Full Agenda

Full Agenda

(ALL TIMES ARE EASTERN TIME)

Monday, September 21, 2020

10:00 a.m. – 10:20 a.m. - Virtual Yoga
Start your day off in the right frame of mind. Our seasoned yoga instructor will lead attendees in relaxation techniques that you can do from the comfort of your chair. Let go of the stresses that weigh you down as we kick off this amazing virtual experience.


11:00 a.m. – 11:45 a.m. - First-Timers/New Member Orientation
Meet the AACFB staff and Board and find out how to get the most out of your conference experience and AACFB membership. 

12:00 p.m. – 12:45 p.m. - Brokering Essentials - 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 statement

1:00 p.m. – 1:45 p.m. - Lender Perspectives on the New Normal
A lot has changed and shifted in the finance industry this year and everyone is trying to adjust to the new normal.  Hear from a panel of lenders how they have been navigating this rapidly changing environment and what this means for brokers going forward.

2:00 p.m. – 4:00 p.m.  -  Exhibit Hall Open
Explore the virtual trade show and connect with dozens of commercial funding sources and service providers.

4:00 p.m. – 6:00 p.m. - Speed Dating
This getting-to-know-you event will feature AACFB Gold and Silver sponsors who will each have three minutes to introduce their company and what they have to offer. These speedy introductions will help attendees better plan their exhibit time so they can make connections with companies that align with their companies' needs. 

5:00 p.m. - 5:30 p.m.  Opening Reception

Join us for a comedy break to wrap up Day 1 of our virtual conference. Comedian Marty Simpson will add a little comedic relief to your afternoon, and let's face it, we all need that these days!

Marty has opened for acts such as Dennis Miller, Tim Hawkins, Pauly Shore and Last Comic Standing Winners, Jon Reep and John Heffron. He has performed at comedy clubs across North America, delighting audiences with his self-deprecating humor and tales of his experiences as a husband, father, and former high school coach and teacher.

 

Tuesday, September 22, 2020

11:00 a.m. – 11:45 a.m.  - You Spin Me Right-Roundtables
Make your choice between these roundtable topics and start collaborating on stresses and strategies to succeed in today's challenging environment.
- Middle Market Funding
- Marketing
- Sales
- Operations
- International

12:00 p.m. – 12:45 p.m. - Brokering Essentials - Part 2
Presented by: Charles (Bud) Callahan, Jr., CLFP, BPB, National Equipment Leasing, Inc.

Join Day 2 of the Brokering Essentials series.

1:00 p.m. – 1:45 p.m. - Sponsor Presentations
Join Quality Leasing Co. and instaCOVER to learn more about their programs. This is a great time to ask those burning questions you have been wondering about.

2:00 p.m. – 4:00 p.m.  -  Exhibit Hall Open
Explore the virtual trade show and connect with dozens of commercial funding sources and service providers.


4:00 p.m. – 5:00 p.m. - Women in Finance Happy Hour
The women of leasing and commercial finance are invited to attend a special happy hour to enjoy great fellowship and networking. Grab your favorite beverage and prepare to meet some outstanding industry professionals!

Wednesday, September 23, 2020

10:00 a.m. – 10:20 a.m. - Virtual Yoga
Start your day off in the right frame of mind. Our seasoned yoga instructor will lead attendees in relaxation techniques that you can do from the comfort of your chair. Let go of the stresses that weigh you down as we kick off this amazing virtual experience.


11:00 a.m. – 11:45 a.m.  - Introduction to CLFP
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 Certified Lease & Finance Professional, who does it, and why you should take the next step in your career.

12:00 p.m. – 12:45 p.m. - Brokering Essentials - Part 3 
Presented by: Charles (Bud) Callahan, Jr., CLFP, BPB, National Equipment Leasing, Inc.

Join Day 3 of the Brokering Essentials series.

1:00 p.m. – 1:45 p.m. - Real-time Perspectives from Equipment Finance Brokers
“Kickstart My Heart“ - Broker Jam Session: Tune in to our “crüe” of originators as they dish the dirt on how they got their start in equipment finance, built their businesses, and continue to survive/thrive in the current environment. Engage in lively Q&A with other brokers and funders in the audience as we discuss challenges faced, lessons learned, and ideas for strategic growth.

2:00 p.m. – 4:00 p.m.  -  Exhibit Hall Open
Explore the virtual trade show and connect with dozens of commercial funding sources and service providers.


4:00 p.m. – 5:00 p.m. - What Have You Done for Me Lately? - How to Win and Build Vendor Sourced Business
Learn what it takes to build and maintain vendor sourced business from a panel of experts.

Thursday, September 24, 2020

11:00 a.m. – 11:45 a.m.  - I Want You To Want Me… and this is no Cheap Trick: Marketing for Brokers
I Want You to Want Me! If you're looking for businesses to want you, then this session is the one for you! Learn what brokers can do to maximize their marketing potential.

12:00 p.m. – 12:45 p.m. - Brokering Essentials - Part 4 
Presented by: Charles (Bud) Callahan, Jr., CLFP, BPB, National Equipment Leasing, Inc.

Join Day 4 of the Brokering Essentials series.

1:00 p.m. – 1:45 p.m. - Push It: Cross-Selling Value-Added Services
Get into the groove and join this diverse group of Super Freaks to learn how asking your customers the right questions can Time After Time differentiate you from other brokers, earn you additional fee income and help to build stronger customer relationships so your business can Rule the World. What’s in it for me? How will I know? Get into the groove and join this diverse group of Super Freaks to learn how asking your customers the right questions can Time After Time differentiate you from other brokers, earn you additional fee income and help to build stronger customer relationships so your business can Rule the World. 
- More Money – Fee Income (Celebration)
- Separates You from The Competition (Hungary Like a Wolf)
- More Repeat Business (Time After Time)

2:00 p.m. – 4:00 p.m.  -  Exhibit Hall Open
Explore the virtual trade show and connect with dozens of commercial funding sources and service providers.

4:00 p.m. – 5:00 p.m. - Sponsor Presentations
Join North Avenue Capital and Northwind Financial to learn more about these companies and their programs. This is a great time to ask those burning questions you have been wondering about.


Friday, September 25, 2020

10:00 a.m. – 10:20 a.m. - Virtual Yoga
Start your day off in the right frame of mind. Our seasoned yoga instructor will lead attendees in relaxation techniques that you can do from the comfort of your chair. Let go of the stresses that weigh you down as we kick off this amazing virtual experience.


11:00 a.m. – 11:45 a.m.  - Annual Business Meeting & Prizes
Join us for the AACFB Annual Business Meeting!
- Meet the current Board of Directors.
- Get updates on the current state of association affairs. 
- Find out who will be presented with the 2020 President's Award.
- Win door prizes!

12:00 p.m. – 12:45 p.m. - Welcome to the Jungle: Disclosure Laws
Presented by: Kenneth Greene, Law Offices of Kenneth Charles Greene

Get up to speed on the California Disclosure Laws among other legislation finance professionals need to be aware of moving forward. This session with legal expert, Ken Greene will cover:
- The current status of the new California disclosure laws

- The bill pending in New Jersey which would create a stricter licensing and disclosure scheme
- New legislation in New York, which creates a broader scheme of licensing requirements

1:00 p.m. – 1:45 p.m. - Pump Up the Volume on SBA Lending
SBA has been in the news a lot this year! Find out what has changed, what has stayed the same in the world of SBA.

2:00 p.m. – 4:00 p.m.  -  Exhibit Hall Open
Explore the virtual trade show and connect with dozens of commercial funding sources and service providers.

4:00 p.m. – 5:00 p.m. - Nothing’s Gonna Stop Us Now: Packaging & Write-Ups
Join Andre Clifford & Mae Philpott for a fun and educational session full of tips and tricks for getting more deals approved faster! Andre will cover key items to include in your submission summary, why each is vital to getting a quick and thorough transaction adjudication, and best practices for organizing your write-up for maximum efficiency. Mae will discuss the most effective methods for packaging and submitting transactions to various funding sources; including: which items to send and what credit officers look for in reviewing those items, how to properly label and organize your file based on the needs of your lender, and tips for cutting down the dreaded back-and-forth as well as speeding your file through the approval process.