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“It’s Leadership”---Reaction As a charter member of the National Association of Equipment
Leasing Brokers, past officer and the longest serving member of the
board of directors I experienced first hand these changes and the work
that had to be done to create a strong, expanding and worthwhile organization.
The NAELB started with nothing and with being told NO several times by some of the current directors and
officers on joining. we did not give up. This was a team effort form the President on down to see that this organization was for the brokers by
the brokers. As to comments on other associations, the olive branch was
extended to others to work together, pool resources and strive to make
our industry better. Some responded
with their own agenda and turned us down flat as is the case with the now defunct Ray Williams. All the associations now have to careful of who is joining
and why. If the need for numbers is surmount for success the general
quality of the association will suffer.
Many times individuals were allowed to join that had prison records, been
involved in fraud, misappropriations of funds, identity theft and other items that would seem inappropriate
for membership. Also, the ones who join just to get to us.
Get our mailing list, our fax numbers to solicit our business, to get brokers to send business
to brokers (some disguised as funding sources) Yes, the Leasing Industry has changed but as it were when
I was growing up, if it were not for my Grandmothers automobile, I would never
have learned to drive. Thanks for the forum, Kit. Bo Bohannon leasecap@bellsouth.net Lease Capital, Inc. -- I have read your association piece and I have enjoyed the
responses. Please allow me to
advance my comments and voice my opinion. First of all I would characterize your comments on the UAEL
"having it all" as somewhat misplaced. Without reopening old wounds I will simply say that what UAEL had
during that era was merely a façade.
The dismantling of that façade began with Jim Lahti, continued
with George Davis and simply ended with me.
As far as your characterization of certain members who have left
the UAEL and now actively work for other associations I think they may
fall into the categories that were described by Jeffrey Taylor. Many of these members simply find themselves being left behind by
the industry. The "perfect
storm" has claimed a lot of victims.
Many of them have been "swamped" by the technology
wave and other changes in the industry that undermine what little competitive
edge they thought they had. Now
many of these people find themselves trapped in an industry that they
can't leave because that technology wave has created barriers to entry
in many industries. Instead of bowing out gracefully they will choose
to swim against the current until they sink beneath the waves of the
perfect storm for the final time. Ironically enough, I recall a conversation that took place
between me and a prominent UAEL member more than 10 years ago. It was a very successful fall conference and
this individual looked out over the room and said, "Bob, the funny
thing is that half of these people are out of business and just don't
know it yet". That was sage
advice from a very experienced and respected member of that organization. That observation proved to be very astute. I would also comment on the "run up" in membership
that was experienced by associations in the mid nineties. Many of us knew that new entrants to the industry
were not there because of their commitment to the industry. They were attracted by wide open credit windows
and the volume driven philosophy that was meant to produce quick profits
and leverage the cheap money of securitization. These companies were never serious players.
Many of them were members one year and gone the next year but,
Jeff Taylor was right again when he observed that all of the association
leadership was enamored with the money that these companies were willing
to throw around and spend. President LeaseNOW, Inc. drlease@leasenow.com www.leasenow.com 1-800-321-LEASE (5327) x101 --- To Jeffrey Taylor... I guess from your comments since associations are unnecessary
that we won't be seeing you anymore at any of the meetings. Best wishes
in your career. Sincerely, Deborah J. Monosson President BOSTON FINANCIAL & EQUITY CORPORATION 20 Overland Street Boston MA 02215 617-267-2900 Tel 617-437-7601 -- To the Editor: "[Is the purpose of leasing associations] to promote
education? Nothing of importance is happening." So Jeffrey Taylor would have us believe. Let's face it: This is not the first time Mr.
Taylor has chosen to disingenuously knock those he perceives as competitors.
I have been attending meetings and conferences of the Eastern
Association of Equipment Lessors for almost twenty years, and those
of the National Association of Equipment Lease Brokers for about half
that time. In addition to all
the benefits that have been spoken to by others in yesterday's Leasing
News, I have learned things of value at every event. Those who have
been educated in the field, both professional trainers and successful
practitioners, pass along the benefits of their experience.
Of course Mr. Taylor, who claims to know everything about
selling leases (after all, he learned it in the best of books), tells
us not to maintain these memberships. His case against the associations
is as convoluted as was his vitriolic railing against a fellow sales
trainer several months ago. I am convinced that his only sales technique
is the pathetically obvious slamming of the competition. "The economy is not sinking. It's just uneven. Some
of us are doing well, while others are not." Apparently things
have turned around since the recent publication of Mr. Taylor's book,
"Selling Leases in a Tough Economy." Not satisfied with his dismissal of the value of the associations,
Mr. Taylor tries to impugn the character of the people who volunteer
their time and energy: "[The associations] cannot treat all members
equally. If you are in a death boat and sinking quickly you do not have
the time to think about everyone on the life boat. People who are dying
focus their efforts on those they need to help them make it back to
shore. And, that may not be you. Unfortunately,
they do not tell the "losers" that they are no longer wanted.
In fact, it is human nature to "use" losers and then discard
them. Heartless, but real." Executive
caliber, coherent thinking at its best. Strong letter to follow. Barry Reitman baldguy@keystoneleasing.com KEYSTONE EQUIPMENT LEASING, INC. (Disclosure: I am proud to state that I am a Board Member
of the EAEL, and an active member of the NAELB.) --- (Jeffrey Taylor, CLP, CPA, is a well-known, well-respected, trainer, lecturer, author, and has a daily newsletter that reaches 15,000 readers in
the world---he has a following in other countries. To learn more about him, here is a recent announcement regarding his book, “Selling Leasing in a Tough Economy,” and current sales training workshops: http://two.leasingnews.org/temporary/taylor.htm He also is very active in Alcohol Anonymous, publishing a
newsletter, and helping many people. If you missed the Leasing News six-month report on Leasing
Association membership with its controversy, please go to: http://www.leasingnews.org/Conscious-Top%20Stories/Leadership.htm editor).
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