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Your BankerYour BankerYour Funder & Your Sales RepYour Funder & Your Sales RepYour Funder & Your Sales RepYour Funder & Your Sales Rep
Gerry Egan / NAELB Annual Conference April 15-17, 2010, Atlanta, GA
NAELB Annual Conference April 15-17, 2010, Atlanta, GA
Dual opportunitiesDual opportunities
• Money going inMoney going in• Money coming outMoney coming out
• Money going inMoney going in• Money coming outMoney coming out
NAELB Annual Conference April 15-17, 2010, Atlanta, GA
Money going inMoney going in
• Source for funding transactions you generateSource for funding transactions you generate• Source for funding transactions you generateSource for funding transactions you generate
NAELB Annual Conference April 15-17, 2010, Atlanta, GA
Money coming outMoney coming out
• Source for you to find funding for transactions they don’t Source for you to find funding for transactions they don’t wantwant
• Source for you to find funding for transactions they don’t Source for you to find funding for transactions they don’t wantwant
NAELB Annual Conference April 15-17, 2010, Atlanta, GA
You mustYou must
• Know what they wantKnow what they want• Be able to reach themBe able to reach them• Have the tools you needHave the tools you need
• AnalysisAnalysis• ReferencesReferences• Sales toolsSales tools
• Know what they wantKnow what they want• Be able to reach themBe able to reach them• Have the tools you needHave the tools you need
• AnalysisAnalysis• ReferencesReferences• Sales toolsSales tools
NAELB Annual Conference April 15-17, 2010, Atlanta, GA
Know what they wantKnow what they want
• Safety is Job 1; Job 2; Job 3; etc. Safety is Job 1; Job 2; Job 3; etc. • Bankers will trade margin for safety anytime and Bankers will trade margin for safety anytime and
ESPECIALLY now.ESPECIALLY now.• Your first approach better not be with a lease for a Your first approach better not be with a lease for a
non-bank customer.non-bank customer.• General conservatismGeneral conservatism• Regulatory scrutinyRegulatory scrutiny• Lending limitationsLending limitations
• Safety is Job 1; Job 2; Job 3; etc. Safety is Job 1; Job 2; Job 3; etc. • Bankers will trade margin for safety anytime and Bankers will trade margin for safety anytime and
ESPECIALLY now.ESPECIALLY now.• Your first approach better not be with a lease for a Your first approach better not be with a lease for a
non-bank customer.non-bank customer.• General conservatismGeneral conservatism• Regulatory scrutinyRegulatory scrutiny• Lending limitationsLending limitations
NAELB Annual Conference April 15-17, 2010, Atlanta, GA
Be able to reach themBe able to reach them
• Small banks are LOCALSmall banks are LOCAL• Relationship orientedRelationship oriented
• For lendingFor lending• For everythingFor everything
• Including pricingIncluding pricing
• Small banks are LOCALSmall banks are LOCAL• Relationship orientedRelationship oriented
• For lendingFor lending• For everythingFor everything
• Including pricingIncluding pricing
NAELB Annual Conference April 15-17, 2010, Atlanta, GA
Be able to reach themBe able to reach them
• #1 Start with who you know#1 Start with who you know• #2 Work down from top#2 Work down from top
• #1 Start with who you know#1 Start with who you know• #2 Work down from top#2 Work down from top
NAELB Annual Conference April 15-17, 2010, Atlanta, GA
Find point of introductionFind point of introduction
• Your customer listYour customer list• Your vendor listYour vendor list• Business networkingBusiness networking• Friends; etcFriends; etc• WebsiteWebsite
• Executive teamExecutive team• Board of DirectorsBoard of Directors• Advisory BoardsAdvisory Boards
• Your customer listYour customer list• Your vendor listYour vendor list• Business networkingBusiness networking• Friends; etcFriends; etc• WebsiteWebsite
• Executive teamExecutive team• Board of DirectorsBoard of Directors• Advisory BoardsAdvisory Boards
NAELB Annual Conference April 15-17, 2010, Atlanta, GA
Have the tools you needHave the tools you need
• ReferencesReferences• Sales toolsSales tools• AnalysisAnalysis• Ability to serviceAbility to service
• ReferencesReferences• Sales toolsSales tools• AnalysisAnalysis• Ability to serviceAbility to service
NAELB Annual Conference April 15-17, 2010, Atlanta, GA
• Let’s look at the two applications of thisLet’s look at the two applications of this• Let’s look at the two applications of thisLet’s look at the two applications of this
NAELB Annual Conference April 15-17, 2010, Atlanta, GA
As a lead sourceAs a lead source
• Credit limit issuesCredit limit issues• Regulation ORegulation O• Off-standards requestsOff-standards requests• Bank crisis lending limitsBank crisis lending limits• Non-performing loansNon-performing loans• Non-traditional productsNon-traditional products
• Credit limit issuesCredit limit issues• Regulation ORegulation O• Off-standards requestsOff-standards requests• Bank crisis lending limitsBank crisis lending limits• Non-performing loansNon-performing loans• Non-traditional productsNon-traditional products
NAELB Annual Conference April 15-17, 2010, Atlanta, GA
As a lead sourceAs a lead source
• Make the bank look goodMake the bank look good• 3 promises3 promises
• Make the bank look goodMake the bank look good• 3 promises3 promises
NAELB Annual Conference April 15-17, 2010, Atlanta, GA
As a funding sourceAs a funding source
• Why will customer pay more?Why will customer pay more?• Why will customer pay more?Why will customer pay more?
NAELB Annual Conference April 15-17, 2010, Atlanta, GA
A must answer questionA must answer question
NAELB Annual Conference April 15-17, 2010, Atlanta, GA
As a funding sourceAs a funding source
• Why will customer pay more?Why will customer pay more?• Why will customer pay more?Why will customer pay more?
NAELB Annual Conference April 15-17, 2010, Atlanta, GA
As a funding sourceAs a funding source
• Know the footprintKnow the footprint• Know the standardsKnow the standards
• TIBTIB• TypeType• PG; etc.PG; etc.
• Relationship potentialRelationship potential• PricingPricing
• Relationship vs. transactional pricingRelationship vs. transactional pricing• Document net yieldDocument net yield
• Know the footprintKnow the footprint• Know the standardsKnow the standards
• TIBTIB• TypeType• PG; etc.PG; etc.
• Relationship potentialRelationship potential• PricingPricing
• Relationship vs. transactional pricingRelationship vs. transactional pricing• Document net yieldDocument net yield
NAELB Annual Conference April 15-17, 2010, Atlanta, GA
Document the yieldDocument the yield
NAELB Annual Conference April 15-17, 2010, Atlanta, GA
As a funding sourceAs a funding source
• Know the footprintKnow the footprint• Know the standardsKnow the standards
• TIBTIB• TypeType• PG; etc.PG; etc.
• Relationship potentialRelationship potential• PricingPricing
• Relationship pricingRelationship pricing• Document net yieldDocument net yield
• Know the footprintKnow the footprint• Know the standardsKnow the standards
• TIBTIB• TypeType• PG; etc.PG; etc.
• Relationship potentialRelationship potential• PricingPricing
• Relationship pricingRelationship pricing• Document net yieldDocument net yield
NAELB Annual Conference April 15-17, 2010, Atlanta, GA
As a funding sourceAs a funding source
• ServicingServicing• The bank?The bank?• You?You?
• How?How?
• ServicingServicing• The bank?The bank?• You?You?
• How?How?
NAELB Annual Conference April 15-17, 2010, Atlanta, GA
As a funding sourceAs a funding source
• Not on a 1Not on a 1stst approach approach• Not on a 1Not on a 1stst approach approach
NAELB Annual Conference April 15-17, 2010, Atlanta, GA
Productive relationshipsProductive relationships
• Business we’ve seenBusiness we’ve seen• Future of your businessFuture of your business
• Business we’ve seenBusiness we’ve seen• Future of your businessFuture of your business
NAELB Annual Conference April 15-17, 2010, Atlanta, GA
Thank you!Thank you!
• Slides may be downloaded from:Slides may be downloaded from:• www.LearnLeasing.comwww.LearnLeasing.com
• Slides may be downloaded from:Slides may be downloaded from:• www.LearnLeasing.comwww.LearnLeasing.com
