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A 12-week sales coaching program to help you re-think, re-build and re-start your equipment leasing business.

Unprecedented pressures and changes in our business require hard thinking, tough choices and some change.  There is good news, though, for brokers who are committed to long term success and will use these times to work on their own businesses and their own sales strategies.  If you’re able and willing to adapt, you’ll be the one taking advantage of what opportunities do still exist today and be positioned for continued growth as things turn around and trend back up.

Candidly, however, trying to maintain the status quo —the old ways of doing things— is a difficult pathway down a desolate road.

Learn how to get the customers who are getting funded today and to take control of that funding.  Learn how to build powerfully effective vendor relationships that don’t depend on doing their undoable deals and maximize your time and efforts.  No tricks, no gimmicks and no deceptive tactics.  Only clear, well thought, out strategies that focus on customers that can get funded and focus on improving your sales results.

PLUS: The cost is very affordable.

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Dear Equipment Leasing Broker,

Most brokers do have a sense that what once did work isn’t working the same anymore.  They know they can’t always rely on the same funding methods …or even the same credit standards they used to use.  They’re getting incredible pressure competing for vendors and when they can get in with a vendor half or more of the time they can’t get that vendor’s customer done.  What about rates?  They’re all over the board and almost seem to be driving the customers they do find right into the hands of their local banks.

But most brokers can’t just stop what business they are doing and start something different.  They have to keep what income they do have coming in …well, coming in.  While they have done what they were taught about selling the availability of credit, they’ve never been taught how to sell the value of it, and that’s what today’s fundable customers need to see.  Now, with credit no longer easily available, their work is harder and less satisfying than it could be and most aren’t earning the income they deserve.

What I've discovered about this business is that it’s not about getting applications; it’s about getting fundable applications.  When you start building your sales plans from that, the business can be rewarding and can be profitable.

It’s easier to find transactions for the funding you’ve got than it is to find funding for the transactions you’ve got.

When you build your sales plans that way:

• Your approval and booking rates soar.
• You spend way less time working on impossible deals.
• Your marketing and operational costs go down.
• You’re no longer working for your vendors; you put them to work for you.
• You control how you fund things and can access local bank funding sources.

Before going further, let me tell you a bit about me and why I think I'm qualified to be sharing these ideas with you.  After working on the vendor side of this business, I worked for a direct writing leasing company for ten years before starting my own independent leasing broker business.  I did everything I, and everyone else, was taught and used all the traditional marketing ideas still so common in this industry.  I was successful at each step along the way, but those weren’t times like these.

One day I realized that I was working way, way harder than I’d wanted to, so I began to break all the rules and started working in a way that made sense for my business, not just for my vendors and funding sources.  It may have been beneficial to them for me to be running around qualifying everyone and, effectively, being the guy who weeded out the undoable deals, but it wasn’t beneficial to me.  It was expensive and it was grueling.  I set out, therefore, to overcome the traditional training I’d had.

I’d always been considered successful, but once I overcame the traditional equipment leasing sales training, I made money!

Enough so that my wife and I took about six years off to see this country by motor coach.  Well, we’ve done that now, and I’m too young to be fully retired, so I now devote my working time to helping other brokers develop their businesses so they can enjoy the fruits of their businesses, like I was able to do from mine.  Now, here’s the thing about this economy and what I can do to help you get through it and come out on top.

Nothing I did to build my business ever depended on having a large number of funding sources.  In the National Association of Equipment Leasing Brokers, (an organization of almost one thousand members which I strongly support and am a past-President of), the most common discussion forum postings are ‘looking for funding’ postings; I never had to post one.

I always had funding for what I sold and much of what I did I funded with one or more local banks; I will teach you how to do that.  Equally important, though, is that I took as much business away from banks as I took to them; in other words, I competed with them very effectively when I needed or wanted to!

I didn’t have to work on deals I didn’t want to, or couldn’t get done, just to satisfy a vendor, either, yet I had close working relationships with all the best vendors in my area.  And here’s another thing, I wasn’t in a top twenty-five market area at all, so I know you can do this where you are, too.

No, nothing I did in my business depended on anything that isn’t available to you today, in this current economic environment.  Instead, it depended on focusing on what business was getting done and going after that.  I’m not saying this is a great economy; I know it’s not.  But I am saying you might as well make the changes necessary in how you work to be able to work within the economy and not just be pushed out by it.

Over the years, I’ve shared many of these ideas with brokers all around the country, in articles, videos, seminars, and conventions but here’s what I’ve learned.  It takes time to process and understand the key concepts of what I know you can do to restart your business today.  I learned these things over time and I think that’s probably the best way to pass them on, too.  I did a short training for a group once and at the end they said it was like trying to drink out of a fire hose there was so much to absorb in a short time!  Besides, I know you can’t just shut down your business and change it all in one day.

So here’s what I’m introducing, my: Get Ready, Get Set, Go program.  It’s a twelve-week coaching program built around weekly teleconferences, each one presenting one key idea and giving you time to adapt it and put it to work.  If you’ll go through the whole program and begin implementing what you learn, by the end of it, you can make a significant change …and improvement… in your business.

We’ll work in small groups of no larger than ten.  That way, members of the groups can provide additional support and accountability for each other as they are restarting their businesses.  Each week we’ll meet together on a conference call to introduce the key concept for the week and there will assignments for you to do and follow up on.  There will also be periodic one-on-one calls for talking about more specifically personal applications of the ideas presented.

Not everyone’s business or goals are the same, and that’s as it should be, so much of the focus will be on each member creating their own customized sales plan.  If you’ll build your personal sales plan in the step by step way you’ll learn in this program you won’t be worried about the competition; you’ll BE the competition!

The first four weeks will focus on ideas and concepts that help you re-learn and re-imagine your business and the underlying principles you want to build your sales efforts on; that’s the Get Ready part.  The next weeks will take those ideas and begin to put them to work; that’s the Get Set part.  The final weeks will be devoted to using, tracking and perfecting the sales plans you create.  By the end of the program, each participant will have created their own, personalized sales plan, developed the skills and tools necessary to implement it, and be off and running with it.

Coaching programs like this in other industries typically run as much as three, five or even ten thousand dollars and this one probably should, too, but it won’t!

This program is priced at only $600 ...but keep reading for a more incedible offer for you, right now!

I know things are tough for leasing brokers right now and I want to help any brokers who want to help themselves.  One thing I know, though, is if there’s nothing invested there’s little to be gained.  In other words, in order to work, in order for people to commit to it and commit to putting what they learn into day to day practice, they have to have what some people refer to as ‘skin-in-the-game.’  I’ve put a lot of time into creating and preparing this program and am prepared to put in some quality follow up time but I want to know that you’re willing to put time and effort into it, too.  So here’s what I’m going to offer.

For the first group, the first ten participants, I’ll commit to the whole program for three monthly payments of $100 each!  That’s right, $300 total!  That's a full half off just for acting now and getting a head start on your competition!  Twelve weekly sales meetings, a personalized sales plan and individual follow up for less than most professionals would charge for one hour of consulting time.

For the second and third group, it's still an incredible value but it will be more than your price so you should act now and be sure to sign up for the first group if you can.

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Four Core Principles

This program is built around four core principles, which, once thoroughly understood, can open whole new ways to do business for you:

1. Funding First: It’s easier to find transactions for funding you’ve got than it is to find funding for transactions you’ve got
2. Leasing vs. Financing: The critical steps virtually everyone skips that can open up the ‘A’ credit market to you.
3. Natural Market: The truth about business-to-business sales is it’s about the people not the business.
4. Our own worst enemies: The traditional sales model as practiced in our business is the biggest obstacle to success for most people in it; change that and a whole new business opens up.

Each weekly meeting is carefully designed to build on the previous week and prepare for the next one.  Nothing requires you to abandon or give up anything you’re doing now but, once you’re really prepared, you’ll want to, believe me.  Once you see and understand how much easier selling in this business can be than this whole industry’s assumed for so long; once you see and understand how and why it’s easier to sell to top ---fundable--- credits than it is to scramble for funding for ‘less qualified’ prospects, you’ll want to and you’ll be ready for it.

This program isn’t for every broker, though.  Frankly, I know there are brokers who need and want the economy to blame for their failure to grow their businesses the way they’d hoped to; and boy, do they have the right kind of economy to blame!

I know the economy’s a mess but I’m aiming this program at those brokers who recognize that but still say to themselves, okay, this is the economy I’ve got, what do I have to do, how do I have to change, in order to do whatever I can do within it.

I know the funding environment’s a mess, too, and some brokers are content to use that to rationalize why they can’t get business done.  I can’t magically make funding appear any more than anyone else can.  But doesn’t it make more sense to do whatever it takes to focus on what businesses are likely to get funding than to chase nonexistent sources?  I’m aiming this program at brokers who are trying to figure out what kind of business is getting done and trying to figure out what they have to change about how they’re selling in order to get that kind of business and get it funded.

If you’re that kind of broker, if you’re committed to sticking to this business and searching for a way to redesign and restart your sales plan, this is the program for you.

We’ll focus on practical things you will easily learn to do.

• Selling leasing as opposed to financing
• Getting referrals from your local bank
• Using your local bank as a funding source
• How to identify the vendors you want to work with and who to avoid
• Why leasing is not a good closing tool but what it is good for
• Marketing to your strengths, not your weaknesses
• Why top ‘A’ credits need to hear from you
• Understanding and using an effective lease vs. purchase
• Getting referrals from local accountants
• Putting on a powerful vendor sales meeting
• Working with the best vendors and avoiding the worst
• How to talk to anyone about leasing
• How to get the three key pieces of information that identify a real prospect
• Doing business where you’re strongest
• Getting in front of any vendor you choose
• How to put vendors to work for you
• Local funding available in your market area
• And more…

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If you could exchange only half the time you now spend looking for funding for undoable deals and spend it on things you know you can fund, how much would that time be worth to you?  Would it be one more transaction a month, two, three?  How much commission is that?  Making that change will more than pay for itself.  Let’s get started.

Get Ready, Get Set, Go!

Got questions?  Click here for Q & A about this program...