Full Agenda

Full Agenda

Tuesday, September 1st, 2020

9:00 a.m. – 6:30 p.m. Registration

9:30 a.m. – 11:30 a.m. Brokering Essentials - Part 1 - Make Sure You Know "The Right Stuff"
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.
Cost: $35

2:00 p.m. – 2:45 p.m. CLFP Introduction Presentation
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.

2:00 p.m. – 4:00 p.m. Brokering Essentials - Part 2 - Make Sure You Know "The Right Stuff" 
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. Opening Reception
Join everyone for a reception to remember sponsored by C.H. Brown Co., LLC. Attendees will mix and mingle with the industry's top professionals.


Wednesday, September 2nd, 2020

7:30 a.m. – 5:00 p.m. Registration

7:30 a.m. – 9:00 a.m. Breakfast

9:00 a.m. – 10:00 a.m. General Session - What Have You Done for Me Lately?: How to Win and Build Vendor Sourced Business

10:00 a.m. – 2:30 p.m. Exhibits

12:00 p.m. – 1:30 p.m. Working 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
My Life: Real-life Perspectives from Equipment Finance Brokers
Push It: Cross-Selling Value-Added Services
I Want You To Want Me… and this is no Cheap Trick: Marketing for Brokers

4:00 p.m. – 5:00 p.m. Concurrent Sessions
You Spin Me Right-Roundtables
Welcome to the Jungle: California Disclosure Laws


Thursday, September 3rd, 2020

8:00 a.m. – 12:00 p.m. Registration

8:00 a.m. – 9:00 a.m. Breakfast

9:00 a.m. – 11:00 a.m. Exhibits

11:00 a.m. – 12:00 p.m. Concurrent Sessions
Pump Up the Volume on SBA Lending
Nothing’s Gonna Stop Us Now: Packaging & Write-Ups

12:15 p.m. – 1:45 p.m. Annual Business Meeting Lunch & Auction

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