AGENDA

AGENDA 

HOTEL 

PRICING

SPEAKERS 

SPONSORS

EXHIBITORS

NAELB Annual Golf Tournament

(Optional: Additional cost for participation.)
Organized by Rodney Blecha, Precision Leasing, Inc.

Lunch sponsored by instaCOVER. Drinks sponsored by 360 Equipment Finance.

Don’t miss your chance to network with fellow leasing professionals in a relaxed environment during NAELB’s 20th Annual Golf Tournament at the Desert Pines Golf Club. Just 15 minutes from the Las Vegas Strip, Desert Pines Golf Club boasts upscale services and amenities and the only two-tiered climate-controlled practice facilities in Las Vegas. Enjoy the gorgeous surroundings of this award-winning designed course as you make new business connections.  Space is limited – be one of the first registered players to ensure your spot! For more information about the course, visit www.desertpinesgolfclub.com

Cost: $125 (Includes transportation, lunch, greens fees and cart fees.)

Exit Strategies: Know When to Hold Em, Know When to Fold Em
Presented by: Richard Benson, Specialty Finance Group, LLC, and Gerry Oestreich, ABC Leasing & Financing

It is never too early to develop a plan for the future of your business. Whether you’re ready to exit today or preparing for the future, there are decisions and strategies that can assist you in this juncture of your business. Planning your exit strategy can mean weighing dozens of different options. This session will help you navigate this important stage of your business. Maybe you are not ready to exit but have interest in buying another business. Find out the important factors to consider and how to determine if the price of the business for sale is worth it for you. 

Brokering Essentials: Building a Winning Foundation
Presented by: Charles (Bud) Callahan, Jr., CLFP, BPB, National Equipment Leasing, Inc.

Does your company have a solid foundation on which to build a business that will survive the test of time and will allow you to concentrate on adding the next success to your portfolio? This class will cover the essentials for building a brokerage that will last! Join us in discussing topics such as:

• The leasing basics: types of leases, credit structures, terminology
• The broker’s role: what we bring to the market
• Working with funding sources: the do’s and don’ts
• Finding business that your underwriters will want to fund
• Ethical standards for brokers: fiduciary responsibility, it’s not just a word
• Protecting your partners: funders, clients, vendors
• Tools of the trade: contact management, pricing, negotiations, structuring
• Finding business and keeping it
• Leases vs. finance agreements: which are better?
• ABC’s of a cold call
• What is the rate?

This is just a sampling of what will be discussed as you lay the cornerstone of your foundation as a successful equipment leasing broker. Don’t miss this unique opportunity to learn from one of our NAELB past presidents.

12:00 p.m. – 2:30 p.m.  

Women in Leasing Luncheon

Ladies are invited to join other women in leasing for good food and fellowship to kick off the conference.
The cost to participate is $35.00 per person. 

3:30 p.m. – 4:30 p.m.

Gold Sponsor Presentations

Listen and learn about what Gold Sponsors RapidAdvance and Quality Leasing, Co. have to offer.

Join RapidAdvance to learn how offering your clients a working capital solution in addition to traditional equipment financing can help them grow their business and earn you additional fee income. RapidAdvance has funded over $1.1 Billion of growth capital to small and medium sized businesses since 2005 by providing them a variety of working capital products to meet their specific needs. Let us show you how to effectively market working capital to your clients and prospects while letting RapidAdvance do most of the work for you. 

    


Join the Quality Leasing Co. team for an in-depth look at how this 60-year old story-source reviews, underwrites, and funds your B & C-credit deals. Specializing in titled vehicles, manufacturing, and heavy equipment-Quality Leasing can fund almost any commercial asset from $30K up to $3MM as long as the customer profile supports the transaction. Come learn how Quality's big-picture review process and personalized approach to each transaction set them (and in turn, you!) apart from the competition!

5:00 p.m. – 6:30 p.m.

Speed Dating Reception: It's a Numbers Game

Meet the Board and our esteemed Sponsors in a fun, fast paced environment! Our Speed Dating Reception offers a unique opportunity for networking, especially for new members and first-time attendees. Find the perfect “match” for your clients by meeting with funding sources one-on-one over a series of short "dates" lasting just a few minutes. Get a jump start on who you want to schedule more time with during the exhibitor hours. Drinks and appetizers will be provided.

Opening Reception: Let the Games Begin!

Step right up and join us at the carnival! Enjoy fun and games while rubbing elbows with the movers and shakers in the commercial finance industry. Try your luck at the games or just sit back and relax with a drink. Either way you will not want to miss this kick off extravaganza! 

The reception is included in your registration cost and includes food, drink and entertainment.
Opening Reception sponsored by C.H. Brown Co., LLC

Exhibits

First-Timers/New Member Orientation
Presented by Gary Greene, Lease $mart

Is this your first NAELB conference? Are you new to NAELB? Would you like to meet other new members? Attend this brief informative session to learn how to make the most of this conference and your membership!

Business Meeting Luncheon

Luncheon sponsored by Amur Equipment Finance

Concurrent Sessions

Cybersecurity and Fraud: Don't Gamble with Your Business 
Timothy Daum, Plan B Capital Group, Bryan Inman, Great American Insurance Group and Ted Reynolds, TEAM Funding Solutions

Protecting your business these days can be tricky. Between cybersecurity and fraud risks, the Internet is fraught with perils that threaten your livelihood. Think your small business doesn't have cyber risk? Think again. Every business that uses the Internet, has a website, issues laptops and smartphones to its employees or keeps personal data on clients and employees has cyber-related risk. Learn about this risk and how you can protect your business. As always, fraud is a constant risk to all business owners. Learn several ways to protect yourself from fraud and steps you can take to prevent and discover fraud. Listen to some real-life examples from members who have experienced a fraud situation. Learn how they worked through it at the broker and funding source levels.

 
Hit the Digital Marketing Jackpot
Presented by Jill Miller, CLFP and Owner - MarketingDesignMix.com 

In this comprehensive session, you will learn how to develop no-cost and low-cost digital marketing and SEO strategies such as:

• Email marketing for optimal ROI
• Website improvements that leverage open source for low-cost, high style upgrades
• Search Engine Optimization (SEO) for Google search results in 2018
• Local search listings how-to for small-ticket targets
• Social media must-haves and have-nots

This isn't your grandma's marketing; this is cutting edge and cost-effective marketing for small-ticket and mid-market targets. All tactics are tailored specifically for the leasing industry and segmented by channel, company size and target audience. 

Concurrent Sessions

Acing Your Submittals: Perspectives on Deal Packaging
Presented by Jaime Kaneshina, The Cambridge Capital Group, Pete Sawyer, Sun South Equipment Leasing, Inc., Chris Park, Dakota Financial and Lisa Whitehead, First Foundation Bank

Credit packages come in all shapes and sizes, but approvable deals often have similar characteristics. In this session, we'll explore what types of information should be included in a credit submission, how to determine which funder(s) with whom the deal might be a fit, various tools available to assess credit worthiness, and methodologies that funders use to determine what deals they buy.  Hear perspectives from brokers and funders on how to approach a credit package from receipt of application through formal approval.

Hiring and Managing Winning Sales Teams
Presented by Fred St. Laurent, First Group Recruiting Solutions, LLC

As an industry, we are tracking for explosive growth in the coming years. Are you prepared to find the human capital that will be required to grow in the coming hurricane of business? Are you equipped to develop loyal employees who don't go home at night to polish their resumes and look for jobs on the Internet? How does your compensation plan measure up with industry standards? Open to some suggestions?

You need employees that view your company as their own and a company that attracts top talent. This session will show you what that looks like! In addition, we will discuss branding your firm and using social media, the Internet and the press to help you attract both potential employees and future clients.

This is NOT about Search Engine Optimization! It is about facing the facts about how you do business and making a few changes, that can impact your business and help you win!

Concurrent Sessions

Operational Efficiencies: Get the Inside Track
Presented by John Boettigheimer, 4 Hour Funding and Gary Greene, Lease $mart

Experienced leasing professionals know all the neat “tricks of the trade”.  This session will provide you with a treasure trove of unique services, methods, and websites that can make your business more effective. Some of the tips and services covered include methods to discover criminal records, verify driver’s licenses, verify bank accounts, verify serial numbers, confirm ACH information, geo-target vendors in a metro area, find trade shows in your area, decode and verify VIN numbers – and the list goes on and on! As a special bonus, we will also have a short session on how to use electronic signatures in your business.  This session covers the many methods and services seasoned professionals utilize when reviewing, investigating and processing transactions. Get the inside track!

Exploring Alternative Financing Solutions: Increasing Your Odds
Presented by Chuck Brazier, TradeRiver USA, Tina Cawthorn, Orange Commercial Credit, Beth Malin, CapFlow Funding, David Marsh, AmericALease.com, Adam Peterson, Channel Partners, and Jeff Schubert, RapidAdvance

This session will introduce a myriad of alternative forms of financing and show how these products can benefit both the equipment finance professional and their clients.  The round table format will allow you to spend 15 minutes at six different tables of your choice.  Each of the lenders have a different solution for helping a client’s cash flow. They will highlight opportunities for increasing the broker’s revenue and enhancing the overall client relationship by positioning the broker as a single source for all of their client’s financial needs, while simultaneously providing additional options to help close more equipment deals.

Lunch

Join us for lunch and prizes as tables compete in a lively trivia match.

2:00 p.m. – 3:30 p.m.

Happy Hour & a Half

Join your fellow attendees for an informal post-conference networking opportunity. Share what you learned, make new business connections or just catch up with your NAELB friends. An open bar will be provided.