Full Agenda

Full Agenda

Tuesday, April 16, 2024

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 Palm Valley Golf Club. For the low entry fee of just $160, players can rub elbows with fellow commercial finance professionals on this championship course surrounded by stunning views of the Arizona landscape. Your entry fee includes roundtrip transportation between the course and the Renaissance Phoenix Glendale Hotel & Spa, greens fees, carts, breakfast, lunch, drinks, and prizes. Space is limited – ensure your spot today! For more information about the course, visit www.palmvalleygolf.com.

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

8:30 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, Kalah Sprabeary, CLFP, HUB Funding Solutions, Amy Wagner, CLFP, American Financial Partners, and Scott Wheeler, CLFP, Wheeler Business Consulting

The class is designed for new entries into the commercial finance and leasing industry and will cover the essentials for establishing a successful brokerage operation based upon industry best practices and the need to expedite personal success. The class will include, but not be limited to:

Introduction to the role and opportunity for a commercial finance broker

 - The value proposition of a strong commercial finance broker
 - Selling to end-users, vendors, and referral sources
 - The fiduciary responsibility of a commercial finance broker (ethics)  

Establishing strong, efficient relationships with the “right” funders

 - Adding significant value to funders
 - Protecting funding sources
 - Creating sustainable, long-term relationships

Proper packaging of transactions (knowing your transactions)

 - Credit 101
 - Understanding leverage and liquidity
 - Equipment matters
 - Emphasizing strengths and mitigating weaknesses
 - Presenting a meaningful recommendation
 - Going beyond application-only – understanding tax returns and financial statements

Selling an approval

- Understanding different structures (financing and leasing)
 - Understanding the buy rate, structure, profitability, and T-Value
 - Being aggressively transparent
 - Adding value to vendors and end-users
 - Understanding documentation and funding processes

Building personal wealth as an origination company

 - What are the opportunities
 - What are the challenges
 - How to set goals and expedite success

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. 

Cost: $50

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2:00 p.m. – 5:00 p.m. Brokering Essentials - Part 2 

Presented by: Charles (Bud) Callahan, Jr., CLFP, BPB, National Equipment Leasing, Inc., Roderick Knoll, CLFP, Marathon Commercial Capital, Kalah Sprabeary, CLFP, HUB Funding Solutions, and Amy Wagner, CLFP, American Financial Partners, and Scott Wheeler

2:00 p.m. – 4:00 p.m. Transitioning from Broker to Broker/ Lessor
Presented by: Michael Hong, Taycor

If you are ready to start funding your own deals, this course is for you. Learn from someone who made the jump what you need to know before you start your own portfolio.

4:15 p.m. – 5:00 p.m. First-Timers/New Member Orientation/ Intro to CLFP
Presented by Kalah Sprabeary, CLFP, 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. Additionally, 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.

4:15 p.m. – 4:35 p.m. Sponsor Presentation - ROK Financial
Learn more about ROK Financial.

5:30 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!

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7:00 p.m. - 9:30 p.m. Opening Reception

Join everyone for the opening reception where attendees will mix and mingle with the industry's top professionals while enjoying food, beverages, and casino entertainment.

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Wednesday, April 17, 2024

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
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10:00 a.m. - 10:20 a.m. Sponsor Presentation - First Business Bank
Attention business brokers! Are you looking to unlock a lucrative revenue stream and expand your service offerings? Don't miss this highly anticipated presentation on factoring referrals. This eye-opening session will unveil the untapped potential of factoring deals, providing you with a guide to earning substantial commissions. Discover the game-changing difference between traditional lines of credit and the power of factoring, enabling your clients to leverage their outstanding invoices for immediate cash flow. Drawing from real-world success stories and industry insights, this presentation will equip you with the knowledge and strategies to capitalize on this dynamic opportunity. Join us and learn how to seamlessly integrate factoring into your brokerage services, creating a win-win scenario for both you and your clients. Unlock the door to valuable commission income and position yourself as a trusted advisor in the ever-evolving business landscape.

10:30 a.m. - 12:00 p.m. Margarita Bar
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12:00 p.m. – 1:30 p.m. Lunch & Keynote Speaker - Nate Randle
Presented by Nate Randle, CEO of GAB Wireless

Prepared to be inspired and energized by GAB Wireless CEO, Nate Randle.

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2:00 p.m. – 4:00 p.m. Exhibitor - Private Sessions

Take this opportunity to meet with exhibitors during private appointment hours.

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

Best Practices for Vendor Referrals
Presented by David Harding, PFDCA Financing Company, LLC (Moderator); Dan Munman, Vista Capital Corporation; Carrie Radloff, CLFP, American Financial Partners; Wade Rasmussen, Amerifund, Inc.

In this session the panel will share tips and strategies on how to develop and leverage vendor relationships for more referrals, discuss ideas to find new vendors, ways to secure the relationship, and how to continue to nurture those relationships into partnerships.

Maximizing Your Marketing Efforts
Presented by Cheryl Tibbs, Equipment LeaseCo Inc.

Technology is forever evolving and so should your marketing efforts. Learn creative ways to utilize the latest technology in your marketing plan.

Trends in Artificial Intelligence

Presented by Kalani Thomas, KIHBBA

How do we harness AI now and in the future to achieve business objectives? Take this opportunity to learn about the latest advancements in AI.  #AIwrotethisdescription

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

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

Selling in a High-Rate Environment
Presented by Scott Hansen, AvTech Capital, LLC

Effectively communicating potential benefits to clients in an environment of rising interest rates is key to winning a deal.

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FinTech - Industry Trends
Presented by Trey Markel, Centrex Software

Staying on top of trends in technology could set you apart from the competition. Make sure you are ahead of the pack!

Roundtable Discussions - Broker Compensation & Who to Use for What
Moderated by Katie Baker, CLFP, MC2 Finance and Laura Estrada, Preferred Capital Funding Inc.

Broker Compensation - Join a detailed discussion around broker policies on compensating vendors. 

Who to Use for What - Join a detailed discussion on the selection of lenders based on the type of equipment being financed and the lenders' credit quality requirements.

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

Thursday, April 18

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. 

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

Legal – Disclosure Law Updates
Presented by Katie Baker, CLFP, MC2 Finance; 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, Katie Baker, and legal counsel, Ken Greene, will share the latest on disclosure and the implications associated with current and potential future disclosure laws affecting our industry.

Broker Efficiencies
Presented by Carrie Radloff, CLFP, American Financial Partners;  Tamara McCourt, CCE, CLFP, Huddle Business Capital LLC; Jamie Haver, CLFP, Happy Manufacturing Inc.

Whether you are a large sized brokerage or a small brokerage, in this session you will learn to streamline operations, improve productivity and maximize effectiveness. 

Detecting and Preventing Fraud
Presented by Alex Erickson, Navitas Credit Corp; Vickie Rocco, Entegra Capital LLC;  Shervin Rashti, CLFP, SLIM Capital LLC
In this session you will learn about various types of fraud that can occur in commercial finance transactions and also learn strategies to prevent and detect fraudulent activities.

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.

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2:00 p.m. – 3:30 p.m. Happy Hour & a Half
Join fellow attendees for one last drink to end the Annual Conference. Relax and enjoy a beverage on the house while bidding farewell to newfound business connections.

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