Leasing News

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
Myth of the Sales Personality by Steve Chriest	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
“Types of Leases being used on the Street” by Christopher Menkin	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
“New” Ten Top Reasons to Leasing by Christopher Menkin	6/4/08
Managing and Motivating Your Sales Force By Linda P. Kester	5/21/08
“Don't Save you last Shot” by Kit Menkin	5/14/08
“Get off the telephone II ” by Kit Menkin	5/7/08
"Overcoming Discouragement" by Linda P. Kester	5/1/08
“Get off the telephone” by Kit Menkin	4/23/08
“Fast Turn around Time” by Steve Chriest	4/16/08
“When the tough get going” by Adrian Miller	4/9/08
“Lease Platform Review” Lease Platform Review---Expanded by Linda P. Kester	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
7 Steps to Exceptional Customer Service by Adrian Miller	2/27/08
Managing and Motivating Your Sales Force By: Linda P. Kester	2/20/08
"How to Beat a Sales Slump" by Adrian Miller	2/6/08
“Measure more than Revenue” by Steve Chriest	1/30/08
“Sweat the Small Stuff” by Adrian Miller	1/23/08
“Getting it done in 2008” by Adrian Miller	1/17/08
“The Art of the Soft Sell” by Adrian Miller	1/9/08
Great Opportunity to close some sales in 2007 by Christopher Menkin	12/19/07
How to end the year with more revenue--- by Adrian Miller	12/12/07
“Do You Hear What I Hear?” by Adrian Miller	12/5/07
Don't Shoot The Sales Team! by Steve Chriest	11/28/07
“Fast Turn around Time” by Steve Chriest	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
Video #2 An Effective and Effortless Incentive Plan by Gerry Egan	9/19/07
"Has your vendor ever wondered…?" by Doug Dawkins, CLP	9/12/07
Video #1 The Treasure on Top…And how to find more of it by Gerry Egan	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
“What is the best use of my time now!” by Christopher Menkin	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
"Kick the Bad Deal to the Curb/Clean up Inegrity" by Linda P. Kester	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
"Rave Reviews: NAELB Distance Learning Program" by Gerry Egan	4/18/07
#35 "The Strangest Secret" by Linda P. Kester	4/4/07
"Best time to reach a client" "Time Management" by Linda P. Kester	3/28/07
"How to Lure back Vendors" by Linda P. Kester	3/21/07
"Egan's Quick Summary Financial Form" by Gerry Egan	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
"Money isn't Everything" By Kit Menkin	01/17/07
"A New Year's resolution 1974" By Kit Menkin	01/10/07
"The Past Does Not Equal The Future" By Linda P. Kester	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
"Two eyes, two ears, one mouth" By C. Menkin	11/15/06
"Telling is not Selling" By Linda P. Kester	11/08/06
"Get Your New Reps Off To a Great Start" By Linda P. Kester	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
"Who Pays What" -Broker Commissions By Linda Kester	9/20/06
"App Only" is for "Girlie Men" By Kit Menkin	09/13/06
Ten Advantages in Leasing By Kit Menkin	09/06/06
Broker Commissions - Follow-Up Report By: Linda P. Kester	08/30/06
What is a professional sales person? By Terry Winders, CLP	08/23/06
Sales Rep' Compensation Survey By Kit Menkin	08/16/06
Broker Commissions By Linda Kester	08/9/06
Terms of Use By Terry Winders, CLP	08/2/06
Insurance: Part of Sales Presentation By Terry Winders, CLP	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
"Excerpts from his new book" Jeffrey Taylor	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
"Probing Questions for Equipment Leasing" By Terry Winders, CLP	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
Moving Up-Selling into the Middle Market by Robert Teichman, CLP	04/05/06
Vary the Lease Structure to Accommodate Customers Needs By Terry Winders, CLP	3/29/06
Managing and Motivating Your Sales Force By: Linda Kester	3/22/06
What is the correct answer to “What is my rate” By Terry Winders, CLP	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