1 / 23

Your Banker

Your Banker. Gerry Egan / NAELB Annual Conference April 15-17, 2010, Atlanta, GA. Your Funder & Your Sales Rep. Dual opportunities. Money going in Money coming out. Money going in. Source for funding transactions you generate. Money coming out.

salena
Télécharger la présentation

Your Banker

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Your Banker Gerry Egan / NAELB Annual Conference April 15-17, 2010, Atlanta, GA Your Funder & Your Sales Rep

  2. Dual opportunities • Money going in • Money coming out NAELB Annual Conference April 15-17, 2010, Atlanta, GA

  3. Money going in • Source for funding transactions you generate NAELB Annual Conference April 15-17, 2010, Atlanta, GA

  4. Money coming out • Source for you to find funding for transactions they don’t want NAELB Annual Conference April 15-17, 2010, Atlanta, GA

  5. You must • Know what they want • Be able to reach them • Have the tools you need • Analysis • References • Sales tools NAELB Annual Conference April 15-17, 2010, Atlanta, GA

  6. Know what they want • Safety is Job 1; Job 2; Job 3; etc. • Bankers will trade margin for safety anytime and ESPECIALLY now. • Your first approach better not be with a lease for a non-bank customer. • General conservatism • Regulatory scrutiny • Lending limitations NAELB Annual Conference April 15-17, 2010, Atlanta, GA

  7. Be able to reach them • Small banks are LOCAL • Relationship oriented • For lending • For everything • Including pricing NAELB Annual Conference April 15-17, 2010, Atlanta, GA

  8. Be able to reach them • #1 Start with who you know • #2 Work down from top NAELB Annual Conference April 15-17, 2010, Atlanta, GA

  9. Find point of introduction • Your customer list • Your vendor list • Business networking • Friends; etc • Website • Executive team • Board of Directors • Advisory Boards NAELB Annual Conference April 15-17, 2010, Atlanta, GA

  10. Have the tools you need • References • Sales tools • Analysis • Ability to service NAELB Annual Conference April 15-17, 2010, Atlanta, GA

  11. Let’s look at the two applications of this NAELB Annual Conference April 15-17, 2010, Atlanta, GA

  12. As a lead source • Credit limit issues • Regulation O • Off-standards requests • Bank crisis lending limits • Non-performing loans • Non-traditional products NAELB Annual Conference April 15-17, 2010, Atlanta, GA

  13. As a lead source • Make the bank look good • 3 promises NAELB Annual Conference April 15-17, 2010, Atlanta, GA

  14. As a funding source • Why will customer pay more? NAELB Annual Conference April 15-17, 2010, Atlanta, GA

  15. A must answer question NAELB Annual Conference April 15-17, 2010, Atlanta, GA

  16. As a funding source • Why will customer pay more? NAELB Annual Conference April 15-17, 2010, Atlanta, GA

  17. As a funding source • Know the footprint • Know the standards • TIB • Type • PG; etc. • Relationship potential • Pricing • Relationship vs. transactional pricing • Document net yield NAELB Annual Conference April 15-17, 2010, Atlanta, GA

  18. Document the yield NAELB Annual Conference April 15-17, 2010, Atlanta, GA

  19. As a funding source • Know the footprint • Know the standards • TIB • Type • PG; etc. • Relationship potential • Pricing • Relationship pricing • Document net yield NAELB Annual Conference April 15-17, 2010, Atlanta, GA

  20. As a funding source • Servicing • The bank? • You? • How? NAELB Annual Conference April 15-17, 2010, Atlanta, GA

  21. As a funding source • Not on a 1st approach NAELB Annual Conference April 15-17, 2010, Atlanta, GA

  22. Productive relationships • Business we’ve seen • Future of your business NAELB Annual Conference April 15-17, 2010, Atlanta, GA

  23. Thank you! • Slides may be downloaded from: • www.LearnLeasing.com NAELB Annual Conference April 15-17, 2010, Atlanta, GA

More Related