The most successful originators in the commercial equipment finance and leasing industry are constantly leveraging their transactions and relationships. For every transaction funded, they generate three to five new opportunities. Top originators are always thinking and acting outside of the box, connecting the dots, and pursuing new opportunities.
Supply chain disruptions have recently decreased vendor inventories, delayed deliveries, and cancelled transactions. Top originators are well connected with their vendors and end-users. They are fully engaged with the process and able to find opportunities by being part of a solution rather than a sideline participant. Originators are selling preapproval lines to assist buyers in reacting quickly when equipment does become available. Originators are connecting the dots and offering financing and leasing on alternative equipment to fill the gap for some end-users.
Top originators are establishing themselves as equipment experts and building reputations as primary sources of capital for multiple equipment needs within a specific sector or niche. The interconnectivity of equipment expertise, industry expertise, and solution provider is expanding top producers' network of complementors and distinguishing originators from their competition.
Challenges in the market create opportunities for those originators who are well connected and are constantly expanding their network and stakeholders.
Survive - Thrive - Lead
This "Sales Tip" is provided by Wheeler Business Consulting.
