Full Agenda

Full Agenda

Tuesday, May 2, 2023

7:00 a.m. – 3:00 p.m. Golf Tournament (Optional: Additional cost for participation.)

Don’t miss your chance to network with fellow commercial financing professionals in a relaxed environment during AACFB’s Annual Golf Tournament at the Tustin Ranch Golf Club. This Ted Robinson designed golf course has been ranked four-stars by Golf Digest Magazine and is one of the best courses in Orange County. For the low entry fee of just $150, players can rub elbows with fellow commercial finance professionals in a beautiful setting. Your entry fee includes roundtrip transportation between the course and the Irvine Marriott, greens fees, carts, range balls, breakfast, lunch, drinks, and prizes. Space is limited – ensure your spot today! For more information about the course, visit www.tustinranchgolf.com

Sponsored by

8:30 a.m. – 6:30 p.m. Registration Desk Open

9:00 a.m. – 11:30 a.m. Brokering Essentials - Part 1 
Presented by: Charles (Bud) Callahan, Jr., CLFP, BPB, National Equipment Leasing, Inc., Roderick Knoll, CLFP, Marathon Commercial Capital

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?
  • Understanding financial statements and how underwriters interpret them
  • Understanding and reading tax returns, Personal, LLC, Sub S corporations, C corporations and Not For Profit
  • Understanding Personal Financial Statement
  • Identifying bogus information in financial statements

    12:00 p.m. – 1:30 p.m. Women in Finance Luncheon (Optional: Additional cost for participation.)
    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. This luncheon will be hosted at the stylish Prego Restaurant located at 2409 Park Ave. in Tustin, California, just a short ride from the Irvine Marriott hotel. The warm vibe of this restaurant makes it the perfect location to host this year's Women in Finance Luncheon, which is always a great time and a fun way to kick off networking at the conference.

    Cost: $50

    Sponsored by American Capital Group and Blue Bridge Financial


    2:00 p.m. – 4:00 p.m. Brokering Essentials - Part 2 
    Presented by: Charles (Bud) Callahan, Jr., CLFP, BPB, National Equipment Leasing, Inc., Roderick Knoll, CLFP, Marathon Commercial Capital

    2:00 p.m. – 4:20 p.m. Sponsor Presentations

    2:00 p.m. – 2:20 p.m.
    Sponsor Presentation – North Mill Equipment Finance, LLC 

    Join North Mill Equipment Finance to learn more about this small-ticket, private lender that exclusively serves the referral agent community. National in scope, the company underwrites A - C credits and considers FICOs from 550+. North Mill offers an Application Only program for deals $15,000 to $250,000 and an Application Plus program for larger transactions up to $1M. The company offers up to 12 points in commission and accepts transactions for all types of equipment including transportation, construction, manufacturing, janitorial and many others. Franchises also are accepted. North Mill’s corporate headquarters is in Norwalk, CT with regional offices in Irvine, CA and Voorhees, NJ. 

    2:30 p.m. – 2:50 p.m.
    Sponsor Presentation – American Capital Group
    Join American Capital Group to learn more about this direct lender with over 27 years experience providing equipment financing for A-D credit customers. With their Click-2-Fund platform, the are providing broker partners with 2 hours or less response times and a simple funding process. They are currently funding transactions between $10,000 - $500,000, for new or used equipment from both vendors and private parties. 

    3:00 p.m. – 3:20 p.m.
    Sponsor Presentation – TradeRiver USA
    Spend some time getting up to speed on what TradeRiver USA has to offer. TradeRiver USA provides Trade Finance, Purchase Order Finance, and Factoring solutions for growing U.S. and Canadian companies. Clients gain access to their STEPS Platform to seamlessly transact and fund supplier purchases. They fund the complete supply chain, from the earliest P.O. deposit through the final end-customer receivable and bridge the full A/P-A/R revenue cycle. They finance the Client’s early ‘production cycle’ and work closely with Client’s existing Banks and Factors, who can be the 'take-out’ of their position when the end-buyer invoice is accepted. Client companies range from A - C credit levels, provided they have a strong end-buyer customers on the receivable end. Partners earn ongoing commission annuities for the life of the client account. Revolving Trade Facilities range from $500,000 to $30 Million.

    3:30 p.m. – 3:50 p.m.

    Sponsor Presentation – ROK Financial 
    Join the ROK Financial team which is committed to establishing ROK solid relationships with their clients, lenders, and partners. By providing the best financing solutions available to business owners while creating a positive association with business financing. Through their streamlined process, revolutionary technology, and educated team of experts, they support a business owner's ability to create new opportunities. ROK Financial is proud to empower the heartbeat of our country and small businesses

    4:00 p.m. – 4:20 p.m.

    .Sponsor Presentation – Quality Equipment Finance
    Join the Quality Equipment Finance 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 can fund almost any commercial asset from $30K up to $3M 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!

    4:15 p.m. – 5:00 p.m. First-Timers/New Member Orientation
    Presented by Kalah Sprabeary, HUB Funding Solutions

    If you are a new AACFB member or this is your first AACFB conference, this is the session for you! Learn how to unlock the benefits and resources available through the association and how to get involved with committees and volunteer opportunities.

    4:30 p.m. – 5:15 p.m. Introduction to the CLFP

    Melissa Vinson, CLFP, CLFP Foundation; Reid Raykovich, CLFP, CLFP Foundation

    Are you curious what those four letters mean? Have you seen them after people’s names, but you're not quite sure what they stand for? This session 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.

    5:30 p.m. – 7:00 p.m. Speed Networking Reception 
    Meet the Board and our esteemed Sponsors in a fun, fast paced environment! Our Speed Networking 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 quick appointments lasting just a few minutes. Get a jump start on who you want to schedule more time with during the exhibitor hours. Grab a drink and an appetizer and jump right into the networking!

    Sponsored by National Business Capital

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

    Join everyone for a reception to remember Hawaiian style, sponsored by C.H. Brown Co., LLC. Attendees will mix and mingle with the industry's top professionals while enjoying food, beverages, and music.

    Sponsored by C.H. Brown Co., LLC


    Wednesday, May 3, 2023

    7:30 a.m. – 5:00 p.m. Registration Desk Open

    7:30 a.m. – 9:00 a.m. Breakfast 
    The day will get off and running with a hearty breakfast and a fantastic opportunity to make some new contacts.

    9:00 a.m. – 12:00 p.m. Exhibit Hall Open
    Make the most of exhibit time by visiting with dozens of commercial financing funding sources and service providers.

    9:00 a.m. – 10:30 a.m. Coffee Bar
    Sponsored by American Capital Group

    10:30 a.m. - 12:00 p.m. Margarita Bar
    Sponsored by Channel - Your Partner in Funding

    12:00 p.m. – 1:30 p.m. Lunch & Keynote Speaker - Nick Arnette
    Presented by Nick Arnette

    This year's keynote speaker will make you laugh and leave you inspired! Nick Arnette, author of Me, We, and Glee: How to have a great attitude, work as a team, and keep your sense of humor, will energize attendees with motivation and humor. Nick has worked with celebrities such as Jay Leno and Jerry Seinfeld and his TV appearances include A&E, Comedy Central, and HBO. With a background in sales and mortgage banking, Nick will bring his relatable experience to the table with a dose of feel-good entertainment.

    Sponsored by American Capital Group


    2:00 p.m. – 3:00 p.m. Concurrent Sessions

    How to Think Like a Funder
    Presented by Dave Cary, McKenzie Credit Group, LLC.; Kit West, C.H. Brown Co. LLC; Lisa Whitehead, First Foundation

    To get more deals approved, brokers must learn to think like a funder. Does your write-up tell an appealing story? Does the deal fall into the funder's wheelhouse? Join this panel of funders to learn how to think like them so you can get more deals done.

    Leadership Forum
    Presented by Cindy Fleck, Channel | Your Partner in Funding; David Lee, North Mill Equipment Finance;  Jim Merrilees, The Alta Group; Gary Souverein, Pawnee Leasing Corporation

    “The greatness of a leader is measured by the achievements of the led. 
    This is the ultimate test of
    [their] effectiveness.”

                                                                                                                       General Omar Bradley

                                                                                                                       WWII, 1st Chairman Joint Chiefs, Five Stars


    Join four industry veterans as they share leadership stories and insights: through the years and applied to today’s issues. During this session they will discuss values important to their company success as measured by their employee success.

    Timeless Values

     - Ethics
     - Embracing change
     - Importance of decision making - Developing the skill of anticipation
     - Handling your mistakes

    Today’s Issues

     - Economic events
     - COVID
     - DEI
     - Communication 
     - Generational differences
     - Hiring/remote workforce

    Upselling with Value-Added Funding Solutions
    Presented by Chuck Brazier, TradeRiver USA; Tina Cawthorn, Orange Commercial Capital; Cory Krogen, Channel | Your Partner in Funding

    Are you leaving money on the table?  Are you considering ALL funding solutions for your customers? Even options they/you may not know exist? You want to be the go-to person for ALL things funding for each of your customers. Whatever their initial request, make sure you also discuss value-added solutions to further enhance their business.  Join this panel to learn how to identify, prospect, and make referrals for services that will provide your customers with additional unique funding products and compensate you as well. 

    Solutions to be discussed: 
    •    Working Capital
    •    Invoice Factoring
    •    PO Funding

    3:00 p.m. - 3:30 p.m. Ice Cream Break

    Sponsored by

    3:15 p.m. – 4:15 p.m. Concurrent Sessions

    Cutting Edge Marketing Tips 
    Presented by Richard Brown, Capital Blue Financial; Linda Kester, Jupiter Financial Service; Vickie Rocco, Entegra Capital

    Join us and our panel of marketing industry innovators and experts to discover new ways to connect with clients and best practices from email campaigns and social media to website optimization and applied AI.

      Deal Structuring & Selling in High Rate Environment
      Presented by Autumn Faust, AvTech Capital, LLC; Scott Hansen, AvTech Capital, LLC

      Autumn Faust and Scott Hansen will provide insights and strategies on how equipment finance professionals can effectively sell in an environment of rising interest rates. Attendees will learn how to navigate the current market conditions, and how to communicate effectively with clients to ensure successful sales outcomes. The session will explore the importance of building strong relationships with customers and how to position equipment finance solutions as a valuable and cost-effective option for businesses.

      FinTech - Improve Old School Workflows with New School Tech Implementation & Enhancement of Digital Processes
      Presented By Cindy Novak, Fileinvite

      Do manual processes slow your team down? Are you constantly chasing customers for onboarding or due diligence items? Are you confident in the measures you're taking to protect your customers' personal information? In this session, we will discuss how to automate internal workflows to bolster security, enhance your customer experience, and empower your team.  By freeing your staff of manual tasks, you can shift their focus to more revenue generating activities, ultimately improving your bottom line.

      Take some time to enjoy the city, have dinner with a new connection or take a local attraction.

      Thursday, May 4, 2023

      8:00 a.m. – 12:30 p.m. Registration Desk Open

      8:00 a.m. – 9:00 a.m. Breakfast

      9:00 a.m. – 11:00 a.m. Exhibit Hall Open

      Make the most of Day 2 of exhibit time by visiting with dozens of commercial financing funding sources and service providers. 

      9:00 a.m. – 10:30 a.m. Bloody Mary Bar
      Sponsored by BankFinancial Equipment Finance

       11:00 a.m. – 12:00 p.m. Concurrent Sessions

      Legal Panel – Disclosure Laws
      Presented by Katie Baker, MC2 Finance; Ken Greene, Law Offices of Kenneth Charles Greene; Shervin Rashti, SLIM Capital, LLC

      When it comes to transactions in a handful of specific states, times are a changin.’ It’s important to know the requirements associated with transacting deals in the states of CA and NY, but did you know there are also other states with APR Disclosure laws going into effect (or at least being contemplated)? In this session, our panel of broker, Katie Baker, legal counsel, Ken Greene, and funder, Shervin Rashti, will share the latest on disclosure and the implications associated with current and potential future disclosure laws affecting our industry.

      Why B/C Credits Don't Fund
      Presented by Kip Amstutz, 360 Equipment Finance; Scott Hansen, AvTech Capital; Pat O'Connor, Quality Equipment Finance; Lynn Smith, 360 Equipment Finance

      Why are B/C Credits more difficult to close and don’t fund as often? Join this panel discussion to learn:

      • Why funder rates and structures are necessary
      • Why is it imperative for the broker to set proper expectations based on the credit profile
      • What the ROI on the equipment is and what other options the borrower might have
      • What the positives of the approval are
      • whether or not to bring up the rate and how to address it when the customer asks 

      Roundtables (Fraud, Banking Crisis, & Sales)
      Moderated by Don Cosenza, North Mill Equipment Finance; Lisa Whitehead, First Foundation 

      Think you’ve seen it all? Think again! During these Roundtables Sessions, attendees will hear and share experiences in the areas of sales and even some fraudulent transactions. Sharpen your skills in the areas of overcoming rate objections and closing the deal, and how to protect yourself from potential fraud that can put you and your lender at risk.

      12:15 p.m. – 1:45 p.m. Annual Business Meeting Lunch & Auction
      Meet the AACFB Board of Directors at the Annual Business Meeting Luncheon and get up to speed on the state of the association. Then hang around for the live auction where attendees can use their "AACFB Bucks" to bid on prizes, each worth a minimum of $200.

      Sponsored by SLIM Capital LLC

      2:00 p.m. – 3:30 p.m. Happy Hour & a Half
      Join fellow attendees for one last drink at the Irvine Marriott's Catalina Patio. Relax and enjoy a beverage on the house while bidding farewell to newfound business connections.

      Sponsored by Financial Pacific Leasing, Inc.