Full Agenda

THURSDAY, SEPTEMBER 19

11:00 a.m. - 12:30 p.m. Women in Finance Luncheon
The women of leasing and commercial finance are invited to attend a special luncheon to enjoy good food and fellowship to kick off the fun and networking.
Cost: $35

1:00 p.m. - 5:00 p.m. Exhibits & Educational Sessions

1:00 p.m. - 1:40 p.m. What I Would Tell My 20-Year-Old Self
Panelists: Bob Bell, Gerry Oestreich and Larry Kendrick
Come hear industry veterans share their rich experiences and the advice they would have given their 20-year-old selves about how to navigate the commercial finance industry. This is your opportunity to avoid some pitfalls as well as learn a few tricks that will no doubt be wide-ranging, from technical issues to business strategy to personal insights to the unexpected. 

3:00 p.m. - 3:20 p.m. How to Utilize Tech to Grow Your Business
Presented by: Jaci Miller
Learn about new and free technology you may not know about that can help you grow your business.

3:40 p.m. - 4:00 p.m. Why B-/C Credit Deals Do Not Fund - And How You Can Change That!
Presented by: Stefan Whitwell
Have you ever had a C-credit approval not fund? Do you have a specific strategy to deal with “Dinner Table Risk?” In this C-credit session, we are going to look at the single biggest reason that approvals don’t get funded – and how you can fix that! The framework I will be sharing will help you increase your funding ratio and increase repeat business. It will also make the “closing” process easier and fun – through the use of specific questions that I will share with you. Brokers do a lot of work to generate apps, screen them, gather information and submit them for approval. Funders also do a lot of work to get deals approved. And it’s frustrating when approvals don’t get funded, right? Make sure you attend this session and learn how to get paid on your C-credit approvals and increase your personal income and reputation in the process.

4:20 p.m. - 4:40 p.m. How Brokers and Lenders Can Leverage Facebook
Presented by: Jantzen Fugate
Millions of dollars are being made on Facebook without spending a dime. Learn how brokers and lenders should be leveraging Facebook to connect, establish, and build an extremely profitable referral source.

5:30 p.m. - 7:30 p.m. Reception sponsored by Navitas Credit Corp.

FRIDAY, SEPTEMBER 20

8:00 a.m. - 9:00 a.m.  Breakfast sponsored by Global Financial & Leasing Services, LLC

9:00 a.m. - 12:30 p.m. Exhibits & Educational Sessions

9:00 a.m. - 9:40 a.m. Millennials - Attracting and Retaining Great Talent
Panelists: Adrian Hebig, Bradon Marshall and Brent Russell 
Learn the myths and facts of our younger generation and hear a panel discussion about finding and keeping talented millennials.

10:00 a.m. - 10:40 a.m. Upselling & Cross-Selling
Panelists: Rob Addison, Laura Estrada, Kalah Sprabeary
Cross-selling and upselling are easy ways to increase revenue yet many salespeople leave this money on the table due to lack of knowledge or skills. This session will demonstrate how to identify other product solutions that complement your existing business and how to maximize the potential with each customer by cross-selling and upselling effectively.

11:00 a.m. - 11:20 a.m. Invoice Factoring - The Solution to Your Clients' Slow Cash Flow
Presented by: Tina Cawthorn
There are many forms of accounts receivable financing - one of the most prominent is factoring. Factoring is a business financing tool that allows small businesses to convert their outstanding invoices into cash. Importantly, factoring is typically a long-term strategic source of working capital rather than a point in time transactional source of funds. Learn how factoring works, how to identify and evaluate factoring opportunities, how to sell factoring, and the benefits it can provide your clients. Typical commission structures are residual in nature - paying you for as long as the lender has the client. This can help position you as the "go to" person for all your clients' financing needs.

11:40 a.m. - 12:00 p.m. California Lenders License - The Good, The Bad, The Ugly

12:30 p.m. - 1:30 pm. Lunch & Presentation (What I Wish Brokers Knew)

2:00 p.m. - 4:00 p.m. Post Expo Boot Camps
Marketing Boot Camp
Presented by: Linda Kester

Packaging, Write-Ups & Underwriting