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Sales Makes It Happen

Long Term Strategy Review
Scott A. Wheeler, CLFP
3/11/23
Up-to-Date Data
by Scott Wheeler, CLFP
3/8/23
Looking Back to Learn What to Expect Tomorrow
By Scott Wheeler, CLFP
3/3/23
Key Receivers
by Steve Chriest
2/23/23
Optimism
by Scott Wheeler, CLFP
2/21/23
Fill the Void
by Scott Wheeler, CLFP
2/14/23
Larry's Legacy
by Scott A. Wheeler, CLFP
2/7/23
Long Term Strategy Review
Scott A. Wheeler, CLFP
2/2/23
Preparing for a Highly Successful 2023
By Scott Wheeler, CLFP
1/11/23
2022 Compensation and Production Survey
By Scott Wheeler
1/5/23
Cash Flow is King
by Scott Wheeler, CLFP
12/8/22
Urgency
by Scott Wheeler, CLFP
12/5/22
Your Personal Ranking
by Scott Wheeler, CLFP
11/21/22
Quality Relationships and Generating Quality Assets
By Scott Wheeler, CLFP
11/9/22
Today, Is Sales Like a Sport?
by Steve Chriest
11/4/22
Optimism Continues
by Scott Wheeler, CLFP
11/4/22
A meaningful Database
by Scott Wheeler, CLFP
11/2/22
A Meaningful Database
by Scott Wheeler, CLFP
10/26/22
Critical Thinking in Sales
By Steve Chriest
10/24/22
Working Niche Marketplaces
by Kit Menkin
10/21/22
Your Money Supply
by Scott Wheeler, CLFP
10/19/22
Rendering Top Service in Toughening Times
By Scott Wheeler, CLFP
10/17/22
Conference Objectives
by Scott Wheeler, CLFP
10/12/22
Objections We All See
by Linda Kester, 2009
10/7/22 
Positive Attitude
by Scott wheeler, CLFP
10/5/22 
Never Grab a Baby Carrot!
by Steve Chriest
10/3/22 
Integrity is an Originator's Best Asset
by Scott Wheeler
9/28/22 
Great Selling and Change Management
by Steve Chriest
9/26/22 
Evaluating a Sales Person
by Ralph Mango
9/16/22 
Increase Your Expectations
by Scott Wheeler, CLFP
9/14/22 
Finding More Success
by Scott Wheeler, CLFP
9/9/22 
My Experience in Attending Association Conferences
9/7/22 
The Last Third: Make it Happen
by Scott Wheeler, CLFP
8/31/22 
Elevating your Vendors
by Scott Wheeler, CLFP
8/24/22 
Hard Work Pays Off
by Scott Wheeler, CLFP
8/10/22 
Employee Service to Their Company
by Scott Wheeler, CLFP
8/8/22 
Summertime Success
by Scott Wheeler, CLFP
8/3/22 
Rising Interest Rate Opportunity
by Scott Wheeler, CLFP
7/27/22 
Transaction Profile
by Doug Houlahan
7/25/22 
The Salesperson Who Gets No Respect
By Dan Harkey
7/22/22 
Remote Salesman Takes Two Days Visit Operations Staff
By Scott Wheeler, CLFP
7/20/22 
Now is the Time
by Scott Wheeler, CLFP
7/15/22 
Being a Team Player
by Scott Wheeler, CLFP
7/12/22 
Originators Awesome Responsibility
by Scott Wheeler, CLFP
7/7/22 
Coaching Talent
b y Steve Chriest
7/1/22 
Your Position in Today's Financial Marketplace
by Scott Wheeler, CLFP
6/29/22 
Use UCC's to Call on Lessees After a Merger
  or Acquisition or No Longer Working with Brokers
6/24/22 
Five Attributes for Success
by Scott Wheeler, CLFP
6/22/22 
Vendor Equipment Originators Top Sales
by Scott Wheeleer, CLFP
6/15/22 
Your Personal Career Path
by Scott Wheeler, CLFP
6/8/22 
Defending Your Turf
by Scott Wheeler, CLFP
6/3/22 
Another Success Story
by Scott Wheeler, CLFP
5/25/22 
Unlimited Opportunities
by Scott Wheeler, CLFP
5/18/22 
A Simple Exercise to Increase Business
by Scott Wheeler, CLFP
5/13/22 
Yes, I meant:  “We Are Living in Exciting Times”
by Scott Wheeler, CLFP
5/9/22 
We Are Living in Exciting Times
by Scott Wheeler, CLFP
5/4/22 
Sales Talent Crisis is Here Now
by Steve Chriest
5/2 
Opportunities are Plentiful
by Scott Wheeler, CLFP
4/27/22 
Strong Vendor Relationships
by Scott Wheeler, CLFP
4/20/22 
He was Top Producer for 15 Months
by Scott Wheeler, CLFP
4/13/22 
Structure Matters
by Scott Wheeler, CLFP
4/6/22 
First Quarter Has Been Robust for Most
by Scott Wheeler, CLFP
4/4/22 
Rethinking Customer Loyalty (from the archive)
by Steve Chriest
4/1/22 
Why Not More Originators?
By Scott Wheeler, CLFP
3/29/22 
Documentation Matters
by Scott Wheeler CLFP
3/24/22 
Superior Originators
by Scott Wheeler, CLFP
3/22/22 
Fully Understanding Credit
by Scott Wheeler, CLFP
3/16/22 
Hybrid Working Remote, Trends in Leasing/Financing
by Scott Wheeler, CLFP
3/9/22 
The Fun Factor
by Scott Wheeler, CLFP
3/2/22 
Do Some Originators Resist Automation and Why
by Scott Wheeler, CLPF
2/22/22 
Cost of Capital Going Up
by Scott Wheeler, CLFP
2/7/22 
Competition
by Scott Wheeler, CLFP
2/2/22 
Perception
by Scott Wheeler, CLFP
1/28/22 
Rising Interest Rates
by Scott Wheeler, CLFP
1/20/22 
Execute in 2022
by Scott Wheeler, CLFP
1/12/22 
It may be time to ‘fire’ some vendors! Part I
Sales Makes it Happen by Gerry Egan
12/1/21 
Dedicated to Success
Scott Wheeler, CLFP
12/15/21 
A Continuous Learning Experience
Scott Wheeler, CLFP
12/10/21 
May Be Last Call for Finance Originators Survey
for Scott Wheeler, CLFP
12/8/21 
Looking Back Over Last Two Years, It's Amazing
How Much the Industry Has Accomplished
12/6/21 
A UCC Search on Your Top Clients
By Scott Wheeler, CLFP
12/1/21 
What We Have to Be Thankful for at Thanksgiving
By Scott Wheeler, CLFP
11/24/21
Broker Commissions
by Linda P. Kester (from 2007)
11/5/07 
"Rule 23"
by Steve Chriest
11/19/21
Get Ready to Sprint after Thanksgiving
By Scott Wheeler, CLFP
11/17/21
Life Balance
by Scott Wheeler, CLFP
11/15/2 
“Believe” to Make the Sale
by Scott Wheeler, CLFP
11/5/21 
What I learned at the ELFA and NEFA Conferences
Wheeler Business Consulting
11/3/21 
Time Now to Advance Your Career
by Scott Wheeler, CLFP
11/1/21 
Advancing Your Career
By Scott Wheeler, CLFP
10/27/21
Sales Make it Happen
by Steve Chriest
10/20/21
Maximize Profitability
By Scott Wheeler, CLFP
10/14/21
Advice on Firing a Sales Superstar
By Steve Chriest
10/8/21 
Confidence
by Scott Wheeler, CLFP
10/6/21 
Who Are You?
by Scott Wheeler, CLFP
10/1/21 
Are You Prepared?
by Scott Wheeler, CLFP
9/29/21 
Vendor Recourse
by Scott Wheeler, CLFP
9/15/21 
Fast Turnaround Time
By Steve Chriest
9/9/21 
Your Next Big Relationship
by Scott Wheeler, CLFP
9/9/21 
Your Next Big Relationship
by Scott Wheeler, CLFP
9/7/21 
Moving Up: Selling into the Middle Marke
By Robert Teichman, CLFP
9/7/21 
Industry Involvement
by Scott Wheeler, CLFP
9/1/21 
Use Technology, Don't Fight it
  By Scott Wheeler, CLFP
8/30/21 
Career Planning
by Scott Wheeler, CLFP
8/25/21 
Luck
by Scott Wheeler, CLFP
8/18/21 
Renewing Corporate Culture in the New Normal
By Scott Wheeler, CLFP
8/16/21 
More to Learn
by Scott Wheeler, CLFP
8/11/21 
Application - Only or Not
by Scott Wheeler, CLFP
8/4/21 
The Evolving Internet
by Linda P. Kester
6/24/09 
Pick Up the Phone
by Scott Wheeler, CLFP
7/21/21 
Summer Push
Wheeler Business Consulting
7/14/21 
Leads vs. Prospects
by Scott Wheeler, CLFP
7/8/21 
Equipment Shortage and Its Affect on Sales
By Scott Wheeler, CLFP
6/30/21 
Measure More Than Revenue
by Steve Chriest
6/28/21 
Client's Input
by Scott Wheeler, CLFP
6/24/21 
Double Down
by Scott Wheeler, CLFP
6/22/21 
Positive Attitude
by Scott Wheeler, CLFP
6/14/21 
What is your Number?
by Scott Wheeler, CLFP
6/3/21 
On the Road Again
by Scott Wheeler, CLFP
5/26/21 
Working in the Office Creates "Selling the Process"
by Scott Wheeler, CLFP
5/19/21 
Want to Hire Great Sales Reps? Start by Avoiding
the "Sales Personality" Myth
5/10/21 
Next Level of Success
by Scott Wheeler, CLFP
5/7/21 
First Quarter Report
by Scott Wheeler, CLFP
5/5/21 
Use a "Story Credit" to Close a Sale
by Christopher Menkin
5/3/21 
Quality Matters
by Scott Wheeler, CLFP
4/28/21 
Now is the Time to "Thrive"
by Scott Wheeler, CLFP
4/21/21 
Don't Hesitate
by Scott Wheeler, CLFP
4/14/21 
Exciting Times Ahead
By Scott Wheeler, CLFP
4/12/21 
What else can you do for me?
By Ken Goodman
4/8/21 
Embrace Changes
By Scott Wheeler, CLFP
4/6/21 
Top Originators Get Desired Results
by Scott Wheeler, CLFP
3/31/21 
Top Five Potential Relationships
by Scott Wheeler, CLFP
3/24/21 
Getting Vendors by Using the Back Door
by Christopher 'Kit' Menkin
3/19/21 
The Thrill of Competition
by Scott Wheeler, CLFP
3/17/21 
The Right Activities
By Scott Wheeler, CLFP
3/5/21 
Navigating a Spike
by Scott Wheeler, CLFP
3/3/21 
What Does it Take?
by Scott Wheeler, CLFP
2/24/21 
Leasing in 2021 Will Not Lose its Sizzle
by Kit Menkin
2/18/21 
Keep it Simple
by Scott Wheeler, CPA
2/16/21 
Define Your Position
by Scott Wheeler, CLFP
2/10/21 
Growth in 2021
by Scott Wheeler, CLFP
2/8/21 
Productivity
by Scott Wheeler, CLFP
2/3/21 
The Best Profession: Sales
By Steve Chriest
 
Character Matters
by Scott Wheeler, CLFP
1/19/21 
Don't Wait... Act
by Scott Wheeler, CLFP
1/13/21 
2021 Predictions for the Commercial Finance and Leasing
by Scott Wheeler, CLFP
1/7/21 
Forward with Determination!
by Scott Wheeler, CLFP
12/9/20 
Now is the time to book for your Year-End Sales Meeting
by Scott Wheeler, CLFP
12/4/20 
Value-Added
by Scott Wheeler, CLFP
12/2/20 
Top Originators Have Pricing Knowledge
by Scott Wheeler
11/10/20 
Connecting the Dots
by Scott Wheeler, CLFP
11/4/20 
Getting Back in the Game
by Scott Wheeler, CLFP
10/28/20 
Now is the Time for Originators
by Christopher Menkin
10/21/20 
Are You an Employee or CEO (in Training)?
10/7/20 
Now is the Time for Originators
by Christopher Menkin
10/5/20 
Developing Strong Leaders
by Scott Wheeler
10/2/20 
Sales Techniques
by Leasing News Readers
9/28/20 
A Little Bit of Business Will Fix
by Scott Wheeler
9/23/20 
Small and medium size businesses
by Scott Wheeler, CLFP
9/4/20 
Resetting Expectations
by Scott Wheeler, CLFP
9/2/20 
Connecting with Your Peers
by Scott Wheeler, CLFP
9/26/20 
Willingness
by Scott Wheeler, CLFP
8/19/20 
Adjusting Your Network
by Scott Wheeler, CLFP
8/12/20 
Developing Strong Leaders
By Scott Wheeler, CLFP
8/7/20 
Specific Examples
by Scott Wheeler, CLFP
8/5/20 
How Top Originator Got the Greatest Results
By Scott Wheeler, CLFP
7/15/20 
Liquidity & Leverage
by Scott Wheeler, CLFP
6/24/20 
Remember Your “Value-Added”
by Scott Wheeler, CLFP
6/17/20 
Selling In a Pandemic
by Steve Chriest
6/15/20 
162% of Quota
by Scott Wheeler, CLFP
6/10/20 
Developing Strong Leaders
By Scott Wheeler, CLFP
6/8/20 
They Need YOU!
by Scott Wheeler
6/5/20
You become what you attract
by Christopher Menkin
6/3/20 
The Best Originators Pivot
by Scott Wheeler, CLFP
5/28/20 
It's a Numbers Game
5/20/20 
Candid Comments by Industry Originators
5/13/20 
Developing Strong Leaders for the Leasing Industry
by Scott Wheeler
5/8/20 
Success Stories During Covid-19
by Scott Wheeler, CLFP
5/6/20 
Developing Strong Leaders for the Leasing Industry
by Scott Wheeler
4/29/20 
Ten Sales Points
by Anonymous
4/20/20 
Developing Strong Leaders for the Leasing Industry
By Scott Wheeler, CLFP
4/3/20 
Reset Button
by Scott Wheeler, CLFP
4/1/20 
Telemarketing
By Scott Wheeler, CLFP
3/25/20 
Professionals Don't Retreat - They Lead!
By Scott Wheeler, CLFP
3/18/20 
Competition is Fierce
by Scott Wheeler, CLFP
3/6/20 
Time to Focus
by Scott Wheeler, CLFP
3/4/20 
Research for Better Sales
by Scott Wheeler, CLFP
2/26/20 
Time Management
by Scott Wheeler, CLFP
2/20/20 
Processor/Account Manager/Hunters or All Three?
By Scott Wheeler, CLFP
2/12/20 
Fast Turnaround Time
by Steve Chriest
1/27/20 
Originator Performance Ratios
by Scott Wheeler, CLFP
1/21/20 
Career Enhancement 
by Scott Wheeler, CLFP
1/15/20 
January 2020
by Scott Wheeler, CLFP
1/3/20 
The Home Stretch
by Scott Wheeler, CLFP
12/11/19 
"Broad Shoulders" Happy Thanksgiving Message
by Scott Wheeler, CLFP
11/27/19 
Cutting Through the Noise
by Scott Wheeler, CLFP
11/20/19 
Crisis in Sales Management
by Steve Chriest
11/18/19 
The Next Generation of Top Producers
by Scott Wheeler, CLFP
11/14/19 
Building Value: Quality over Quantity
by Scott Wheeler, CLFP
11/6/19 
The Use of Lease Proposals
by Mr. Terrey Winders, CLFP
10/23/19 
Sales Makes it Happen
By a Successful Salesman
10/11/19 
The Best Understand the Credit Process
by Scott Wheeler, CLFP
10/9/19 
Perseverance
by Scott Wheeler, CLFP
10/4/19 
Does a Strong Market Create Complacency?
By Scott Wheeler, CLFP
10/2/19 
Learn to Read and Understand Financial Statements
By Steve Chriest
9/17/19 
Two Originators  -- Which Do You Want to Be?
By Scott Wheeler, CLFP
9/13/19 
Attracting Vendors by Using the Back Door
By Christopher Menkin
9/11/19 
Solid Reasons for Growing the Sales Organization for 2020
By Steve Chriest
9/9/19 
September---Be on Your Mark!
by Scott Wheeler, CLFP
9/5/19 
Recent Survey Shows Sales Success 2019
8/28/19 
Ducks in Eagle School
by Steve Chriest
8/14/19 
Career Security for Originators
by Scott Wheeler, CLFP
7/31/19 
What is your Plan?
by Scott Wheeler, CLFP
7/24/19 
How Do You Rank with Your Peers?
by Scott Wheeler
7/11/19 
Niche Marketplaces
by Mr. Terry Winders, CLFP
6/21/19 
How to Create Additional Success
by Scott Wheeler
6/12/19 
Challenges
by Scott Wheeler, CLFP
6/5/19 
Taking Control
by Scott Wheeler, CLFP
5/30/19 
Compliments from the Credit Department
by Scott Wheeler, CLFP
5/22/19 
Get Certified
by Scott Wheeler, CLFP
5/15/19 
Want to Hire Great Sales Reps? Start by Avoiding the "Sales Personality" Myth
By Steve Chriest
5/13/19 
Optimistic
by Scott Wheeler, CLFP
5/8/19 
The Lease Production Team
by Bob Teichman, CLFP
4/29/19 
On the Verge
by Scott Wheeler, CLFP
4/23/19 
Relationship Business
by Christopher Menkin
4/16/19 
Personal Strengths
By Scott Wheeler, CLFP
4/12/19 
Report Positives
By Scott Wheeler, CLFP
3/28/19 
All the Technology in the World Cannot Replace Shaking a Hand
By Scott Wheeler, CLFP
3/20/19 
The Next (Call, Meeting, Action)
by Scott Wheeler
3/11/19 
What Made this Top Salesman Successful
by Scott Wheeler
2/21/19 
Don't Shoot the Sales Team
by Steve Chriest
2/19/19 
Personalize that Credit Decision
by Scott Wheeler, CLFP
2/13/19 
“Types of Leases being used on the Street”
by Christopher Menkin
2/11/19 
Seeing Red May Help Increase Sales
by Steve Chriest
2/6/19 
Adopters of Technology
by Scott Wheeler, CLFP
1/30/19 
Competition
by Scott Wheeler, CLFP
1/15/19 
The New You in 2019
by Scott Wheeler, CLFP
1/9/19 
My Advice for 2019
by Scott Wheeler, CLFP   01/03
1/3/19 
Internal Communications
by Scott Wheeler, CLFP
12/12/18 
Your 2019 Plan
by Scott Wheeler, CLFP
12/5/18 
Rule 23  -  Everyone Has Customers
by Steve Chriest
12/3/18 
The Home Stretch
by Scott Wheeler, CLFP
11/29/18 
More Effort
by Scott Wheeler, CLFP
11/7/18 
Automation, Data, and Efficiencies are Key to Sustainability
by Scott Wheeler, CLFP
11/5/18 
Leasing in 2019 will not lose its sizzle
by Kit Menkin
10/31/18 
Build Your Sales
by Scott Wheeler, CLFP
10/24/18 
What about...
By Scott Wheeler, CLFP
10/2/18 
Believe in Yourself
By Scott Wheeler, CLFP
9/26/18 
Credit Aptitude to Create More Sales
By Scott Wheeler, CLFP 
9/19/18 
Next Steps 
By Scott Wheller, CLFP
9/12/18 
Developing Strong Leaders for the Commercial Equipment Finance and Leasing Industry
By Scott Wheeler, CLFP
9/10/18 
Integrity
By Scott Wheeler, CLFP
9/5/18 
Sales Techniques Learned
by Top Salespeople
8/27/18 
Developing Strong Leaders for the Commercial Equipment Leasing/Financing Industry
By Scott Wheeler
8/20/18 
Financial States
by Steve Chriest
8/13/18 
A Manager's Guide to Destroying Trust
By Steve Chriest
8/6/18 
Continue to Grow
by Scott Wheeler
7/30/18 
What is a professional lease salesperson?
By Terry Winders
7/25/18 
Rethinking Customer Loyalty
by Steve Chriest
7/16/18 
Developing Strong Leaders for the Commercial Equipment Leasing/Financing Industry
7/11/18 
Don't Shoot the Dog
by Steve Chriest
7/9/18 
Sell, Don't Do Processing
by Scott Wheeler
6/27/18 
Not all originators are equal
6/20/18 
The Best Profession: Sales
by Steve Chriest
6/18/18 
Summer Prospecting
by Scott Wheeler
6/13/18 
The Good Old Days
by Scott Wheeler, CLFP
5/30/18 
What Are You Doing Right
by Scott Wheeler, CLFP
5/15/18 
Leasing is Not Dead Plus Ten Reasons to Lease Equipment
3/27/18 
How Equipment Leasing Helps You Sell More
by Darryl Stroink
3/19/18 
Technology
by Scott Wheeler, CLFP
3/14/18 
Next Step Forward
by Scott Wheeler, CLFP
3/7/18 
Great Selling Can Become a Habit
by Steve Chriest
3/5/18 
"Rule 23"
by Steve Chriest
2/26/18 
Does Your Title Explain Your Job
by Scott Wheeler, CLFP
2/13/18 
Now is the Time for Sales Professionals
by Kit Menkin
2/7/18 
Rates Will Be Going Up
by Mr. Terry Winders, CLFP
2/5/18 
Salespeople Aren't Marketers!
by Steve Chriest
1/31/18 
Taxes, Used Equipment and Auctions
by Kit Menkin
1/24/18 
Fast Turn Around Time
By Steve Chriest
12/13/17 
What can you learn from GreatAmerica Financial Services?
By Christopher Menkin
12/4/17 
Broad Shoulders
by Scott Wheeler, CLFP
11/29/17 
Putting the Sales Cart in Front of the Credit Horse
By Jim Acee
11/22/17 
Talent Crisis is Here
by Chriest & Kit Menkin
11/15/17 
Sell Aggressively
by Scott Wheeler, CLFP
11/8/17 
Predicting a Salesperson's Success
by Steve Chriest
11/2/17 
5 Reasons to hire a Baby Boomer
Jim Acee
10/27/17 
Strive for Better Understanding
by Scott Wheeler, CLFP
10/4/17 
The Big One that Got Away
by Scott Wheeler, CLFP
9/27/17 
Improving Your Odds by Odds and Ends
9/20/17 
Meaningful Database
by Scott Wheeler, CLFP
9/13/17 
Activity Leads to Activity
by Scott Wheeler, CLFP
8/23/17 
Cold Calling --- Part II “Work the Plan”
By Christopher Menkin
8/2/17 
Cold Calling---Part I 
by Christopher Menkin
8/2/17 
Sales Isn't Just for the Salesperson
8/2/17 
How Do You Communicate
7/19/17 
Ten Advantages in Leasing
  by Christopher Menkin
7/12/17 
Rethinking Customer Loyalty
by Steve Chriest
6/21/17 
Advance Your Career
by Scott Wheeler, CLFP
6/16/17 
You Become What You Attract
by Kit Menkin
6/14/17 
Loving "Life"
by Scott Wheeler, CLFP
6/12/17 
10 Avoidable Mistakes Salespeople Make
by Jim Acee
6/6/17 
Tips for Working from a Home Office
by Jim Acee
5/31/17 
Showing Up
by Scott Wheeler, CLFP
5/16/17 
Transaction Profile
by Doug Houlahan, CLFP
5/3/17 
Facebook for Clients
by Kit Menkin
4/26/17 
10 Things You Can Do to Help Make Your Sales Reps Successful
By Jim Acee
4/13/17 
10 Tips to Help Your Vendor’s Sales Rep Sell Financing
by Jim Acee
4/7/17 
Tips for the New Road Warrior
 by Jim Acee
3/29/17 
10 Signs You are Headed for a Sales Slump
by Jim Acee
3/23/17 
Who Are YOU?
by Scott Wheeler, CLFP
3/1/17 
Vendor Leasing Sales reps: Tips to keep competition from stealing top dealers
by Jim Acee
3/1/17 
Cold calling tips for Leasing Sales Reps
by Jim Acee
2/24/17 
Five Things Every Sales Manager Should Know
by Jim Acee
2/15/17 
A Dozen "Do's and Don'ts" for Vendor Leasing Sales Reps
by Jim Acee
2/8/16 
Now is the Time for Brokers
by Christopher Menkin
12/21/16 
Use UCC's to Call on Lessees Whose Lessor is Gone
by Christopher Menkin
12/21/16
You Become What You Attract
by Christopher Menkin
12/14/16
Effectively Qualifying Lessees for More Efficiency, More Profitability
by Tom Martin
12/8/16
Moving Up: Selling into the Middle Market
by Robert Teichman, CLFP
11/16/16
Ending the Crisis in Sales Management
by Steve Chriest
11/10/16
Morale Buster
by Steve Chriest
11/2/16
"Rule #23"
by Steve Chriest
10/19/16
Developing Strong Leaders for the Commercial Equipment Leasing/Financing Industry
by Scott Wheeler, CLFP
10/13/16
Question: I Make More Sales by Listening, Not Talking
by Steve Chriest
9/28/16
Question: Reading Financial Statements as Loan Broker
by Steve Chriest
9/21/16
Asking the Right Question
by Steve Chriest
9/14/16
How to Overcome Vendor Working with Another Company
by Steve Chriest
8/31/16
Inside Salesman Wants to Control Sell Rate
by Steve Chriest
8/17/16
Today, is sales like a sport?
by Steve Chriest
8/12/16
Got a Question?
by Steve Chriest
8/3/16
Don't Save Your Last Shot
by Christopher Menkin
7/27/16
Learning from Millennials
by Scott Wheeler, CLFP
7/20/16
All Sales Are Complex
by Steve Chriest
7/13/16
Today's Lease Salesman Must Read Financial Statements
by Steve Chriest
6/29/16
Evaluating a Sales Person
by Ralph Mango
6/22/16
Hiring the Right Salesperson
by Steve Chriest
6/15/16
Overcoming Rejection
by Scott Wheeler, CLFP
6/8/16
Choices
by Bob Teichman, CLFP
5/18/16
How to Leverage Your Sales Efforts
by Scott Wheeler
5/18/16
Predicting a Salesperson's Success
by Steve Chriest
3/31/16
Male Brain - Female Brain
by Steve Chriest
3/9/16
Get Yourself a Warehouse Line
by Christopher Menkin
2/24/16
Myth Of The Sales Personality
by Steve Chriest
1/27/16
Stay Focused
by Scott Wheeler, CLFP
1/6/16
What are your "What's"?
Scott Wheeler, CLFP
12/16/15
Year-End Prospecting
Scott Wheeler, CLFP
12/9/15
Believe it! The Best Profession: Sales
by Steve Chriest
11/18/15
Expanding Niches
by Scott Wheeler
10/21/15
Learn to Read and Understand Financial Statements
Christopher Menkin
9/16/15
Use UCC's to Call on Lessees Whose Lessor is Gone
by Christopher Menkin
9/10/15
Now is the Time for Brokers
by Christopher Menkin
7/22/15
The New Sales Professional
By Steve Chriest
7/22/15
Accept Responsibility
Scott Wheeler
5/13/15
The Mighty Middle
By Steve Chriest
4/15/15
The Zen of Selling
By Christopher Menkin
3/12/15
Hide that Chair!
By Christopher Menkin
2/19/15
Dealing With Hidden Issues
By Steve Chriest
2/11/15
Hidden Issues
2/4/15
Don't Shoot The Dog!
1/28/15
Does Employee Behavior Portend A Rude Future?
by Steve Chriest
1/14/15
Top Three Sales Training Challenges– From A Consultant’s Perspective
by Steve Chriest
1/7/15
Moving Up-Selling into the Middle Market
by Robert Teichman, CLP
12/29/14
The Sales Talent Crisis is Here
By Steve Chriest
12/17/14
Don't Send Ducks to Eagle School!
by Steve Chriest
12/10/14
‘Tis the Season
by Robert Teichman, CLP
12/3/14
Focus On Results
By Steve Chriest
11/14/14
Anger and the 80% Rule
By Steve Chriest
9/10/14
6% of Time Spent Selling
By Steve Chriest
9/10/14
What Successful Sales Managers Do
By Mr. Terry Winders, CLP
9/17/14
Negotiate Now!
by Steve Chriest
9/10/14
Driven To Close
by Scott Wheeler
9/5/14
All Sales Are Complex
by Steve Chriest
8/29/14
Sales Isn't Just for the Salesperson
By Robert Teichman, CLP
8/27/14
Myth of the Sales Personality
by Steve Chriest
8/13/14
Can You Guess the Best Profession?
By Steve Chriest
7/30/14
Superb Listeners
by Steve Chriest
6/18/14
“Negotiate Now!”
by Steve Chriest
6/11/14
Building an Effective Sales Team
by Scott Wheeler
5/14/14
A Sure Fire Winner
by Steve Chriest
3/20/14
Lease Packaging
by Robert Teichman, CLP
2/12/14
Male Brain–Female Brain
by Steve Chriest
11/20/13
Sales Training Doesn't Work – And What To Do About It
by Steve Chriest
11/7/13
True Leases - True Challenges
by Steve Chriest
10/23/13
Rising To Your Default Level
by Steve Chriest
10/15/13
All Sales Are Complex
by Steve Chriest
10/2/13
Work on the Mighty Middle
by Steve Chriest
9/18/13
Ending the Crisis in Sales Management
by Steve Chriest
9/10/13
The Best Profession: Sales!
by Steve Chriest
8/29/13
"Don’t Shoot the Dog"
by Steve Chriest
8/21/13
Talent Crisis Looms
by Steve Chriest
8/16/13
Ducks in Eagle School
by Steve Chriest
8/13/13
Financial Statements
by Steve Chriest
8/8/13
Rule 23
by Steve Chriest
7/31/13
Anger and the 80% Rule
Steve Chriest
7/17/13
You become what you attract
Christoher Menkin
7/11/13
Building Customer Loyalty
Steve Chriest
6/26/13
Vendor Hidden Issues
By Steve Chriest
6/13/13
Rethinking Customer Loyalty
by Steve Chriest
5/15/13
Sales Managers and Coaching
by Steve Chriest
4/3/13
Expect More from Sales Professionals
by Steve Chriest
3/13/13
Predicting a Salesperson's Success
by Steve Chriest
2/21/13
Fast Turnaround Time
by Steve Chriest
2/6/13
Hiring the Right Salesperson
by Steve Chriest
2/4/13
Use UCC's to Call on Lessees Whose Lessor is Gone
by Christopher Menkin
10/3/12
Selling in a Down Economy
by Steve Chriest
1/17/12
59 Days Left
by Terry Winders, CLP
11/2/11
Ten Advantages in Leasing
by Christopher Menkin
9/14/11
Key Receivers
by Steve Chriest
6/22/11
Floating Skips
by Terry Winders, CLP
5/18/11
Getting Vendors by using the back door
by Christopher "Kit" Menkin
5/11/11
The Value of Weekly Sales Goals
by Terry Winders, CLP
4/27/11
Choices
by Bob Teichman, CLP
4/6/11
Live Calling Made Easy
by Kit Menkin
3/30/11
New Markets
by Terry Winders
3/16/11
Rising To Your Default Level
by Steve Chriest
3/9/11
Don't shoot the dog
by Steve Chriest
2/16/11
Rethinking Customer Loyalty
by Steve Chriest
2/9/11
Perception and reality
by Steve Chriest
2/2/11
Time and Management
by Steve Chriest
1/26/11
Seeing Red May Help Increase Sales
by Steve Chriest
1/20/11
Solid reasons for the growing the sales organization in 2011
by Steve Chriest
1/12/11
Fast turn around time
by Steve Chriest
12/8/10
The best profession: Sales
by Steve Chriest
12/1/10
Great Opportunity to close some sales in 2010
by Christopher Menkin
11/18/10
Thanksgiving & Sales
by Linda Kester
11/10/10
Want to End the Year With More Revenue? Here's How!
by Adrian Miller
11/3/10
Facebook for Clients
by Kit Menkin
10/20/10
Today's Lease Salesman Must Read Financial Statements
by Steve Chriest
10/6/10
Leasing has not lost its Sizzle
by Kit Menkin
9/22/10
New Top Ten Reasons to Leasing
by Kit Menkin
9/8/10
Choices
by Bob Teichman, CLP
8/26/10
IFG Broker Protection Policy
by Kit Menkin
8/18/10
Broker Protection Policy
by US Bank Manifest
8/11/10
Summer Sales---What to do
By Linda Kester
8/4/10
Where Sales Reps Really Go Wrong
by S. Anthony Iannarino
7/28/10
A Sure Fire Winner
by Steve Chriest
7/21/10
LinkedIn and Networking
by Kit Menkin
7/14/10
Myth of a Sales Personality
by Steve Chriest
6/30/10
Great Selling Can Become a Habit
by Steve Chriest
6/23/10
Songs with a sales message
by Kit Menkin
6/16/10
Salesman Pay Survey
by Kit Menkin
6/9/10
Archive 2001: Adrian Bulman Looks at our Industry
by Adrian Bulman
6/3/10
Hiring a New Sales Person, the Interview
by Odds and Ends
5/26/10
Improving Your Odds
by Scott Wheeler
5/21/10
Use UCC's to Call on Lessees Whose Lessor is Gone
by Christopher Menkin
5/12/10
Choices
by Bob Teichman, CLP
5/5/10
Beat Yesterday
by Christopher Menkin
4/28/10
Leasing Sales Tea Party
by Christopher Menkin
4/21/10
Get Yourself a Warehouse Line
by Christopher Menkin
4/7/10
Never Give Up!
By Linda Kester
3/31/10
7 Reasons to Do Business With me
by a Successful Salesman
3/24/10
Focus On Results
Steve Chriest
3/17/10
It may be time to ‘fire’ some vendors - Part II
Gerry Egan
3/10/10
It may be time to ‘fire’ some vendors - Part I
Gerry Egan
3/3/10
Listening to Zig Ziglar
Gerry Egan
2/24/10
Rethinking Customer Loyalty
Steve Chriest
2/17/10
"Me-too" players
Steve Chriest
2/10/10
Persistence wins
Jim Gibbons
2/3/10
What can you learn from GreatAmerica Leasing?
Christopher Menkin
1/27/10
Egan's Quick Summary Financial Form
Gerry Egan
1/13/10
New Top Ten Reasons to Lease
Kit Menkin
12/23/09
Overcoming discouragement
Linda P. Kester
12/16/09
Objections we all see
Linda P. Kester
12/02/09
Preparing for the Calm after the Storm
Scott Wheeler
11/18/09
The Zen of Leasing
Christopher Menkin
11/11/09
The Use of Lease Proposals
Mr. Terry Winders, CLP
11/04/09
"A Sure Fire Winner"
Steve Chriest
10/28/09
"What else can you do for me?"
Ken Goodman, CLP
10/21/09
Sales Techniques
Leasing News Readers
10/14/09
Moving Up-Selling into the Middle Market
Robert Teichman, CLP
10/07/09
What is the correct answer to "What is my rate?"
Mr. Terry Winders, CLP
10/02/09
6% of Time Spent Selling
Steve Chriest
9/24/09
Learn to Read and Understand FS
Steve Chriest
9/16/09
The Use of Lease Proposals
Mr. Terry Winders, CLP
9/02/09
Changes in the Leasing Marketplace
Christopher Menkin
8/26/09
The Best Profession: Sales
Steve Chriest
8/19/09
Direct Sales vs. Independent Broker
Christopher Menkin
8/12/09
All Sales Are Complex
Steve Chriest
8/05/09
Building Customer Loyalty
Steve Chriest
7/29/09
Ten Sales Points
Anonymous
7/22/09
"Selling In a Down Economy"
Steve Chriest
7/15/09
Delivering Results in the Second Half of 2009
Scott Wheeler
7/08/09
Taking a Look Back in Preparation for the Future
Scott Wheeler
7/01/09
"Hide the chair"
Kit Menkin
6/24/09
A Necessary Transformation
Robert Teichman, CLP
6/17/09
Taking "Only" out of "Application Only"
by Scott Wheeler
6/10/09
Looking Forward
by Scott Wheeler
6/03/09
"Sales Isn't Just for the Salesperson"
by Robert Teichman, CLP
5/20/09
"Never Give Up!"
by Linda P. Kester
5/13/09
The Eyes and Ears of the Industry
by Scott Wheeler
5/06/09
Vendor Follow-Up
by Linda P. Kester
4/29/09
Cold Calling----Part II
by Kit Menkin
4/22/09
"Investing in Knowledge"
by Scott Wheeler
4/15/09
"Shooting at the Right Target"
by Robert Teichman, CLP
4/8/09
How Should a Lease Originator Deal with FEAR?
by Scott Wheeler
4/1/09
Cold Calling---Part I
by Kit Menkin
3/25/09
Passion for Leasing Success
by Scott Wheeler
3/18/09
“Bridges Over These Troubled Waters”
by Scott Wheeler
3/11/09
“Get off the Telephone”
by Christopher Menkin
3/4/09
Effectively Qualifying Lessees
by Tom Martin
2/25/09
Want to Hire Great Sales Reps?
Start by Avoiding the "Sales Personality" Myth
by Steve Chriest
2/19/09
Lease Originators are Productive Farmers
by Scott Wheeler
2/11/09
Bridges Over These Troubled Waters
by Scott Wheeler
2/4/09
Just The Facts, Ma'am - The New Reality For Sellers
by Steve Chriest
1/28/09
Formulate a Personal Strategy
by Scott Wheeler
1/22/09
“The Evolving Internet”
by Linda P. Kester
1/14/09
“Opportunities for all Leasing Professionals”
by Scott Wheeler
1/7/09
“Sales Isn't Just for the Salesperson”
by Robert Teichman, CLP
12/24/08
“Snap Into Your Marketing Process”
by Scott A Wheeler, CLP
12/19/08
“How to Become a Better Leasing Advisor”
by Scott A Wheeler, CLP
12/17/08
“How to Become a Better Leasing Advisor”
by Scott A Wheeler, CLP
12/10/08
“Four Easy Steps… Improve Your Sales Volume
by Scott A Wheeler, CLP
12/3/08
“Thanksgiving & Sales”
by Linda P. Kester
11/19/08
The Smart Leasing Professional Will Flourish in 2009 and Beyond
by Scott A Wheeler, CLP
11/6/08
Want to End the Year With More Revenue?
by Adrian Miller
10/29/08
“Listening in a Forest ”
by Steve Chriest
10/22/08
“Lease Platform Review”
by Linda P. Kester
10/15/08

“Get yourself a Warehouse Line”
by Christopher Menkin

10/8/08
“A few good salesmen”
by Steve Chriest
10/1/08
9/17/08
“Don't Bother Me!”
by Steve Chriest
9/10/08
“Your Unique Selling Position”
by Linda P. Kester
also Meet Linda Kester in Costa Mesa!
8/27/08
“Four Tips for Prospecting in a Shaky Economy”
by Linda P. Kester
Two New Books also Available
8/13/08
"The Receptionist"
by Charlie Lester
7/30/08
7/23/08
"Moving Up-Selling into the Middle Market"
by Robert Teichman, CLP
7/16/08
“When Leasing Gets Tough”
by Adrian Miller
7/9/08
"Summer Sales---What to do"
By Linda Kester
6/25/08
“That's Why I am Here”
By Linda P. Kester
6/11/08
6/4/08
5/21/08
5/14/08
5/7/08
"Overcoming Discouragement"
by Linda P. Kester
5/1/08
4/23/08
4/16/08
4/9/08
4/2/08
“Are you Easy?”
by Adrian Miller
3/28/08
“Surviving a Recession”
by Linda P. Kester
3/19/08
Everything I learned about training
I learned in Kindergarten
by Adrian Miller
3/13/08
“Never Give Up”
by Linda P. Kester
3/5/08
2/27/08
2/20/08
2/6/08
1/30/08
1/23/08
1/17/08
1/9/08
12/19/07
12/12/07
12/5/07
11/28/07
11/21/07

Broker Commissions - Follow-Up Report
By: Linda P. Kester

11/14/07
“Purchase Orders”
by Doug Dawkins, CLP
11/07/07
Video #4
Selling Approvals Over Rates
by Gerry Egan:
10/17/07
Sales Makes it Happen by Linda P. Kester
Finding Your Niche
10/10/07
Video #3
Three Skills For Success
by Gerry Egan
10/3/07
Sales Make it Happen by Jeffrey Taylor, CLP
Excerpt from New Book
9/26/07
9/19/07
9/12/07
9/5/07

“The use of Lease Proposals”
by Mr. Terry Winders, CLP

8/22/07
“Objections we all see”
by Linda P. Kester
8/15/07
8/8/07
“Now is the Time for Brokers"
by Christopher Menkin
8/1/07
"Be an Idea Dispenser"
by Linda P. Kester
7/25/07
"Time and Management"
by Steve Chriest
7/18/07

"The New Sales Professional"
by Steve Chriest

7/11/07
"Morale Busters"
by Steve Chriest
6/27/07
"You become who you attract"
by Christopher "Kit" Menkin"
6/20/07
“The Best Deal”
by Christopher “Kit” Menkin
6/13/07

"Presentations to Civic Clubs"
by Linda P. Kester

6/6/07
"Tips for your Vendor"
by Linda P. Kseter
5/30/07
"Wiki"
by Linda P. Kester
5/23/07
5/16/07
"Unique Selling Position"
by Linda P. Kester
5/9/07
"That's why I'm here"
by Linda Kester
5/2/07
"Advice from Vendors"
by Linda P. Kester
4/25/07
4/18/07
#35 "The Strangest Secret"
by Linda P. Kester
4/4/07
3/28/07
"How to Lure back Vendors"
by Linda P. Kester
3/21/07
3/14/07
"Structuring the Deal"
by Christopher Menkin
3/7/07
"Leave a Message"
by Linda Kester
2/28/07
"Slow Down"
by Linda P. Kester
2/14/07
"Marketing Attitude"
By Linda P. Kester
2/7/07
"The Lease Production Team"
By Bob Teichman, CLP
1/31/07
01/17/07
01/10/07
01/03/07
"Prospecting is like Football"
By Linda P. Kester
12/27/06
"Send three letters"
By Linda P. Kester
12/20/06
"Professional Associations"
By Linda P. Kester
12/13/06
"Bad Calling Times"
By Linda P. Kester
12/06/06
Go for It!
By Linda P. Kester
11/29/06
“Operating Leases
—A Broker’s Forgotten Friend”
By Reg Lindholm
11/22/06
11/15/06
"Telling is not Selling"
By Linda P. Kester
11/08/06
11/01/06
"Communications"
By Linda P. Kester
10/25/06
"Questions and Answers"
By Linda P. Kester
10/18/06
"Equipment Lease Asumptions"
By Christopher Menkin
10/11/06
"Second Most Asked Question"
By Chistopher Menkin
10/04/06
"Tis the Season"
By Robert Teichman, CLP
09/27/06
9/20/06
09/13/06
09/06/06

Broker Commissions - Follow-Up Report
By: Linda P. Kester

08/30/06
08/23/06
08/16/06
Broker Commissions
By Linda Kester
08/9/06
Terms of Use
By Terry Winders, CLP
08/2/06
07/19/06
Use a Tiered Approach
by L.P. Kester
07/12/06

Depends on which corner your view is coming from...
by Terry Winders, CLP

07/05/06

A Critical Sales Tool Too Often Ignored
By Gerry Egan

06/28/06
Never Give Up
by Linda P. Kester
06/21/06
6% of Time Spent Selling
by Steve Chriest
06/14/06
Financing/Leasing Alternatives
by Terry Winders, CLP
06/07/06
05/31/06
The B-Shield
by Linda P. Kester
05/24/06
Personal Guarantees
by Terry Winders, CLP
05/17/06
Continuous Partial Attention
by Linda P. Kester
05/10/06
P MAP: Personal Marketing Action Plan
from the late Mike Graneri "Top Gun" Newsletter, as printed in January, 2002, Leasing News
05/05/06
05/03/06
Lease Packaging
by Robert Teichman, CLP
04/26/06

"What else can you do for me?"
by Ken Goodman, CLP

04/19/06

"Information Under Load"
by Linda P. Kester

04/12/06
04/05/06
3/29/06
3/22/06
03/15/06

The Use of Lease Proposals
By Terry Winders, CLP

03/07/06

CHOICES
by Bob Teichman, CLP

03/01/06

OBJECTIONS WE ALL SEE
By: Linda P. Kester

02/22/06

Sales Isn't Just for the Salesperson
by Robert Teichman, CLP

02/15/06

Lessees, Lessor's Not on the Same Wavelength
By Terry Winders, CLP

02/08/06
Transaction Profile
by Doug Houlihan
02/01/06

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