The objective is not to be a "jack of all trades and master of none." The objective is to master something and be a player in a chosen niche.

It is my observation that the most successful and sustainable originators focus all their efforts into a specific industry, equipment type, channel, and/or niche which they have purposely chosen. Their chosen focus aligns with their personality and passion. A well-defined focus allows top originators to expand their personal ability to succeed, become a player, and position themselves as a leader in the commercial equipment finance and leasing industry.

Survive - Thrive - Lead

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

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Phone: 410-877-0428 

email: scott@wheelerbusinessconsulting.com