Reviews of NAELB’s Distance Learning video Getting Good Credit Information The First Time:
This training was fabulous. I did learn in 30 minutes what could take a decade to learn. It really helps that Gerry makes everything sound interesting.
*****
Thank you Gerry, The information you provided was very consise and to the point. You have wonderfully delivered the necessary information in your presentation that would take years to gather on our own. I was trying to take notes as I watched but will watch the video again. Thanks for the video!
*****
I have been in business for 1 year and this presentation shows me that I have not been using my time wisely because I am often going back to get the information from the buyer compelete the information necessary to the underwriter.
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I've used much the same approach over the years but not as well planned. It is an excellent reminder to always be prepared and aware of your most valuable asset, your time.
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Thanks for making this available - In reviewing, the form provides quick overview of an applicant for an indirect buyer like myself. Thanks again.
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I really liked the video because the strategies you presented can easily be put into real world practice. I appreciate the way you break down complex concepts, and give the "why it works" examples to back it up. Learning from your extensive industry experience will make my job easier, and help me make more money.
*****
Gerry does a great job of staying focused on the items that have the largest impact to this credit process
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Gerry, I’m one old salt who isn’t too old to learn and I picked up another nugget from you today.
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Thanks, Gerry. NAELB members are fortunate to have your incredible generosity available.
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All of Gerry’s NAELB Distance Learning videos have been helpful. I find this one interesting because it relates to a consultative or coaching method of sales, in which the sales person is helping the customer to discover his own answers - than simply having a list of objections and rebuttals.
*****
very informative and makes one think about what he is doing right or wrong. There are so many informative points made that one veiwing is not enough to grasp the information provided. Thank You.
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Thanks for making this available - In reviewing, the form provides quick overview of an applicant for an indirect buyer like myself. Thanks again.
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Am an avid reader of Leasing News , (notwithstanding I am in the Canadian marketplace ) and caught your article and video . The video re getting good credit info, etc, was one of the best things I have ever seen . You certainly didnt invent anything new, but the presentation, the psychology of the customer discussions etc was really just incredibly dead on . I am sure every Credit Mgr who reads it thought it was great, and I passed it around also , and got only good comments .
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Again, a great job! and triple thanks to Leasing News for doing such a great job of disseminating this type of industry info.
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Great!
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I work on most of the middle market financial deals, and I have some accounting knowledge, but no experience.
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I believe your form will help make the process of gathering the correct information and analyzing it much easier.
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Thank you for sharing this.
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Thank you Gerry, As always, you provide needed information to those of us with less experience than you. Thanks for sharing!
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well done we will use it often
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Keep up the good work in raising the level of expertise of leasing professionals. Your Quick Summary is very good.
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Good Morning Gerry…..Just reviewed the Quick Summary form. I think it hits all the pertinent points and gives the sales rep a track to develop the sales conversation. Thanks for sharing this very helpful sales tool.
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Your offer/gesture of sharing this tool is clear evidence of the location of your heart.
The willingness to assist others in our field of endeavor sets those who "practice what they preach" apart from those who are just going through the motions and lack the character of their convictions.
Well done!
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Excellent as usual
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I don't know if this e-mail will take a "minue" to compose (spelling error in tutorial). Excellent form and good selling too. A good reality check.
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Looks great Gerry.--you should sell this idea to small and medium size banks who are still stuck with poor forms that don't analyze for the customer as well as the lender. Makes TD or adding PG much simpler.
Even though I can't use it now I wish I had it in my former life
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Gerry, I just had to thank you for this further example of your sharing mentality. I will be suggesting it to our brokers who nned it and don’t know it.
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I want to thank you for the very informative video. I work with new brokers every day, most who have gone through VERY expensive training courses, and they are still just lost. I'd like to be able to send them to your website while it is still available for non-members. As an employee of a funding source, I dont have the time, nor is it my job, to help these people learn how to do their part as brokers. Your tools help quite a bit. So does NAELB, which is where I send them all for guidance.
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Very well done. Thank you.
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Excellent tool - very simple, straight forward
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Thank you Gerry, for your many years of service and education in the leasing industry. Valuable tool that I will use on every full disclosure transaction.
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I wish I had this about 20 years ago. I especially liked the demo tool that walked you thru the sheet. I'm constantly amazed at what can be done with computers and the internet.
Great Quick Summary form! Thanks for all your support of the NAELB
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Presentation definitely reflects the experience and knowledge of presenter. Would be helpful to show Sales Tools or Sales Aids when addressing them in the presentation. Also, the presentation seemed a little long and drawn out. Otherwise, a very good training program.
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Great form! This is a nicely laid out form. It makes it easy to include the pertinent information and not forget anything. I will use this in future deals!
Thanks!
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This was very informative and will help me be better prepared.
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Outstanding. I have been working with financial statement transactions for over 15 years so I’m pretty good at knowing what to look for. Your form makes for a clean, simple document to include in any credit package to a credit officer – leading to enhanced approvals. Also, your powerpoint/flash program for explaining this does exactly what you say – it leads the prospect to understanding why you are asking these important questions.
Finally, is there a way I can get a copy of your flash presentation as well?
*****
The presenter, as always, was Top Drawer! Thank you so much Gerry.
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I loved the content. I would be great do be able to write down or have a down load of the questions that we are taught to ask in this training.
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I downloaded your form and want to thank you for producing it. I have been in the Commercial Finance business for many years and have used a very similar form.
When reviewing information with a customer, I always felt that if I got the required information from the customer, and gave it to the credit people I was half way home. Making the information available and easy to transfer to credit documentation seemed to speed up the process.
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thank you for sharing with us all...I've been at this since 1975 and it is always a pleasure to learn from others, especially the guru's! You are very generous to the leasing community, so often, and it is much appreciated!
I will share this with our sales staff and use it as well....it can only make me better at what I do....sell Money!
*****
Gerry, I have reviewed the Quick Summary form you have graciously shared with readers of Leasing News. …I started my leasing career with a major Lessor in 1979 as a credit analyst before moving into sales and it is my experience as an analyst that has been the primary reason for my success. Over the years, I have employed the same process your form promotes and would encourage all sales personnel to seriously consider making this form a part of their sales process. From my experience in credit underwriting and in sales management I have found that credit underwriters are much more receptive to transactions with such an overview attached. Not only does it show to them you have an understanding of the transaction but more than likely you have saved them valuable time in reaching a fair and equitable decision for all concerned. After all, a good underwriting decision should be one that is workable for all parties with a reason understanding the investment decision will be a positive experience for the investor. Thanks for all of the effort you have put forth in developing educational tools for our industry and more importantly for the willingness to share your experiences with others, which greatly benefits not only individual growth but promotes ethics within our industry as well.
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good overview
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Thank you for providing this information in such a simple, easy to understand format. Definitely see how this can be beneficial in the process.
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great topic-with very direct and easy to implement instructions
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Would like to get more information on how the key Metrics hidden in a financial document will alert to possible red Flags
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Thank you for sharing this!
This seems like a really cool tool, but I am not sure when to use it:
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Normally when I need financial statements, I just ask the customer to send them, and then I send them on to the fundor.
It seems though, that you are doing something much more involved (and, no doubt, more effective).
Am I guessing correctly, that you obtain the statements and then call the customer to discuss them?
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Being new to the equipment leasing industry, I have appreciated and benefited from your various training videos, both on the NAELB website and the Pawnee website.
We do not currently do leases requiring full financial packages; but when that time comes, I'm excited to already have a tool to help make the process run more smoothly.
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Thanks for your contributions to both new and seasoned leasing professionals!
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Excellent
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great job
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Very good information
Good stuff. Open my eyes to what I was doing that didn't work and how to change it. Thanks for taking the time to make the lessons and offer it for free.
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The presenter provides a consise and well developed information presentation.
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Update: January 2010
For a more in-depth article about using this powerful sales tool and other free sales tips, visit my other leasing sales training site and scroll down to click on the article titled: Qualifying The Easy Way.
Site registration is required but is free and just means you’ll get an occasional email from me when I post other free sales tools or announce other programs.
Thanks,
Gerry Egan
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www.RealWorldSalesTraining.com
Please visit our other equipment leasing sales training site at: