Leasing News

Sales Makes It Happen

Broker Protection Policy by US Bank Manifest	8/11/10
Summer Sales---What to do By Linda Kester	8/4/10
Where Sales Reps Really Go Wrong by S. Anthony Iannarino	7/28/10
A Sure Fire Winner by Steve Chriest	7/21/10
LinkedIn and Networking by Kit Menkin	7/14/10
Myth of a Sales Personality by Steve Chriest	6/30/10
Great Selling Can Become a Habit by Steve Chriest	6/23/10
Songs with a sales message by Kit Menkin	6/16/10
Salesman Pay Survey by Kit Menkin	6/9/10
Archive 2001: Adrian Bulman Looks at our Industry by Adrian Bulman	6/3/10
Hiring a New Sales Person, the Interview by Odds and Ends	5/26/10
Improving Your Odds by Scott Wheeler	5/21/10
Use UCC's to Call on Lessees Whose Lessor is Gone by Christopher Menkin	5/12/10
Choices by Bob Teichman, CLP	5/5/10
Beat Yesterday by Christopher Menkin	4/28/10
Leasing Sales Tea Party by Christopher Menkin	4/21/10
Get Yourself a Warehouse Line by Christopher Menkin	4/7/10
Never Give Up! By Linda Kester	3/31/10
7 Reasons to Do Business With me by a Successful Salesman	3/24/10
Focus On Results Steve Chriest	3/17/10
It may be time to ‘fire’ some vendors - Part II Gerry Egan	3/10/10
It may be time to ‘fire’ some vendors - Part I Gerry Egan	3/3/10
Listening to Zig Ziglar Gerry Egan	2/24/10
Rethinking Customer Loyalty Steve Chriest	2/17/10
"Me-too" players Steve Chriest	2/10/10
Persistence wins Jim Gibbons	2/3/10
What can you learn from GreatAmerica Leasing? Christopher Menkin	1/27/10
Egan's Quick Summary Financial Form Gerry Egan	1/13/10
New Top Ten Reasons to Lease Kit Menkin	12/23/09
Overcoming discouragement Linda P. Kester	12/16/09
Objections we all see Linda P. Kester	12/02/09
Preparing for the Calm after the Storm Scott Wheeler	11/18/09
The Zen of Leasing Christopher Menkin	11/11/09
The Use of Lease Proposals Mr. Terry Winders, CLP	11/04/09
"A Sure Fire Winner" Steve Chriest	10/28/09
"What else can you do for me?" Ken Goodman, CLP	10/21/09
Sales Techniques Leasing News Readers	10/14/09
Moving Up-Selling into the Middle Market Robert Teichman, CLP	10/07/09
What is the correct answer to "What is my rate?" Mr. Terry Winders, CLP	10/02/09
6% of Time Spent Selling Steve Chriest	9/24/09
Learn to Read and Understand FS Steve Chriest	9/16/09
The Use of Lease Proposals Mr. Terry Winders, CLP	9/02/09
Changes in the Leasing Marketplace Christopher Menkin	8/26/09
The Best Profession: Sales Steve Chriest	8/19/09
Direct Sales vs. Independent Broker Christopher Menkin	8/12/09
All Sales Are Complex Steve Chriest	8/05/09
Building Customer Loyalty Steve Chriest	7/29/09
Ten Sales Points Anonymous	7/22/09
"Selling In a Down Economy" Steve Chriest	7/15/09
Delivering Results in the Second Half of 2009 Scott Wheeler	7/08/09
Taking a Look Back in Preparation for the Future Scott Wheeler	7/01/09
"Hide the chair" Kit Menkin	6/24/09
A Necessary Transformation Robert Teichman, CLP	6/17/09
Taking "Only" out of "Application Only" by Scott Wheeler	6/10/09
Looking Forward by Scott Wheeler	6/03/09
"Sales Isn't Just for the Salesperson" by Robert Teichman, CLP	5/20/09
"Never Give Up!" by Linda P. Kester	5/13/09
The Eyes and Ears of the Industry by Scott Wheeler	5/06/09
Vendor Follow-Up by Linda P. Kester	4/29/09
Cold Calling----Part II by Kit Menkin	4/22/09
"Investing in Knowledge" by Scott Wheeler	4/15/09
"Shooting at the Right Target" by Robert Teichman, CLP	4/8/09
How Should a Lease Originator Deal with FEAR? by Scott Wheeler	4/1/09
Cold Calling---Part I by Kit Menkin	3/25/09
Passion for Leasing Success by Scott Wheeler	3/18/09
“Bridges Over These Troubled Waters” by Scott Wheeler	3/11/09
“Get off the Telephone” by Christopher Menkin	3/4/09
Effectively Qualifying Lessees by Tom Martin	2/25/09
Want to Hire Great Sales Reps? Start by Avoiding the "Sales Personality" Myth by Steve Chriest	2/19/09
Lease Originators are Productive Farmers by Scott Wheeler	2/11/09
Bridges Over These Troubled Waters by Scott Wheeler	2/4/09
Just The Facts, Ma'am - The New Reality For Sellers by Steve Chriest	1/28/09
Formulate a Personal Strategy by Scott Wheeler	1/22/09
“The Evolving Internet” by Linda P. Kester	1/14/09
“Opportunities for all Leasing Professionals” by Scott Wheeler	1/7/09
“Sales Isn't Just for the Salesperson” by Robert Teichman, CLP	12/24/08
“Snap Into Your Marketing Process” by Scott A Wheeler, CLP	12/19/08
“How to Become a Better Leasing Advisor” by Scott A Wheeler, CLP	12/17/08
“How to Become a Better Leasing Advisor” by Scott A Wheeler, CLP	12/10/08
“Four Easy Steps… Improve Your Sales Volume by Scott A Wheeler, CLP	12/3/08
“Thanksgiving & Sales” by Linda P. Kester	11/19/08
The Smart Leasing Professional Will Flourish in 2009 and Beyond by Scott A Wheeler, CLP	11/6/08
Want to End the Year With More Revenue? by Adrian Miller	10/29/08
“Listening in a Forest ” by Steve Chriest	10/22/08
“Lease Platform Review” by Linda P. Kester	10/15/08
“Get yourself a Warehouse Line” by Christopher Menkin	10/8/08
“A few good salesmen” by Steve Chriest	10/1/08
Myth of the Sales Personality by Steve Chriest	9/17/08
“Don't Bother Me!” by Steve Chriest	9/10/08
“Your Unique Selling Position” by Linda P. Kester also Meet Linda Kester in Costa Mesa!	8/27/08
“Four Tips for Prospecting in a Shaky Economy” by Linda P. Kester Two New Books also Available	8/13/08
"The Receptionist" by Charlie Lester	7/30/08
“Types of Leases being used on the Street” by Christopher Menkin	7/23/08
"Moving Up-Selling into the Middle Market" by Robert Teichman, CLP	7/16/08
“When Leasing Gets Tough” by Adrian Miller	7/9/08
"Summer Sales---What to do" By Linda Kester	6/25/08
“That's Why I am Here” By Linda P. Kester	6/11/08
“New” Ten Top Reasons to Leasing by Christopher Menkin	6/4/08
Managing and Motivating Your Sales Force By Linda P. Kester	5/21/08
“Don't Save you last Shot” by Kit Menkin	5/14/08
“Get off the telephone II ” by Kit Menkin	5/7/08
"Overcoming Discouragement" by Linda P. Kester	5/1/08
“Get off the telephone” by Kit Menkin	4/23/08
“Fast Turn around Time” by Steve Chriest	4/16/08
“When the tough get going” by Adrian Miller	4/9/08
“Lease Platform Review” Lease Platform Review---Expanded by Linda P. Kester	4/2/08
“Are you Easy?” by Adrian Miller	3/28/08
“Surviving a Recession” by Linda P. Kester	3/19/08
Everything I learned about training I learned in Kindergarten by Adrian Miller	3/13/08
“Never Give Up” by Linda P. Kester	3/5/08
7 Steps to Exceptional Customer Service by Adrian Miller	2/27/08
Managing and Motivating Your Sales Force By: Linda P. Kester	2/20/08
"How to Beat a Sales Slump" by Adrian Miller	2/6/08
“Measure more than Revenue” by Steve Chriest	1/30/08
“Sweat the Small Stuff” by Adrian Miller	1/23/08
“Getting it done in 2008” by Adrian Miller	1/17/08
“The Art of the Soft Sell” by Adrian Miller	1/9/08
Great Opportunity to close some sales in 2007 by Christopher Menkin	12/19/07
How to end the year with more revenue--- by Adrian Miller	12/12/07
“Do You Hear What I Hear?” by Adrian Miller	12/5/07
Don't Shoot The Sales Team! by Steve Chriest	11/28/07
“Fast Turn around Time” by Steve Chriest	11/21/07
Broker Commissions - Follow-Up Report By: Linda P. Kester	11/14/07
“Purchase Orders” by Doug Dawkins, CLP	11/07/07
Video #4 Selling Approvals Over Rates by Gerry Egan:	10/17/07
Sales Makes it Happen by Linda P. Kester Finding Your Niche	10/10/07
Video #3 Three Skills For Success by Gerry Egan	10/3/07
Sales Make it Happen by Jeffrey Taylor, CLP Excerpt from New Book	9/26/07
Video #2 An Effective and Effortless Incentive Plan by Gerry Egan	9/19/07
"Has your vendor ever wondered…?" by Doug Dawkins, CLP	9/12/07
Video #1 The Treasure on Top…And how to find more of it by Gerry Egan	9/5/07
“The use of Lease Proposals” by Mr. Terry Winders, CLP	8/22/07
“Objections we all see” by Linda P. Kester	8/15/07
“What is the best use of my time now!” by Christopher Menkin	8/8/07
“Now is the Time for Brokers" by Christopher Menkin	8/1/07
"Be an Idea Dispenser" by Linda P. Kester	7/25/07
"Time and Management" by Steve Chriest	7/18/07
"The New Sales Professional" by Steve Chriest	7/11/07
"Morale Busters" by Steve Chriest	6/27/07
"You become who you attract" by Christopher "Kit" Menkin"	6/20/07
“The Best Deal” by Christopher “Kit” Menkin	6/13/07
"Presentations to Civic Clubs" by Linda P. Kester	6/6/07
"Tips for your Vendor" by Linda P. Kseter	5/30/07
"Wiki" by Linda P. Kester	5/23/07
"Kick the Bad Deal to the Curb/Clean up Inegrity" by Linda P. Kester	5/16/07
"Unique Selling Position" by Linda P. Kester	5/9/07
"That's why I'm here" by Linda Kester	5/2/07
"Advice from Vendors" by Linda P. Kester	4/25/07
"Rave Reviews: NAELB Distance Learning Program" by Gerry Egan	4/18/07
#35 "The Strangest Secret" by Linda P. Kester	4/4/07
"Best time to reach a client" "Time Management" by Linda P. Kester	3/28/07
"How to Lure back Vendors" by Linda P. Kester	3/21/07
"Egan's Quick Summary Financial Form" by Gerry Egan	3/14/07
"Structuring the Deal" by Christopher Menkin	3/7/07
"Leave a Message" by Linda Kester	2/28/07
"Slow Down" by Linda P. Kester	2/14/07
"Marketing Attitude" By Linda P. Kester	2/7/07
"The Lease Production Team" By Bob Teichman, CLP	1/31/07
"Money isn't Everything" By Kit Menkin	01/17/07
"A New Year's resolution 1974" By Kit Menkin	01/10/07
"The Past Does Not Equal The Future" By Linda P. Kester	01/03/07
"Prospecting is like Football" By Linda P. Kester	12/27/06
"Send three letters" By Linda P. Kester	12/20/06
"Professional Associations" By Linda P. Kester	12/13/06
"Bad Calling Times" By Linda P. Kester	12/06/06
Go for It! By Linda P. Kester	11/29/06
“Operating Leases —A Broker’s Forgotten Friend” By Reg Lindholm	11/22/06
"Two eyes, two ears, one mouth" By C. Menkin	11/15/06
"Telling is not Selling" By Linda P. Kester	11/08/06
"Get Your New Reps Off To a Great Start" By Linda P. Kester	11/01/06
"Communications" By Linda P. Kester	10/25/06
"Questions and Answers" By Linda P. Kester	10/18/06
"Equipment Lease Asumptions" By Christopher Menkin	10/11/06
"Second Most Asked Question" By Chistopher Menkin	10/04/06
"Tis the Season" By Robert Teichman, CLP	09/27/06
"Who Pays What" -Broker Commissions By Linda Kester	9/20/06
"App Only" is for "Girlie Men" By Kit Menkin	09/13/06
Ten Advantages in Leasing By Kit Menkin	09/06/06
Broker Commissions - Follow-Up Report By: Linda P. Kester	08/30/06
What is a professional sales person? By Terry Winders, CLP	08/23/06
Sales Rep' Compensation Survey By Kit Menkin	08/16/06
Broker Commissions By Linda Kester	08/9/06
Terms of Use By Terry Winders, CLP	08/2/06
Insurance: Part of Sales Presentation By Terry Winders, CLP	07/19/06
Use a Tiered Approach by L.P. Kester	07/12/06
Depends on which corner your view is coming from... by Terry Winders, CLP	07/05/06
A Critical Sales Tool Too Often Ignored By Gerry Egan	06/28/06
Never Give Up by Linda P. Kester	06/21/06
6% of Time Spent Selling by Steve Chriest	06/14/06
Financing/Leasing Alternatives by Terry Winders, CLP	06/07/06
"Excerpts from his new book" Jeffrey Taylor	05/31/06
The B-Shield by Linda P. Kester	05/24/06
Personal Guarantees by Terry Winders, CLP	05/17/06
Continuous Partial Attention by Linda P. Kester	05/10/06
P MAP: Personal Marketing Action Plan from the late Mike Graneri "Top Gun" Newsletter, as printed in January, 2002, Leasing News	05/05/06
"Probing Questions for Equipment Leasing" By Terry Winders, CLP	05/03/06
Lease Packaging by Robert Teichman, CLP	04/26/06
"What else can you do for me?" by Ken Goodman, CLP	04/19/06
"Information Under Load" by Linda P. Kester	04/12/06
Moving Up-Selling into the Middle Market by Robert Teichman, CLP	04/05/06
Vary the Lease Structure to Accommodate Customers Needs By Terry Winders, CLP	3/29/06
Managing and Motivating Your Sales Force By: Linda Kester	3/22/06
What is the correct answer to “What is my rate” By Terry Winders, CLP	03/15/06
The Use of Lease Proposals By Terry Winders, CLP	03/07/06
CHOICES by Bob Teichman, CLP	03/01/06
OBJECTIONS WE ALL SEE By: Linda P. Kester	02/22/06
Sales Isn't Just for the Salesperson by Robert Teichman, CLP	02/15/06
Lessees, Lessor's Not on the Same Wavelength By Terry Winders, CLP	02/08/06
Transaction Profile by Doug Houlihan	02/01/06