Full Agenda

Thursday, May 2

7:00 a.m. – 3:00 p.m. AACFB Annual Golf Tournament (Optional: Additional cost for participation.)
Organized by: Rodney Blecha, Precision Leasing, Inc.
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   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 AACFB’s 21st 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.)

9:30 a.m. – 6:30 p.m. Registration

10:00 a.m. – 12:00 p.m. Brokering Essentials: Building a Winning Foundation - Part 1
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?

12:00 p.m. – 2:00 p.m. Women in Leasing Luncheon (Optional: RSVP required)
Lunch sponsored by: Channel Partners Capital
The women of leasing and commercial finance are invited to attend a special luncheon to enjoy good food and fellowship to kick off the fun and networking.
Cost: FREE (There is no charge for women to attend the luncheon, however, RSVPs are required. Those who RSVP must cancel, if needed, by April 26, 2019, otherwise, AACFB will bill you $35.00 for the luncheon)

1:00 p.m. – 1:45 p.m. CLFP Introduction Presentation 
Are you curious what those four letters mean? You’ve seen them after people’s names, but not quite sure what they stand for? Nick Ross, Western Equipment Finance will introduce you to what it means to be a CLFP, who does it, and why you should take the next step in your career.

1:00 p.m. – 3:00 p.m. Brokering Essentials Building a Winning Foundation - Part 2
Presented by: Charles (Bud) Callahan, Jr., CLFP, BPB, National Equipment Leasing, Inc.

2:00 p.m. – 4:00 p.m. Sponsor Presentations

4:15 p.m. – 5:00 p.m. First-Timers/New Member Orientation

5:00 p.m. – 6:30 p.m. Speed Dating Reception 
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

7:00 p.m. – 10:00 p.m. Opening Reception

Friday, May 3rd

7:30 a.m. – 5:00 p.m. Registration

7:30 a.m. – 9:00 a.m. Breakfast

8:00 a.m. – 8:45 a.m. Industry 360 - Market Disruptors
Presented by: David C. Lee, North Mill Equipment Finance
The world has gone digital and there is no turning back. Executing a digital marketing strategy that connects with your customers, increases your brand awareness and skyrockets your revenue is difficult. What can we learn from amazing success stories where disruptive newcomers with little capital upended old industries by using off the shelf technology and creative marketing? How have disruptors differentiated themselves in the stodgy old world of financial services? Let’s examine some real world case studies and see how those lessons from success could be employed by commercial finance brokers.

9:00 a.m. – 10:00 a.m. The Future of AACFB
Presented by: Gary Greene, Lease$mart; Pete Sawyer, Sun South Equipment Leasing Inc.; Jaci Miller, ConnectedFi; Carrie Radloff, American Financial Partners
This is one session that cannot be missed. This session is packed full of information for all members. We look forward to seeing everyone here and providing a road map for where our association is heading, and whats in it for our members, whether you're an associate member, broker, funder, or anything in between.

10:00 a.m. – 2:30 p.m. Exhibits

12:00 p.m. - 1:00 p.m. Lunch
This year attendees will be enjoying a working lunch during exhibit time. No need to stop networking with exhibitors for very long. Simply grab a bite and get back to making connections in the exhibit hall.

2:45 p.m. – 3:45 p.m. Concurrent Sessions

Building Your Own Portfolio
Presented by: Doug Houlahan, Clicklease; Shervin Rashti, SLIM Capital; Kim Riggs, Orion First Financial LLC
Whether you want to learn more about portfolio or if you want to build your own portfolio - Jump into this session; and continue this topic through the AACFB's online learning sessions. Expanding beyond originating leases to building and holding your own portfolio brings more opportunity to your business for steady income growth. To do so takes funding, capital and operational support for managing the portfolio. Discover the benefits and key elements involved in building a portfolio.

Upselling to Increase Your Revenue by Understanding Credit Scores/Analyzing Financial Statements 
Presented by: Mike Miller, NCMIC; Buddy Zarbock, Commercial Funding Partners LLC
There are many business financing products and services that fulfill your customer’s needs for all types of credits in various industries. This session will provide you the tools necessary to identify how these products can help your customers while also adding additional and even recurring revenue streams for AACFB members. We will show you how to easily qualify your customer along with providing in depth knowledge on how to quickly analyze your customers financial statements and or credit situation to not only uncover these revenue streams but also increase your approval ratios for Equipment Financing and Leasing.

Speed Up Your Approval Process
Presented by: Taylor Moseley, General Financial
Are you in control of your transaction? Tired of waiting endlessly for approvals, or worse, a decline? Learn how top brokers receive pre-approvals in seconds, and by the time their customer signs their term sheet - underwriting has responded and documentation can begin. This session will provide deep insight into the approval process. Use technology and common sense to automate the tedious tasks, so you can spend more time working with your customer, vendor, and underwriters. We also invite you to AACFB's hands on workshop to put these tools to the test - real time.

4:00 p.m. – 5:00 p.m. Concurrent Sessions

Inbound Marketing Leads
Presented by: Jill Miller, Marketing Design Mix
Generating inbound marketing leads is both science and art. While you may attract attention with an artfully written article filled with actionable advice, it's the consistency and analysis as well as the content that drives leads INTO your organization. We'll cover everything you need to get started with inbound marketing -- including thought leadership, downloadable content, email, social media (featuring LinkedIn), and calls-to-action.

How to Get Vendor Business In 2019
Presented by: Jamal Dean, Apple Capital Group; Jeff Brannon, SLIM Capital 
Our industry is evolving exponentially every day. People used to get excited when their phone rang, and they may have even welcomed a conversation. Join us as we unveil multiple trade secrets that are guaranteed to bring in GOOD repeat vendor business. Discover new ways to really connect with your vendor prospects (no, not on LinkedIn or Facebook), and turn this connection into an ongoing revenue stream.

Cyber Security - CYA (Covering Your App)
Presented by: John Miller, Marketing Design Mix 
In the financial industry, risk often equals reward. For hackers, phishers, hijackers and other cyber-thieves, those businesses who ignore risk generate the biggest rewards - for them. 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 ways to protect yourself from application security risks, injection, broken authentication, broken access control, and cross-site scripting.

OPEN NIGHT
Attendees are invited to hang out at the Spanish Steps bar outside at Caesars Palace from 5:30 p.m. to 7:00 p.m. The first 25 attendees at the Spanish Steps will win AACFB Bucks to use on prize packages at the Annual Business Meeting.

Saturday, May 4th

8:00 a.m. – 12:30 p.m. Registration

7:30 a.m. – 8:30 a.m. Breakfast

8:30 a.m. – 12:15 p.m. Exhibits

11:15 a.m. – 12:15 p.m. Hands on Workshops

Inbound Marketing Leads Workshop
Presented by: Jill Miller, Marketing Design Mix
Getting things done often requires getting hands-on and that's just what we will do in this workshop. Together, we'll optimize your company's LinkedIn and Google's Business Pages, fine-tune your website's calls-to-action, create your Google Analytics account and explore common features found in popular ESPs such as MailChimp and Constant Contact.

Fast Track Approval Workshop
Presented by: Taylor Moseley, General Financial
Join us for this hands on real time workshop for speeding up your approval process. This incredible session will unveil the secret (and not so secret) tools available to all brokers; and in some cases convert your 24 hour waiting period into a 10 second waiting period.

Cyber Security Workshop 
Presented by: John Miller, Marketing Design Mix
In 2017, web applications for financial institutions and IT suffered the largest number of attack per day - over 900! In particular, attacks on financial web applications still tend to target users. We'll go over live examples of the top 3 most common attacks that target small businesses with a high percentage of non-technical users: Cross-site Scripting, Secure Session Management and SQL Injection.

12:30 p.m. – 1:45 p.m. Lunch & Prizes

2:00 p.m. – 3:30 p.m. Happy Hour & a Half