Full Agenda


(All times are in the Eastern Time Zone)

11:00 a.m. - 11:45 a.m.

COVID Economic Impact and Expected Time of Recovery
Presented by Buddy Zarbock and Doug Richters

The past year has been a roller coaster ride for everyone. Join us for a frank discussion about how the COVID-19 pandemic has impacted the commercial finance industry and the outlook for the future. 

12:00 p.m. - 12:20 p.m.

Documentation & Funding Best Practices
Presented by John Igo

Are you looking for tips and best practices for getting more deals funded? Boost your bottom line by making sure you are using all the tools available to get your deal to the top of the approval pile with your funder. Learning the types of documentation funders require and why will give you an edge over the competition.

12:30 p.m. - 12:50 p.m.

Credit Training: What Funders are Looking for in a CBR
Presented by Brad Colehour

What nuggets of information can you glean from a CBR? Credit Bureau Reports (CBR) are more than just a number if you care to dig into them and funding sources are using those nuggets to make credit decisions.  Find out what items funders are looking for when viewing personal CBR’s. Join this open discussion about the details inside a CBR and how it may help you approve or decline a transaction that normally would have gone the other way.

1:00 p.m. - 1:40 p.m.

How to Source Business Without Buying Leads
Presented by Steve Felt

It is possible to earned six figures annually while not working more than 40 hours a week and without purchasing leads. Steve Felt will share how he has done just that by conducting research and connecting with a handful of the best local referral partners using tried and true methods he has utilized for 20+ years. These methods work best for the independent broker and small shops that don't have a huge budget for social media marketing and advertising. 

1:50 p.m. - 2:20 p.m.

Sponsor Session - Quality Leasing Co.

Join the Quality Leasing Co. team for an in-depth look at how this 60+ year old story-source reviews, underwrites, and funds your B & C-credit deals. Specializing in titled vehicles, manufacturing, and heavy equipment. Quality Leasing can fund almost any commercial asset from $30K up to $3M as long as the customer profile supports the transaction. Come learn how Quality’s big-picture review process and personalized approach to each transaction set them (and in turn, you!) apart from the competition!

2:30 p.m. - 2:50 p.m.

Section 179 and Beyond
Presented by Nancy Geary

Join tax expert and CPA, Nancy Geary to learn more about current tax depreciation options available to lessors, including MACRS, bonus depreciation, and section 179. She will also address the various accelerated depreciation options, how they differ, and how to calculate them.

3:00 p.m. - 4:00 p.m.

Speed Dating

Find the perfect “match” for your clients by hearing what each of our sponsors/exhibitors have to offer. Get a jump start on who you want to schedule more time with during the exhibitor hours.

4:00 p.m. - 5:00 p.m.


Enhance your resource network by meeting funding sources and service providers for the latest business solutions. Utilize the new "Talk Now" feature in the virtual exhibit booths to have a private on-one-appointment so you can make those all-important connections.


11:00 a.m. - 11:45 a.m.

Prospecting Vendors
Presented by Stephanie Hall and Scott Wheeler

Successful vendor relationships can be a source of revenue generation and consistent deal-flow for brokers but getting and keeping vendors can be tricky. Whether you find yourself competing with direct lenders/lessors for vendor business or other brokers, this session will provide insight into how to build, grow, and manage vendor relationships for the long-term.

The session will explore:

  1. How to connect the dots between end-users and vendors
  2. How to increase your flow business through vendor relationships
  3. How to partner with your funders to win more vendor business
  4. The value that a strong broker offers every vendor

12:00 p.m. - 12:20 p.m.

Email Marketing for Small Business
Presented by Thomas Nettesheim, Constant Contact

Email marketing is an important tool for any small business but particularly those with limited time and financial resources. You don't have to be a marketing expert and you don't have to spend a lot of time and money to see results. Find out how to maximize your marketing efforts without breaking the bank by incorporating email marketing into your marketing strategy.
Topics will include:
  • Why Email Marketing - How does email marketing stack up with other marketing channels?
  • Email Marketing Best Practices - How to put your best foot forward with every email campaign you send out.
  • The Big Picture - How to incorporate email into the big picture of your marketing strategy.

12:40 p.m. - 1:00 p.m.

How I Used LinkedIn to Build My Business
Presented by Shawn Smith

Shawn Smith with Dedicated Commercial Recovery didn’t have a LinkedIn profile until 2014 and had to start from scratch. He understood it was being used in the business world but had no idea how. Now six years later he has over 8,000 connections and it has played a dramatic role in how his company has grown. Shawn will share not only what he did, but how it affected the growth and success of Dedicated. Join this session to learn more about:

• Getting started
• Connections
• Branding
• Adding Value
• Messaging
• Consistency
• Increased Sales

1:20 p.m. - 2:00 p.m.

Jump Start Your Marketing
Presented by Jill Miller and Taylor Moseley

In this 40 minute session marketing expert, Jill Miller and marketing-savvy broker, Taylor Moseley will offer insights on how to jump start your 2021 marketing efforts. Marrying the best old school marketing tactics with the efficiencies and impact of digital marketing initiatives can exponentially increase your marketing ROI. This session will cover topics such as:
  • Creating a daily marketing strategy and integrating this into your everyday business and longer term marketing goals
  • Current best practices surrounding traditional marketing initiatives (i.e., trade show, trade industry marketing, snail mail)
  • Influencer and content marketing
  • Website marketing for validation and confidence building. Your website is your digital business card and often your customers first impression - make it a good one.
  • Google My Business for high ROI on Low LOE

2:20 p.m. - 2:50 p.m.

Sponsor Session - Orange Commercial Credit
Presented by Tina Cawthorn

Orange Commercial Credit (OCC) has more than 40 years experience providing invoice factoring services to businesses in most all industries.  Factoring allows a business to extend payment terms to their customers when they sell their invoices to OCC for same day funding. Join OCC as they demonstrate how factoring will help your customers businesses grow and how you can earn on-going monthly commissions on leads resulting in new business. 

3:00 p.m. - 4:00 p.m.

Networking & Trivia

Test your 90s trivia skills as we continue to celebrate the AACFB's 30th Anniversary with a fast-paced round of trivia followed by networking time with other industry professionals. Prizes will be given to the top three trivia experts so brush up on your 90s knowledge and prepare to have fun!

4:00 p.m. - 5:00 p.m.


Enhance your resource network by meeting funding sources and service providers for the latest business solutions. Utilize the new "Talk Now" feature in the virtual exhibit booths to have a private on-one-appointment so you can make those all-important connections.


11:00 a.m. - 11:45 a.m.

Cross Selling (Leasing, PO, Real Estate, Working Capital, SBA)
Presented by Laura Estrada, Shervin Rashti, 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.

12:00 p.m. - 12:30 p.m.

Sponsor Session - TradeRiver USA
Presented by John Hollender

TradeRiver USA provides flexible Trade Finance and Purchase Order Finance solutions to growing U.S. and Canadian companies. Clients gain access to our innovative STEPS Transaction Platform to fund the entire revenue cycle; from the earliest supplier deposit through the final end-buyer accounts receivable. We offer Production Finance to help companies fill large Purchase Orders and provide PPE Funding for emergency Covid-19 supplies. We work cooperatively with Factors. TradeRiver works with A, B and C Credit level clients, provided they are experienced traders and have a strong end-buyer on the receivable side. Partners earn ongoing commission annuities for the life of the client account.  Revolving Trade Facilities range from $500,000 to $30 Million for well managed companies.

1:20 p.m. - 2:00 p.m.

Legal Panel - Broker Agreements
Presented by Ken Greene, Michael Hong, and Amanda Zeken

Does signing a broker agreement with a funding source make you nervous?  Join our panel of brokers and AACFB's legal counsel for a discussion on what to look out for in broker agreements and what language you should be asking to be included instead to protect yourself.

2:10 p.m. - 2:50 p.m.

The Next 5 Years...
Presented by Bob Rinaldi, Scott Wheeler, Myra Zomer

Think you might want to retire, sell your commercial finance business, or acquire someone else's business? This experienced panel will review what to consider and the steps that will help make your company an attractive sellable asset. 

3:00 p.m. - 4:00 p.m.

Happy Hour
Hosted by Mae Philpott and Hamilton Gilberg

Join us for a little fun as guest bartender Hamilton Gilberg demonstrates how to make some excellent signature cocktails. Then stick around for a quick round of Never Have I Ever - Finance Edition before breaking out into smaller networking groups. You are guaranteed to learn a little something and have a little fun to kick off your weekend!

Click Here for recipes for the signature cocktails.

4:00 p.m. - 5:00 p.m.


Wrap up your Friday by enhancing your resource network. Meet with funding sources and service providers for the latest business solutions. Utilize the new "Talk Now" feature in the virtual exhibit booths to have a private on-one-appointment so you can make those all-important connections.