Full Agenda

Full Agenda

Wednesday, May 11, 2022

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 Skybrook Golf Club. Just 24 minutes from the Sheraton Charlotte, Skybrook Golf Club is a John LaFoy Championship course 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.skybrookgolf.com. The fee to play is $125 per person and includes transportation to and from the course, greens fees, cart, drinks, and lunch.

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.

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 Church and Union Charlotte located in the heart of uptown on the corner of 5th and Church Streets. This private dining experience is the perfect location to host this year's Women in Finance Luncheon. 
    Cost: $40

    Sponsored by

     

    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

    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 $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. 

    2:30 p.m. – 2:50 p.m.
    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.

    3:00 p.m. – 3:20 p.m.
    Sponsor Presentation – Amur Equipment Finance 
    Join Amur Equipment Finance (AmurEF) to learn more about this nationally ranked Top Five independent equipment finance company that provides financing to businesses that operate in economy-essential, equipment-intensive industries. AmurEF is active in both small-ticket and middle market financing, originating $10K to $2MM transactions across a wide range of credit profiles, with terms up to 84 months. AmurEF serves as a reliable capital partner to many active vendor programs and has funded transactions with over 15K vendors across diversified markets in the United States. We're here to help you succeed!

    3:30 p.m. – 3:50 p.m.

    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!

    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

    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.

    5:00 p.m. – 6:30 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


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

    Join everyone on the rooftop lounge for a 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 by our 80s cover band, Kids in America.

    Sponsored by

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    Thursday, May 12, 2022

    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. – 12:00 p.m. Chair Massage Station
    Sponsored by


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


    10:30 a.m. - 12:00 p.m. Margarita Bar
    Sponsored by 

    12:00 p.m. – 1:30 p.m. Lunch & Keynote Speaker - Dr. Kevin Elko
    Presented by Dr. Kevin Elko, Author, Speaker, Consultant

    What it takes to win in sports translates into what it takes to win in life and in your career. You need to have the right mindset to be successful, which is why Dr. Kevin Elko is the perfect choice as this year's AACFB Annual Conference keynote speaker. Dr. Elko is perhaps the #1 Sports Psychology Performance Consultant in the country. He is a bestselling author and has a Doctorate in Education and a Master's in Psychology. As a pro and collegiate team performance consultant, Dr. Elko has won a staggering 31 combined Super Bowls and/or National Championships - winning titles with the Dallas Cowboys, Green Bay Packers, Pittsburgh Steelers, Philadelphia Eagles, Florida State, LSU, University of Miami, Alabama Crimson Tide, and more. Dr. Elko has been an integral part of these teams' success as he evaluated and recommended prospective players to the coaches and owners, regularly delivered inspiring speeches to the teams, wrote speeches that the head coaches gave to the teams, and established the mantras and mindsets for the teams to embrace and focus on for the season.
    Sponsored by

     

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

    Business Forecast - Riding the Tides
    Presented by Richard Ripley, Equifax Commercial

    As we emerge from the pandemic, the Main Street rebound continues and the economy begins to  normalize in some ways and change dramatically in other ways. 

    Increasing Efficiencies with E-Notary
    Presented by Vinny Testa, Notarize

    Has there ever been a time where flexibility, efficiency, and accuracy were more important than it is now? In this session, learn how the electronic Notary process offered by Notarize allows for legally signed AND NOTARIZED documents within a matter of minutes, and how to incorporate this tool into your day-to-day operations.

    Technology: Making Your Processes Flow
    Presented by Neil Clark, CLFP, Koala Capital Group; Michael Hong, Taycor; Carrie Radloff, CLFP, American Financial Partners; Kalah Sprabeary, CLFP, HUB Funding Solutions

    Systems and technology conversations to best fit a broker’s scope of business can be overwhelming just trying to figure out where to start. This session will address one of the most important areas of technology as it relates to your Customer Relationship Management (CRM) system, as well as other digital tools. We will discuss options for the small, medium, and large broker shops to streamline and manage workflow.

    Sponsored by

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

    Sponsored by


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

    Marketing Success Blueprint
    Presented by Kendra Ramirez, KendraRamirez.com

    Discover the steps needed to create a digital marketing blueprint that will reach your target audience and power your business development and recruitment.

    • Determine which channels your target audience uses.
    • Layout your content frequency and best types of content.
    • Plan and research your content.
    • Measure for success.

    Who should attend? Anyone who manages digital or business leaders who want more from their digital efforts.

    Credit and Underwriting Insights
    Presented by Kyle Bergeron, Blue Bridge Financial; Dale Kluga, Providence Equipment Finance,  Brian Tri, Channel; Moderated by Stephanie Hall, BankFinancial

    Every funding source uses a different approach to decisioning deals. This session will cover different lenders’ perspectives on what constitutes a complete package, how to properly present a deal, and views on the credit quality and collateral associated with requests. There will also be a discussion on a number of the reports and tools utilized by lenders in the underwriting process.

    Roundtables (Sales & Fraud)
    Moderated by Paul Cheslock, North Mill Equipment Finance; Laura Estrada, Preferred Capital Funding Inc.; Harmony Oswald, Oswald Law Firm; Carrie Radloff, CLFP, American Financial Partners; Shervin Rashti, CLFP, SLIM Capital, LLC

    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.


    OPEN NIGHT
    Take some time to enjoy the city, have dinner with a new connection or take in a Tim McGraw concert, Hamilton production, Michael Yo comedy show, or even a Charlotte Knights baseball game.

    Friday, May 13, 2022

    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. 


    9:30 a.m. – 11:00 a.m. Bloody Mary Bar
    Sponsored by

     

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

    Legal – Disclosure Laws
    Presented by Ken Greene, Law Offices of Kenneth Charles Greene

    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, Ken Greene will share the latest on disclosure and the implications associated with current and potential future disclosure laws affecting our industry.

    HR Pitfalls
    Presented by Hannah Fagan, Amur Equipment Finance Moderated by Lisa Whitehead, CLFP, First Foundation Bank

    While most small-medium sized business owners don’t have an HR Department, it is important to know what you can and can’t ask of candidates or employees without being in violation of employment laws. This session will touch on what subjects are in play or out of bounds when it comes to hiring and working with existing employees, and how to avoid potential HR pitfalls.


    When Deals Go Bad
    Presented by Leighton Bost, Navitas Credit Corp.; Mike Mroszak with Dedicated Financial; Pete Sawyer, CLFP, Sun South Equipment Leasing, Inc.; Moderated by Ron Elwood, CLFP, Navitas Credit Corp.

    So that deal you originated has gone bad- now what?  This session will cover the life cycle of a transaction that has gone into default, including collection, recovery, and legal efforts. Just as importantly, we’ll cover implications associated with these sorts of deals on the broker-funder relationship, and examples of how a funder might request help from the broker on a defaulted transaction.

    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 Sheraton Charlotte’s poolside bar. Relax and enjoy a beverage on the house while bidding farewell to newfound business connections.