The class is designed for new entries into the commercial finance and leasing industry and will cover the essentials for establishing a successful brokerage operation based upon industry best practices and the need to expedite personal success. The class will include, but not be limited to:
Introduction to the role and opportunity for a commercial finance broker
- The value proposition of a strong commercial finance broker
- Selling to end-users, vendors, and referral sources
- The fiduciary responsibility of a commercial finance broker (ethics)
Establishing strong, efficient relationships with the “right” funders
- Adding significant value to funders
- Protecting funding sources
- Creating sustainable, long-term relationships
Proper packaging of transactions (knowing your transactions)
- Credit 101
- Understanding leverage and liquidity
- Equipment matters
- Emphasizing strengths and mitigating weaknesses
- Presenting a meaningful recommendation
- Going beyond application-only – understanding tax returns and financial statements
Selling an approval
- Understanding different structures (financing and leasing)
- Understanding the buy rate, structure, profitability, and T-Value
- Being aggressively transparent
- Adding value to vendors and end-users
- Understanding documentation and funding processes
Building personal wealth as an origination company
- What are the opportunities
- What are the challenges
- How to set goals and expedite success