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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.

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Your Banker

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  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

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