Your Banker Your Funder & Your Sales Rep Gerry Egan / NAELB Annual Conference April 15-17, 2010,...
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Transcript of Your Banker Your Funder & Your Sales Rep Gerry Egan / NAELB Annual Conference April 15-17, 2010,...
![Page 1: Your Banker Your Funder & Your Sales Rep Gerry Egan / NAELB Annual Conference April 15-17, 2010, Atlanta, GA.](https://reader030.fdocuments.in/reader030/viewer/2022032607/56649ec95503460f94bd68aa/html5/thumbnails/1.jpg)
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
![Page 2: Your Banker Your Funder & Your Sales Rep Gerry Egan / NAELB Annual Conference April 15-17, 2010, Atlanta, GA.](https://reader030.fdocuments.in/reader030/viewer/2022032607/56649ec95503460f94bd68aa/html5/thumbnails/2.jpg)
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
![Page 3: Your Banker Your Funder & Your Sales Rep Gerry Egan / NAELB Annual Conference April 15-17, 2010, Atlanta, GA.](https://reader030.fdocuments.in/reader030/viewer/2022032607/56649ec95503460f94bd68aa/html5/thumbnails/3.jpg)
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
![Page 4: Your Banker Your Funder & Your Sales Rep Gerry Egan / NAELB Annual Conference April 15-17, 2010, Atlanta, GA.](https://reader030.fdocuments.in/reader030/viewer/2022032607/56649ec95503460f94bd68aa/html5/thumbnails/4.jpg)
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
![Page 5: Your Banker Your Funder & Your Sales Rep Gerry Egan / NAELB Annual Conference April 15-17, 2010, Atlanta, GA.](https://reader030.fdocuments.in/reader030/viewer/2022032607/56649ec95503460f94bd68aa/html5/thumbnails/5.jpg)
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
![Page 6: Your Banker Your Funder & Your Sales Rep Gerry Egan / NAELB Annual Conference April 15-17, 2010, Atlanta, GA.](https://reader030.fdocuments.in/reader030/viewer/2022032607/56649ec95503460f94bd68aa/html5/thumbnails/6.jpg)
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
![Page 7: Your Banker Your Funder & Your Sales Rep Gerry Egan / NAELB Annual Conference April 15-17, 2010, Atlanta, GA.](https://reader030.fdocuments.in/reader030/viewer/2022032607/56649ec95503460f94bd68aa/html5/thumbnails/7.jpg)
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
![Page 8: Your Banker Your Funder & Your Sales Rep Gerry Egan / NAELB Annual Conference April 15-17, 2010, Atlanta, GA.](https://reader030.fdocuments.in/reader030/viewer/2022032607/56649ec95503460f94bd68aa/html5/thumbnails/8.jpg)
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
![Page 9: Your Banker Your Funder & Your Sales Rep Gerry Egan / NAELB Annual Conference April 15-17, 2010, Atlanta, GA.](https://reader030.fdocuments.in/reader030/viewer/2022032607/56649ec95503460f94bd68aa/html5/thumbnails/9.jpg)
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
![Page 10: Your Banker Your Funder & Your Sales Rep Gerry Egan / NAELB Annual Conference April 15-17, 2010, Atlanta, GA.](https://reader030.fdocuments.in/reader030/viewer/2022032607/56649ec95503460f94bd68aa/html5/thumbnails/10.jpg)
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
![Page 11: Your Banker Your Funder & Your Sales Rep Gerry Egan / NAELB Annual Conference April 15-17, 2010, Atlanta, GA.](https://reader030.fdocuments.in/reader030/viewer/2022032607/56649ec95503460f94bd68aa/html5/thumbnails/11.jpg)
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
![Page 12: Your Banker Your Funder & Your Sales Rep Gerry Egan / NAELB Annual Conference April 15-17, 2010, Atlanta, GA.](https://reader030.fdocuments.in/reader030/viewer/2022032607/56649ec95503460f94bd68aa/html5/thumbnails/12.jpg)
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
![Page 13: Your Banker Your Funder & Your Sales Rep Gerry Egan / NAELB Annual Conference April 15-17, 2010, Atlanta, GA.](https://reader030.fdocuments.in/reader030/viewer/2022032607/56649ec95503460f94bd68aa/html5/thumbnails/13.jpg)
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
![Page 14: Your Banker Your Funder & Your Sales Rep Gerry Egan / NAELB Annual Conference April 15-17, 2010, Atlanta, GA.](https://reader030.fdocuments.in/reader030/viewer/2022032607/56649ec95503460f94bd68aa/html5/thumbnails/14.jpg)
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?
![Page 15: Your Banker Your Funder & Your Sales Rep Gerry Egan / NAELB Annual Conference April 15-17, 2010, Atlanta, GA.](https://reader030.fdocuments.in/reader030/viewer/2022032607/56649ec95503460f94bd68aa/html5/thumbnails/15.jpg)
NAELB Annual Conference April 15-17, 2010, Atlanta, GA
A must answer questionA must answer question
![Page 16: Your Banker Your Funder & Your Sales Rep Gerry Egan / NAELB Annual Conference April 15-17, 2010, Atlanta, GA.](https://reader030.fdocuments.in/reader030/viewer/2022032607/56649ec95503460f94bd68aa/html5/thumbnails/16.jpg)
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?
![Page 17: Your Banker Your Funder & Your Sales Rep Gerry Egan / NAELB Annual Conference April 15-17, 2010, Atlanta, GA.](https://reader030.fdocuments.in/reader030/viewer/2022032607/56649ec95503460f94bd68aa/html5/thumbnails/17.jpg)
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
![Page 18: Your Banker Your Funder & Your Sales Rep Gerry Egan / NAELB Annual Conference April 15-17, 2010, Atlanta, GA.](https://reader030.fdocuments.in/reader030/viewer/2022032607/56649ec95503460f94bd68aa/html5/thumbnails/18.jpg)
NAELB Annual Conference April 15-17, 2010, Atlanta, GA
Document the yieldDocument the yield
![Page 19: Your Banker Your Funder & Your Sales Rep Gerry Egan / NAELB Annual Conference April 15-17, 2010, Atlanta, GA.](https://reader030.fdocuments.in/reader030/viewer/2022032607/56649ec95503460f94bd68aa/html5/thumbnails/19.jpg)
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
![Page 20: Your Banker Your Funder & Your Sales Rep Gerry Egan / NAELB Annual Conference April 15-17, 2010, Atlanta, GA.](https://reader030.fdocuments.in/reader030/viewer/2022032607/56649ec95503460f94bd68aa/html5/thumbnails/20.jpg)
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?
![Page 21: Your Banker Your Funder & Your Sales Rep Gerry Egan / NAELB Annual Conference April 15-17, 2010, Atlanta, GA.](https://reader030.fdocuments.in/reader030/viewer/2022032607/56649ec95503460f94bd68aa/html5/thumbnails/21.jpg)
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
![Page 22: Your Banker Your Funder & Your Sales Rep Gerry Egan / NAELB Annual Conference April 15-17, 2010, Atlanta, GA.](https://reader030.fdocuments.in/reader030/viewer/2022032607/56649ec95503460f94bd68aa/html5/thumbnails/22.jpg)
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
![Page 23: Your Banker Your Funder & Your Sales Rep Gerry Egan / NAELB Annual Conference April 15-17, 2010, Atlanta, GA.](https://reader030.fdocuments.in/reader030/viewer/2022032607/56649ec95503460f94bd68aa/html5/thumbnails/23.jpg)
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