Full Agenda

Full Agenda

Wednesday, September 8, 2021

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 Gaylord Springs Golf Links. Just 17 minutes from the Grand Hyatt Nashville, Gaylord Springs Golf Links was designed by the US Open and PGA champion Larry Nelson and offers challenges for all skill levels. Enjoy the gorgeous surroundings of this 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.gaylordsprings.com. The fee to play is $125 per person and includes transportation to and from the course, greens fees, cart, and lunch.

Sponsored by


9:00 a.m. – 6:30 p.m. Registration Desk Open

9:30 a.m. – 11:30 a.m. Brokering Essentials - 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?
  • 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. – 2:00 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 stunning rooftop lou/na lounge located atop the Grand Hyatt Nashville. The indoor/outdoor space offers spectacular views of downtown Nashville and is the perfect location to host this year's Women in Finance Luncheon. 
    Cost: $40

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

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

    Sponsor Presentation – Quality Leasing Co. 
    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 $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!

    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 $10,000 to $150,000 and an Application Plus program for larger transactions between $150,001 to $600,000. The company offers up to 12 points in commission and accepts transactions for all types of equipment including transportation, construction, manufacturing 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.  

    Sponsor Presentation – FileInvite
    A new generation of document collection is here with intuitive, powerful features. Need to collect digital signatures from multiple parties or monitor where a document is in the review process? Would you find it useful to send automated reminders to chase documents so you can get feedback on time? FileInvite does this and a whole lot more. Join the FileInvite team to learn more about how their product can save time and make your business more efficient.

    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.

    4:15 p.m. – 5:00 p.m. Introduction to the CLFP
    Amy Spragg, Pacifica Capital

    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.

    5:00 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
    Join everyone for a poolside reception to remember sponsored by C.H. Brown Co., LLC. Attendees will mix and mingle with the industry's top professionals while enjoying food, beverages, and music from Bobby Cool at the Grand Hyatt's fifth floor pool deck overlooking downtown Nashville. 

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    Thursday, September 9, 2021

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

    7:30 a.m. – 9:00 a.m. Breakfast and Brain Exchange
    The day will get off and running with a hearty breakfast and lively small group discussions with fellow attendees. 

    9:00 a.m. – 10:00 a.m. General Session & Keynote - Elliot Eisenberg
    Presented by: Elliot Eisenberg, The Bowtie Economist

    Elliot Eisenberg, Ph.D. (aka, “The Bowtie Economist”) promises to entertain and educate as he discusses the short-term and longer-term health of the US economy. Dr. Eisenberg will discuss the most recent statistics on key topics such as the depth and breadth of the economic recovery from Covid-19, inflation, interest rates, the Fed, labor markets and wages, the impact of new Congressional spending, housing and of corporate investment. In particular, Dr. Eisenberg will examine the oil & gas industry, trucking, construction, medical services, hospitality, manufacturing, R.V. sales and more! Be ready to take plenty of notes.

    10:00 a.m. – 2:30 p.m. Exhibit Hall Open
    Make the most of exhibit time by visiting with dozens of commercial financing funding sources and service providers. 

    1:00 p.m. - 2:30 p.m. Margarita Bar
    Sponsored by 

    12:00 p.m. – 1:30 p.m. Working Lunch
    Attendees will enjoy 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.
    Sponsored by

     

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

    Fraud Detection
    Presented by Kenneth Greene, Law Offices of Kenneth Charles Greene

    Fraudulent deals are huge time and money wasters. Discover ways of identifying, avoiding, and mitigating fraud. This session will encompass examples of traditional fraud and the newer forms of cyber fraud, as well as provide tips on how to spot Internet scams and cyber crimes before they happen. In addition, it will address some of the legal remedies available for those who have been the victims of fraud, as well as some of the limitations on avoiding liability for certain types of fraud involving wire and ACH transfers.

    Using Digital Marketing to Fuel Broker Growth
    Presented by Don Cosenza, North Mill Equipment Finance, LLC

    Learn the art of building and executing digital campaigns that drive engagement and spur business growth. Effective digital marketing is predicated by having a clear data path for outreach. Join this session to explore best practices for building/leveraging owned data and digital strategies you can employ to meet your business goals.

    The Post-Pandemic Small Business Economy
    Presented by Barry Ripes, PayNet

    As we emerge from the pandemic, the Main Street rebound continues and the economy begins to  normalize. The latest Equifax Small Business Lending Index data saw its second highest reading in series  history and is nearly 28% above its year-ago level—the latest evidence that the small business sector is on  the mend. Small businesses are the lifeblood of the economy, and their return to growth will be integral to  the health of the post-pandemic economy. The post-pandemic period presents an opportunity to explore key questions regarding the state of small businesses: How can we provide access to capital to ensure a thriving small business economy which results in a thriving American economy? Building on our ongoing monthly publication of  small business loan originations, delinquencies, and defaults data by industry and by geography. In this presentation, we will present our findings on the state of small businesses post pandemic.

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

    Exploring the Emerging Cannabis Market
    Presented by Jeff Brannon, SLIM Capital and Tucker Sulzberger, GetBackd

    With more states legalizing the use of marijuana and the Federal government’s MORE Act that would remove marijuana as a controlled substance, where are your opportunities to capitalize in this industry?

    Advantage Brokers: Smart Technology Improves Workflow to Help You Compete and Profit
    Presented by Jeff Bilbrey, Leasepath and     Daniel Nelson, Tamarack Technology

    The constraints of COVID-19 laid bare the challenges ahead for those who have not “gone digital.” It also highlighted how those who embrace the speed and agility of digital workflow technology can meet buyers’ demands for convenience and flexibility. In equipment finance, brokers have a unique position and competitive advantage to leverage digital front-end solutions to meet these buyer needs. Brokers that operate at higher speeds with more client diversity create more data faster from which algorithms can learn, and which workflow solutions can streamline. In this session, two of the leading software providers in the equipment finance origination industry will discuss how companies can quickly leverage advanced platforms to gain speed, efficiency, and revenue for their businesses.

    Commercial Real Estate Versus SBA
    Presented by Don Wampler, Firstlease, Inc. and Brandon Prather, Q2 Business Capital

    The commercial real estate market is red hot but how do you know which financial product is best for your client? Our speakers will help you lead your clients down the right path when financing commercial properties. Don and Brandon will take a deep dive into commercial real estate loans and SBA real estate loans. They will explain the similarities and difference between the two products. In addition, they will let you know what to keep an eye out for when choosing between the two options.

    OPEN NIGHT
    Enjoy the legendary Nashville nightlife. Just a few blocks from the Grand Hyatt Nashville is "Honky Tonk Row" or "The District" where the Music City comes to life with live music and dancing. It is a can't-miss attraction.

    Friday, September 10, 2021

    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

    9:00 a.m. – 11:00 a.m. Bloody Mary Bar
    Sponsored by

     

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

    Underwriting in the New Normal
    Presented by Evan Sammon, Channel Partners Capital; Matt Mosley, North Mill Equipment Finance; moderated by Carrie Radloff, American Financial Partners

    Join our panelists as they unpack the recent changes to the equipment finance, working capital and factoring markets. More specifically the panel will examine the new underwriting practices for the three different segments. What has changed, what has stayed the same and what lies ahead for these industries? There’s guaranteed to be plenty of tips from our industry professionals to help you bring additional value to your customer.

    Legal Panel - Broker Agreements
    Presented by Melissa Fisher, Taycor Financial; Ken Greene, Law Offices of Kenneth Charles Greene;  Kristi Herig, First Federal Leasing

    Find out what brokers should be looking for in broker agreements to protect themselves. Listen to a panel of both brokers and funders on how why some clauses are non-negotiable and where flexibilities may lie.

    The Advantages of Being a Small Shop
    Presented by Bob Bell, United Funding; Mike Parker, Florida National Equipment Finance

    This special session is designed for newer brokers (less than three years in the business) with small shops (three or less people) who want to learn how to earn significant incomes without the hassles of overhead, withholding, 401Ks, healthcare, and managing people. If you’re a new broker, this session alone will be worth coming to the conference.

    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 


    2:00 p.m. – 3:30 p.m. Happy Hour & a Half
    Join fellow attendees for one last drink at the Grand Hyatt's rooftop lounge lou/na. Relax and enjoy the spectacular views of downtown Nashville while bidding farewell to newfound business connections.