Sales Make it Happen --- by Scott Wheeler

With over twenty-six years of leasing experience and an Executive Masters in Business Administration , Scott is an accomplished senior leasing executive with leadership qualities in marketing and operations. His extensive experience will benefit organizations looking to reach a higher level of profitability and corporate development.

Investing in Knowledge

There are many in our industry trying to establish their next step.

Asking such questions as:

• Should I continue doing what I have done in the past?
• Should I break into a new niche?
• Do I need new funding sources?
• Should I call on Vendors? Or End-Users?
• Do I need new business partners?
• Should I push harder for those lease documents to be signed or just wait?
• How many points should I put on my transactions?
• Should I expand my internal portfolio? Or my syndication desk?
• Should I go to the association meeting? Or save a few dollars and catch the next meeting?

These and many others are the questions that keep many of us up at night. Out of frustration many pick a path and just start running hard at trying to make the new path work. After a period of time, frustration sets in and a new path is tried; and the cycle continues until something either works, or we just get tired and go back to the path we followed several years ago - our old comfort zone. The path of frustration and disappointments continues to wear us down.

The best way to diminish or even eliminate this very real frustration is to build a better personal foundation of knowledge. Over the years I have found that much of the frustration that lease originators face is caused by their misunderstanding of the situation.

The individuals who have survived and even thrived in our industry have less frustration because they truly understand the situation; they know the benefits of their products; they know the real reason there clients are delaying the purchase; they know their funding sources and they understand the credit criteria; they are constantly educating themselves by being engaged in our industry; and they are willing to ask the hard questions because they truly want to know.

No matter how long we have been in the business or what experiences we have had, there is always more to learn. The more we educate ourselves in reference to the sales process , the credit process, the collection process, the equipment, the client base, the legal aspects, the industry and much more; the more we will build a foundation toward success. As a lease originator it is no longer acceptable to just know the basics. All successful originators are required to be an expert in the entire process.

There are too many in our industry who are looking at the current economic situation, through the wrong prism. Now is the time to strengthen the foundation upon which we are building our businesses. Now is the time to become engaged in every opportunity which will bring more information into the decision making process. Decisions made with knowledge will save money in the long term. Knowledge will improve your ability to make money while relieving stress.

If you have been considering studying and sitting for your CLP exam, now is the perfect time to indulge yourself in the learning process. If you have been considering joining one of the leasing associations, now is the perfect time to make an investment in your future. If you have been considering taking a night class in accounting, now is the perfect time to

enroll and commit yourself to a new task. If you need a mentor, reach out to several and build meaningful relationships built upon the exchange of ideas. Engage yourself in the industries you call upon and ask lots of questions. Attend both internal and external training classes offered throughout our industry. Become well aware of your weaknesses and strive to improve these areas first. Keep a journal of lessons learned each week and measure your accomplishments – you will be surprised at how quickly our industry is changing and how much there is to learn on a daily basis.

The most successful lease originators in 2009 and beyond will be those who have a broad depth of knowledge beyond their immediate task at hand. Clients, employers, funders, investors and subordinates will demand expertise; mediocrity will leave you in the dust as we move into the new economy. Future success is built upon a strong foundation of truth and knowledge.

Today is the best time to start reinforcing your personal leasing foundation by making a personal commitment to learning more about our industry, the clients we serve, and the correlation between leasing and our general economy. Our industry will be facing exciting new challenges in the months and years ahead and those individuals who are well positioned in the industry and are true experts will be granted many new and exciting opportunities. An investment in additional knowledge today will maximize your income potential in the future.

Please let me know your thoughts, suggestions or ideas.
scott@wheelerbusinessconsulting.com or 410-877-0428 .

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    1741-birthday of Charles Willson Peale, American portrait painter (best known for his many portraits of colonial and American Revolutionary War figures) was born at Queen Anne County, MD. His children Raphael, Rembrandt, Titian and Sarah were also artists. Died at Philadelphia , PA , Feb 22, 1827.

    1783-Peace with Britain until 1812. Through seven long years of warthe longest war the United States ever fought until Vietnam---the army under Washington remained true to the cause. But the spirit of sacrifice even among army men wasnt universal. Desertions became so common that some scheduled attacks had to be canceled for lack of men to fight them; Gelb tells of a general in the South who discovered in the midst of a major assault that the seven thousand troops under his command had dwindled to only three thousand, resulting in a disastrous rout. Its estimated that up to a third of the soldiers in the Revolutionary army deserted. Some left to return home to their families or to join their state militias, but probably most got tired of the war or were scared of dying.

    1817-the Erie Canal was authorized. When completed and open for traffic on October 26, 1825, this 360 mile wide canal connecting the waters of Lake Erie at Buffalo with the waters of the Hudson River at Albany, New York became a major transportation hub for the growth of the area.

    1817-Thomas Hopkins Gallaudet and Laurent Clerc founded the first US public school for the deaf, Connecticut Asylum for the Education and Instruction of Deaf and Dumb Persons (now the American School for the Deaf), at Hartford, CT.

    1843-birthday of Henry James, novelist and critic, born at New York, NY. Among his best-known works are The Portrait of a Lady, Washington Square and The Ambassadors. James died Feb 28, 1916, at London, England. http://classiclit.about.com/msub-hjames.htm

    1850-birthday of John Longyear, American capitalist, landowner, philanthropist, one-time mayor of Marquette, MI. Disapproving of a railway route through Marquette, he caused his home, a stone castle-like showplace, to be torn down in 1903 and moved, stone by stone and stick by stick, in more than 190 freight cars and re-erected at Brookline, MA. Born at Lansing, MI, he died May 28, 1922.

    850-First City Charter went into effect as San Francisco was incorporated as a city. During the year ended today 60,244 men and 1979 women arrived in San Francisco.

    1862 -- Thomas Wentworth Higginson receives a letter from Emily Dickinson containing four poems, which launches her "career." Only a few are published in her lifetime.

    1865 - Abraham Lincoln, 16th President of the United States of America, died at 7:22 a.m. Lincoln had been shot in the back of the head the previous evening while attending a performance of "Our American Cousin" at Fords Theatre in Washington, D.C. The assassin, John Wilkes Booth, escaped, only to be hunted down and shot to death. Lincoln was carried to a boarding house across the street from the theatre. He never regained consciousness. This was Booth second attempt, but a change in Theater plans a month earlier thwarted it. When this became known, it was thought the April 14th assassination was planned byna group. In the afternoon of the 15th, Vice-president Andrew Johnson was sworn in as 17th president of the United States. He completed Lincolns term and changed the course of reconstruction. Five days earlier, General Lee had surrendered at the Appomattox Court house, virtually ending the war. It would be eleven days later that General Joseph E. Johnson surrendered the Confederate Army of Tennessee to General Sherman near Durham Station, NC, and a few weeks later, on May 10th, Jefferson Davis was captured at Irwinville, GA, by a contingent of General James H. Wilsons cavalry, led by Lt. Col. Benjamin Pritchard.

    1869-birthday of Thomas Hart Benton, an artist whose work was indicative of the American style of painting known as Regionalism. His works of life in the Midwest and South were not always flattering to their subjects, but his style became known as a truly American style of painting. He was born at Neosho, MO, and died at Kansas City, MO, Jan 19, 1971898-birthday of trumpet player Theodore Wingie Carpenter, St. Louis, MO http://www.artcyclopedia.com/artists/benton_thomas_hart.html

    1894 Birthday of jazz/blues singer Legend Bessie Smith. She was known as the Empress of the Blues. Her voice and songs tore the heart out of her listeners as she demanded they weep, laugh, and then face life as it was dealt. Her first recording, "Downhearted Blues," sold two million copies. She was queen of all she surveyed during the 20s and early 30s but a disastrous marriage and unwise financial decisions left her impoverished. Her more than 150 records are greatness preserved and her one movie St. Louis Blues that was banned for being too realistic is part of the Museum of Modern Art movies section.
Her vocal greatness was recognized early by the great Ma Rainey who hired the 12-year-old to sing in her minstrel review. Like so many of her sister blues singers, the bottle became her refuge in a life that just didn't seem to hang together. Unlike Billie Holiday who went the same disastrous booze and drugs route, her voice continued strong. She died in 1937 after an automobile accident in Mississippi. A white hospital refused her admittance and she died on the operating table of the black hospital some miles away. http://www.blueflamecafe.com/index.html http://bluesnet.hub.org/readings/bessie.html

    1896--Birthday of May Edward Chinn - although considered one of the first Black women physicians in New York City, she was half Amerind. Her mother was a full-blood from the Chickahominy tribe. It was her mother whose respect for education drove her. Her research work led to the development of the Pap smear to detect cervical cancer. She was the first non-white woman to graduate from Bellevue Hospital. For years she was only allowed to practice medicine at Harlem hospital which necessitated her starting her own private practice. During her training she road ambulances as a paramedic, one of the first women to do so in the U.S. Chinn's father escaped slavery from a Virginia plantation at the age of11. MC continued in private practice until she was 81.

    1898--Birthday of Molly McGreethe - U.S. comedic radio actor. During the golden era of radio, she was the Molly of one of its most popular shows, Fibber McGee and Molly. She portrayed the much suffering wife married to a dreaming impractical husband. Well, it was funny on radio.

    1912- The unsinkable luxury liner Titanic on its maiden voyage from Southampton, England, to New York, NY, struck an iceberg just before midnight Apr 14, and sank at 2:27 AM, Apr 15. The Titanic had 2,224 persons aboard. Of these, more than 1,500 were lost. About 700 people were rescued from the icy waters off Newfoundland by the liner Carpathia, which reached the scene about two hours after the Titanic went down. It is reported a ship closer did not come to the rescue due to illegalities aboard. Many movies and documentaries about the monumental disaster have been filmed over the years. However, none had the exacting data gleaned by scientists from the 1986 expedition aboard "Atlantis II". Dr. Robert Ballard headed a crew and a robot named Jason in a descent to the deck of the "Titanic" aboard "Alvin", a submersible craft. They returned with information and photos that challenged and verified stories from the past. After years of studying the facts, the 1997 Academy Award-winning film, "Titanic", recreated the ship to the tiniest detail including the design on the elegant china. Although the films love story is fictitious, the true tragedy of the Titanic can now be seen by the world some eight decades later.

    1917 - Hans Conried (actor: My Friend Irma, Bus Stop, Oh! God: Book 2, Tut & Tuttle, The Monster that Challenged the World; host: Fractured Flickers TV Series and other great cartoons. Also played Uncle Tonoose in The Danny Thomas Show He was a frequent guest on the Jack Paar Tonight Show. A great influence on the humor of This Day in History written by the editor of Leasing News; died Jan 5, 1982. http://www.blockbuster.com/bb/person/details/0,7621,BIO-P+14584,00.html

    1920-birthday of Hilda Simms, American stage and film actress, born Hilda Moses at Minneapolis, MN. She joined the American Negro Theater at Harlem, NY, in 1943 and was given the title role in Anna Lucasta. When the production moved to Broadway in 1944, it became the first all-black production to be performed on Broadway without a racial theme. Simms was the creative arts director of New York State's human rights division, through which she was instrumental in bringing discrimination against black actors to public attention during the 1960s. She died at Buffalo, NY, Feb 6, 1994.

    1920 - Two security guards are killed during a mid-afternoon armed robbery of a shoe company in South Braintree, Massachusetts. Out of this rather unremarkable crime grew one of the most famous trials in American history and a landmark case in forensic crime detection.Police did manage to catch Boda's colleagues, Nicola Sacco and Bartolomeo Vanzetti, who were each carrying loaded weapons at the time of their arrest. Sacco had a .32 caliber handgun-the same type as was used to kill the security guards-and bullets from the same manufacturer as those recovered from the shooting. Vanzetti was identified as a participant in a previous robbery attempt of a different shoe company. Sacco and Vanzetti were anarchists, believing that social justice would come only through the destruction of governments.Sacco and Vanzetti were found guilty and sentenced to die. However, the ballistics issue refused to go away as Sacco and Vanzetti waited on death row. In addition, a jailhouse confession by another criminal fueled the controversy. In 1927, Massachusetts Governor A. T. Fuller ordered another inquiry to advise him on the clemency request of the two anarchists. In the meantime, there had been many scientific advances in the field of forensics. The comparison microscope was now available for new ballistics tests and proved beyond a doubt that Sacco's gun was indeed the murder weapon. A defense expert was even reported to have remarked upon seeing the new results, "Well, what do you know about that?" Sacco and Vanzetti were executed in August 1927, but even the new evidence didn't completely quell the controversy. In October 1961, and again in March 1983, new investigations were conducted into the matter, but both revealed that Sacco's revolver was indeed the one that fired the bullet and killed the security guards.

    1922-birthday of Harold Washington, Illinois legislator and Mayor of Chicago (1983-87). Born at Chicago, IL, and died there Nov 25, 1987. Harold Washington was one of the first African Americans to head a major US city. He was instrumental in tearing down Chicago's famed Democratic machine, a holdover from the many decades of domination by the Richard J. Daley administration.

    1921 - Two mile high Silver Lake, CO, received 76 inches of snow in 24 hours, the heaviest 24 hour total of record for North America. The storm left a total of 87 inches in twenty-seven and a half hours.

    1923 - Insulin became available for general use on this day. It was first discovered in 1922. Today, insulin is used daily in the treatment of diabetes. It is extracted from the pancreas of sheep, oxen and by other means, including systemization in the laboratory. Insulin, a natural and vital hormone for carbohydrate metabolism in the body, is manufactured by the pancreas. An overabundance of insulin causes insulin shock and leads to a variety of symptoms, including coma.

    1923 - Dr. Lee DeForests Phonofilm, the first sound-on-sound film, motion picture, was demonstrated for a by-invitation-only audience at the Rivoli Theatre in New York City. The guests saw "The Gavotte", a man and woman dancing to old-time music and "The Serenade", four musicians who played on wind, percussion and string instruments.

    1927 - Serge Koussevitsky directed the Boston Symphony in the first performance of Frederick Converses symphony, "Flivver Ten Million", a salute to the Tin Lizzie automobile.

    1927 - New Orleans LA was drenched with 14.01 inches of rain, which established a 24 hour rainfall record for the state.

   1927 - New Orleans LA was drenched with 14.01 inches of rain, which established a 24 hour rainfall record for the state.

   1933--Birthday of Elizabeth Montgomery - U.S. actor. Although she starred in a number of TV films, she will always be remembered for her portrayal of Samantha in the long running TV series Bewitched (1954-72) (and outliving two husbands on the show).

   1940 - Birthday of Willie (William Henry) Davis (baseball: LA Dodgers [World Series: 1963, 1965, 1966/all-star: 1971, 1973], Montreal Expos, SL Cardinals, Texas Rangers, SD Padres, California Angels)

   1940--Birthday of Ohil Lesh, born in Berkeley, California. Lesh is a bassist and a founding member of the Grateful Dead. After the band's disbanding in 1995, Lesh continued on the tradition of Grateful Dead family music with side project Phil Lesh and Friends, which pays homage to the Dead's music by playing their originals, common covers, and the songs of the members of his band, which changed consistently. Phil and Friends are viewed by many fans as the premier post-Dead band.

   1942 - Birthday of Walt Hazzard (basketball: 1964 Olympic Gold Medallist: U.S. team; LA Lakers, Seattle Supersonics, Atlanta Hawks, Buffalo Braves, Golden State Warriors; UCLA coach)

   1943 - birthday of singer Sam Mighty McClain, Monroe, L http://www.blockbuster.com/bb/person/details/0,7621,BIO-P+14584,00.html

   1945--Lionel Hampton big band, along with gust trumpet player Dizzy Gillespie, play Carnegie Hall, New York City.

   1947-Jacking Robinson became the first black American to play in the major leagues in the 20th century when he made his debut for the Brooklyn Dodgers against the Boston Braves. Robinson went 0-for 3 but scored the deciding run as the Dodgers prevailed 5-3.

   1950-Buck Rogers appears on TV. At first a radio show, "Buck Rogers" premiered on ABC with Kem Dibbs. Buck was an average American who woke up from a cave behind Niagara Falls to find himself in the year 2430. The show featured Lou Prentis as Lieutenant Wilma Deering; Harry Sothern as Dr. Huer and Harry Kingston as Black Barney Wade. Buck was later played by Robert Pastene.

   1952-Franklin National Bank, Franklin Square, NY issued the first bank credit card. Purchases were charged to the bank, which made the payments and then billed the card holders. The service was extended to its branches. The first bank credit card to gain national acceptance was the BankAmericard ( later called Visa) issued by the Bank of America, San Francisco, in 1959. There was no membership fee or service charge. Full-scale services were offered to cardholders and merchants. Mastercard, originally called Master Charge, was founded by a consortium of 77 western banks led by the Wells Fargo bank.

   1953---Top Hits I Believe - Frankie Laine Doggie in the Window - Patti Page Till I Waltz Again with You - Teresa Brewer Your Cheatin Heart - Hank Williams

   1955- The first franchised McDonalds was opened at Des Plaines, IL., by Ray Kroc, who had gotten the idea from a hamburger joint at San Bernardino, CA, run by the McDonald brothers. On opening day a hamburger was 15 cents. The Big Mac was introduced in 1968 for 49 cents; the Quarter Pounder in 1971 for 53 cents. There are more than 25,000 McDonalds in 115 countries.

   1956 - General Motors announced that the first, free piston automobile had been developed.

   1956-Mitch Miller, music director of Columbia Records, engages in a spirited debate with Allan Freed over the "potentially negative effects of Rock 'n' Roll on teenagers" on Eric Sevareid's news program on CBS-TV. Two psychiatrists also joined the discussion.

   1958-major league baseball came to California as the San Francisco Giants, transplanted from New York, The Polo Grounds, Manhattan,The Bronx, to be exact, opened the season against the Los Angeles Dodgers, formerly of Brooklyn, at San Franciscos Seals Stadium. The Giants shut out their rivals, 8-0.

   1961---Top Hits Blue Moon - The Marcels Apache - Jorgen Ingmann Dedicated to the One I Love - The Shirelles Dont Worry - Marty Robbins

   1966-Fifth-Annual San Francisco State College Folk Festival with Malvina Reynolds, Mark Spoelstra, & Richard ("Been down so long it looks like up to me") & Mimi Fariña, The Blues Project, Doc Watson & others. ~Poster artist: Michael Ferguson, From The Art of Rock.

    1966-The Rolling Stones release "Aftermath", their first LP to feature all original material.

   1967-The first mass burning of draft cards occurred as 400,000 marched in New York City opposing the Vietnam War. It was the culmination of the April 10-15 Vietnam Week featuring draft card burnings and turn-ins and anti-draft recruiter demonstrations all over the country. In NY speakers included Dr Martin Luther King, Jr., Floyd McKissick, Stokely Carmichael and Dr Benjamin Spock In San Francisco, 100,000 people marched from Second and Market to Kezar Stadium at Golden Gate Park. Vietnam veteran David Duncan gave the keynote speech.

   1967-Nancy and Frank Sinatra had the #1 song on the Billboard Hot 100, "Something Stupid", To this day, they are the only father and daughter team to have a US chart topping single. ("Unforgettable" by Natalie Cole and Nat "King" Cole reached #14 in 1991, recorded posthumously with her father.)

   1967-Birthday of Dara Torres - U.S. swimmer. Dara Torres is the only American woman to win a swimming medal at three consecutive Olympics - and then added a fourth in the 2000 Olympics at age 33.

   1969---Top Hits Aquarius/Let the Sun Shine In - The 5th Dimension Youve Made Me So Very Happy - Blood, Sweat & Tears Galveston - Glen Campbell Woman of the World (Leave My World Alone) - Loretta Lynn

    1971 - George C. Scott refused the Oscar for his Best Actor performance in "Patton" at the 43rd Annual Academy Awards ceremony at LAs Dorothy Chandler Pavilion. He had previously told reporters that he did not want the honor, saying (after the votes had been cast and tallied), It is degrading to have actors in competition with each other. Scott called the Oscar ceremony, a two-hour meat parade, a public display with contrived suspense for economic reasons. Others who did accept the golden statuette as recognition for their works that evening include: Glenda Jackson, Best Actress ("Women in Love"); Helen Hayes, Best Supporting Actress ("Airport"); John Mills, Best Supporting Actor ("Ryans Daughter"); Fred Karlin (music), Robb Royer and James Griffin (lyrics), Best Music/Song, "For All We Know" from "Lovers and Other Strangers"; and Franklin J. Schaffner, Best Director ("Patton") ... "Patton" (Frank McCarthy, producer) also received the Best Picture honors. Other notable flicks from 1970 (some Oscar winners, some not): "Five Easy Pieces", "Love Story", "MASH", "Tora! Tora! Tora!", "Diary of a Mad Housewife". http://www.infoplease.com/ipa/A0149177.html

   1972--Roberta Flack's "The First Time Ever I Saw Your Face" became an unlikely number one hit after it was featured in the Clint Eastwood film Play Misty For Me. It had been originally released as an album cut three years earlier. After Eastwood included it in his film, Atlantic Records rush released it as a single.

    1973 - The richest womens golf tournament held (to that day) was won by Mickey Wright. She won the $25,000 first prize in the Colgate-Dinah Shore Golf Classic in Palm Springs, CA.

   1974-Kidnapped heiress Patricia Hearst is filmed participating in a bank robbery, along with 8 other members of the SLA (Symbionese Liberation Army), in Sacramento, California.

   1977---Top Hits Dancing Queen - Abba Dont Give Up on Us - David Soul Dont Leave Me This Way - Thelma Houston Lucille - Kenny Rogers

   1985 - Marvelous Marvin Hagler helped Thomas the Hit Man Hearn go nighty-night a littler earlier than expected, with a third round knockout to retain the world middleweight boxing title. Some have called the fight, the greatest three rounds in boxing history.

    1985---Top Hits We are the World - USA for Africa Crazy for You - Madonna Nightshift - Commodores Honor Bound - Earl Thomas Conley

   1989-Roy Orbison had his final Top 10 single on the US chart with "You Got It", four months after he passed away. The song was written by Jeff Lynne and Tom Petty and appeared on Orbison's "Mystery Girl" album that was released posthumously.

   1990- In Living Color premiered on TV. Fox's sketch comedy series was modeled after "Saturday Night Live." The show was created by Keenen Ivory Wayans. Between skits, the Fly Girls would entertain the studio audience with hip dances (actress Rosie Perez choreographed the dances before breaking into movies). The show featured Wayans, his brothers Damon, Marlon and Shawn, his sister Kim, Tommy Davidson, David Alan Grier, T'Keyah "Crystal" Keymáh, Kelly Coffield, Kim Coles and Jim Carrey before he was Ace Ventura. Some of the most popular recurring characters were Homey, the embittered clown, the flammable Fire Marshall Bill and the effeminate movie critics of "Men on Film."

   1996 -- The rest of Jerry Garcia's ashes are scattered near the Golden Gate Bridge in San Francisco. A small portion had been scattered in the Ganges River in India 11 days ago.

   1997-in ceremonies marking the 50th anniversary of the debut of Jackie Robinson in the major leagues, Bud Selig, chairman of baseballs Executive Committee, announced that Robinsons uniform number 42 would be retired by all major league teams. Players then wearing 42 were allowed to continue to do so, but no team would ever assign 42 again.

   1998-The New York Yankees and the New York Mets each played a home game at Shea Stadium, with the Yankees defeating the Anaheim Angeles, 3-2, in the afternoon, and the Mets beating the Chicago Cubs, 2-1, at night. This unique doubleheader was occasioned by a structural accident at Yankee Stadium. a 500- pound steal beam fell from the upper deck on April 14, forcing New York City to close the park temporarily for inspection and repairs. The Yankees returned to their own home on April 25 beating the Detroit Tigers, 8-4.

   1999- Astronomers from San Francisco State University working at an observatory n Arizona announced the discovery of the first multi-planet system ever found orbiting around a star other than our own. Three planets orbit the star Upsilon Andromedae, which can be seen with the naked eye. This suggests that the Milky Way probably teems with similar planetary systems.

Stanley Cup Champions This Date
1937 Detroit Red Wings
1952 Detroit Red Wings

He pulls on a helmet, picks up the bat,
and walks to the plate, "gotta hit and that's that."
The crowd starts to yell, the game's on the line,
last inning, two outs, the score's nine to nine.
Dad yells, "Go get it," Mom wrings her hands,
coach hollers, "hit it," but alone there he stands.
Heros are made in seconds such as this,
but he's just a little boy, what if he should miss?
Years after this game's ended and he's little no more,
will he remember the outcome or even the score?
No he'll have forgotten if he was out, hit, or a run,
he'll only look back on his friends and the fun.
So cheer this boy on, alone with his fate;
help him remember with fondness this stand at the plate.
Spend your time wisely and help in his quest
to be a hitter with confidence and always his best.
And when the game's over, this boy can stand tall,
for you've helped him prepare to give it his all!