A Leading Provider in Equipment Financing

You Need To Package Your “Story Credit”

Important To Submit Good Credit Packages 

Package your story creditSales people are typically “coin operated,” which is to say that they are motivated by money. With that said, it is sometimes surprising to me how many sales people don’t understand the importance of submitting a good credit submission package. The reason for that might be for many of the small transactions, credit scoring drives the credit decision. The only thing the sales person needs to supply to the funding source is a completed and signed credit application and a vendor quote/invoice.

Then again, there are the larger transactions that require additional information, such as financial statements and tax returns. In larger transactions, with credit worthy accounts, nothing much more than those basic items is required. The financials (and/or tax returns) tell the “Story” for the credit committee. The Scoring solution requires minimum input from the sales person, and for the larger transactions the financials and tax returns speak for themselves. However, when the transaction is a “Story Credit,” things seem to become challenging for the sales person. This is where many sales people fail to properly “package” the opportunity to obtain the desired results from the funding sources.

What qualifies as a “Story Credit?”

If the credit submission fails either of the above credit reviews, then likely it now qualifies as a “Story Credit” submission. Here the sales person needs to identify why did it not pass the credit review at the bank. For small and mid-sized businesses (SMBs), the principals of the business will most likely be required to provide their personal guarantee on the financing. When their credit is pulled, the most frequent reason a bank declines the application is a legacy issue. Those legacy issues include foreclosures, bankruptcies, tax liens, short sales, student loan delinquencies, etc. An issue that occurred just six -months ago can negatively affected the borrowers/lessee’s FICO score. The borrowers/lessee’s FICO score might now be 710, but they had a short sale in 2014. To get these credit submissions approved, someone has to find out about the borrowers/lessee’s “Story.”

How does someone tell the “Story?”

If you want to get this opportunity approved, this is where the work begins. You, the sales person with the opportunity fulfills the roll of “Packager.” You need to ask questions of the borrowers/lessee and share that information with your funding source. What happened, how did it get resolved? If it did not get resolved, where does it stand now? Why did they file bankruptcy? If they did not file bankruptcy, but were severely delinquent with a number of creditors, what did they do and why? Are they now caught up or nearly caught up?

So, what is the funding source looking for? Typically, character of the principal, today’s cash flow and to assess the value of the collateral.

The character of the principal is a good starting point. When they faced adversity, how did they handle it? Did they file bankruptcy because of the divorce and walked away from all their creditors? Did they file bankruptcy and entered into payment plans with their creditors, paying everyone eventually all the money they owed? Assuming everything else is okay, the difference in the action one person took versus the other might mean one get approved and the other declined.

Sometimes, the opportunity is based on being awarded a contract or contracts. As a packager, the lease broker, it is important that a copy of these contracts (signed preferred) be included in the credit submission. Then there is the possible mismatch. The contract is for two years and the lessee wants a five-year financing term. Is there any explanation on how that is going to work out?

We had applicants come into our office several years ago who wanted to get a loan. They were local and since they had a credit “issue” on their credit report, it was their intention to make a good impression. We learned in that meeting that they entered into a loan on equipment with a bank several years earlier. Subsequent to that loan, as so many others did in the down turn, the vendor went out of business. We were told that since the vendor went out of business, they elected to stop paying the bank. Since the vendor would no longer service the equipment, they did not feel they needed to continue to pay the loan. The character of this applicant was clear, this was a business we did not want for our portfolio. We bid him good luck finding a lender for his financing needs. We have seen the lessee who has current or former tax liens. When you know they exist, or existed, you want to obtain the payment plans or document the closure if they have been paid off.

We entertain start-ups and they are never easy. This is where the Packager should be asking a lot of questions and submitting a “Transaction Summary” with all the information they have learned. We require the lessee complete a “Start-Up Questionnaire.” One question is “Do you have a business plan?”, if so include it. I am always amazed when the question is answered with a “Yes,” but the business plan is not included with the credit submission. Then there are those that submit a business plan, and it only contains the details of their idea for the business. No financial projections, no costs identified and no revenues, etc. I guess those folks are hoping for the best and they love the idea no matter if they can pay the bills or not. It is not uncommon for the principal to state on the Questionnaire that they have invested X dollars into the business and not include the details on where it came from nor how it was used. Those are basic details us, as lenders, want to know about and you, as the Packager, will want to include in your submission.

Global Financial & Leasing Services (GFLS) was created in 2008 for the purpose of serving these small and mid-sized businesses (SMBs). GFLS has the capability to fund a wide range of businesses. In addition to its own bank lines, GFLS has established its own equipment lease fund. Now, as a funding source, we are able to peel back the layers of a credit request to uncover value and create a structure that will work to assist SMBs secure equipment financing with or without credit blemishes. We know that not every less-than-perfect credit story may fit into the credit boxes used by banks and other financial institutions, but GFLS believes a company’s character is more than its credit rating. In closing, a good Packager is more successful with their submissions and makes more money.

People Are Talking . . .

CP – Medical Vendor

I want to thank you both so much for doing a wonderful job with my customers. You truly go the extra mile to assist them with their financing needs.
Global Financial and Leasing Client Testimonials
2019-03-20T07:32:35-07:00
I want to thank you both so much for doing a wonderful job with my customers. You truly go the extra mile to assist them with their financing needs.

Alyson

Very good people.

Global Financial and Leasing Client Testimonials
2019-06-27T06:13:28-07:00
Very good people.

SS, Medical Vendor

I certainly appreciate all the effort and hard work that you put into our customers. Your dynamics show us even when the financial situations are shaky that you still come through with positive outcome. Thank you so much for your hard work!
Global Financial and Leasing Client Testimonials
2019-03-20T07:32:54-07:00
I certainly appreciate all the effort and hard work that you put into our customers. Your dynamics show us even when the financial situations are shaky that you still come through with positive outcome. Thank you so much for your hard work!

Michael B.

Not be any happier with this company.

Global Financial and Leasing Client Testimonials
2019-06-27T06:40:57-07:00
Not be any happier with this company.

President, Plumbing Company

Just wanted to thank you again! I just picked up five new vehicles from a lease I acquired from your friend! I am so excited! Again I cannot thank you enough for all that you have done for me!
Global Financial and Leasing Client Testimonials
2019-03-20T07:37:24-07:00
Just wanted to thank you again! I just picked up five new vehicles from a lease I acquired from your friend! I am so excited! Again I cannot thank you enough for all that you have done for me!

Hollie Aneshansley

Amazing opportunity these wonderful people gave me♡

Global Financial and Leasing Client Testimonials
2019-06-27T06:41:30-07:00
Amazing opportunity these wonderful people gave me♡

President, Plumbing Company

Just wanted to thank you again! I just picked up five new vehicles from a lease I acquired from your friend! I am so excited! Again I cannot thank you enough for all that you have done for me!
Global Financial and Leasing Client Testimonials
2019-03-20T07:37:57-07:00
Just wanted to thank you again! I just picked up five new vehicles from a lease I acquired from your friend! I am so excited! Again I cannot thank you enough for all that you have done for me!

Shaun Land

Great organization to work with. Very friendly staff and a good business partner.

Global Financial and Leasing Client Testimonials
2019-06-27T06:41:50-07:00
Great organization to work with. Very friendly staff and a good business partner.

J, Medical Vendor

It was the best quarter in my 4+ years at XXX!! You guys were a BIG part of it!! Thank You!!!
Global Financial and Leasing Client Testimonials
2019-03-20T07:38:11-07:00
It was the best quarter in my 4+ years at XXX!! You guys were a BIG part of it!! Thank You!!!

R. Morris, CFO & Treasurer SerenaGroup, Inc.

Global provided our company with financing resources when every other firm said no. Both Jim and Judi Jenks have been supportive beyond any experience I’ve had with other financing firms, their professionalism and “going the extra mile” for their client was the norm, not the exception. I highly recommend Global for your financing needs as you will be dealing with people who truly practice what they preach.
Global Financial and Leasing Client Testimonials
2019-03-20T07:38:25-07:00
Global provided our company with financing resources when every other firm said no. Both Jim and Judi Jenks have been supportive beyond any experience I’ve had with other financing firms, their professionalism and “going the extra mile” for their client was the norm, not the exception. I highly recommend Global for your financing needs as you will be dealing with people who truly practice what they preach.

M.C., President Wound Care Management Company

GFRS has allowed our business the growth we needed and given us an exceptional partner we can count on. Other leasing firms were merely interested in looking for certain numbers to meet in the short term. J.D. Jenks, CEO, understood our business model, why we needed what we needed.
Global Financial and Leasing Client Testimonials
2019-03-20T07:38:42-07:00
GFRS has allowed our business the growth we needed and given us an exceptional partner we can count on. Other leasing firms were merely interested in looking for certain numbers to meet in the short term. J.D. Jenks, CEO, understood our business model, why we needed what we needed.

D. Williams, Owner Discovery Ultrasound

Sweet! Thank you so much for all of your help and incredible speed. I just wanted to tell you that this new piece of equipment will be a game changer for my business. No one within 250 miles of me has one. I will crush my competition!
Global Financial and Leasing Client Testimonials
2019-03-20T07:39:06-07:00
Sweet! Thank you so much for all of your help and incredible speed. I just wanted to tell you that this new piece of equipment will be a game changer for my business. No one within 250 miles of me has one. I will crush my competition!

Richard Pennington, Owner Pennington Designs

Not your average lender! Judi and her staff were very professional and prompt in helping us to acquire much needed equipment which will allow us to grow our company. Very fair and willing to work with us through the entire purchase and assured that all vendors involved had fulfilled their orders and met my needs. We look forward to a long and successful partnership with Global Financial.
Global Financial and Leasing Client Testimonials
2019-03-20T07:39:30-07:00
Not your average lender! Judi and her staff were very professional and prompt in helping us to acquire much needed equipment which will allow us to grow our company. Very fair and willing to work with us through the entire purchase and assured that all vendors involved had fulfilled their orders and met my needs. We look forward to a long and successful partnership with Global Financial.

P. Bosley, Mgr. Member, Vendor

Larry, I really appreciate you working so diligently on this lease application and approval. You are a true professional!

Global Financial and Leasing Client Testimonials
2019-03-20T07:39:56-07:00
Larry, I really appreciate you working so diligently on this lease application and approval. You are a true professional!

G. Duncan, CFO, CPA, CFE

Judi your email agrees 100% with our discussion yesterday. I appreciate the customer service and you going to some trouble to help us out. That type of service is remembered and appreciated.
Global Financial and Leasing Client Testimonials
2019-03-20T07:40:24-07:00
Judi your email agrees 100% with our discussion yesterday. I appreciate the customer service and you going to some trouble to help us out. That type of service is remembered and appreciated.

Executive Director, Surgery Center

Judi, please accept my thanks to you and the team there for the very nice cookie basket. We received it this morning and it was a big hit with our staff. Your thoughtfulness is much appreciated and admirable. Again, my thanks to you and Larry for the smooth financing transaction we just completed. Have a great weekend. Now I have to go find some milk.
Global Financial and Leasing Client Testimonials
2019-03-20T07:18:42-07:00
Judi, please accept my thanks to you and the team there for the very nice cookie basket. We received it this morning and it was a big hit with our staff. Your thoughtfulness is much appreciated and admirable. Again, my thanks to you and Larry for the smooth financing transaction we just completed. Have a great weekend. Now I have to go find some milk.

Jeffrey L., FPC Financial Partners

Jerald Collens and Global Financial and Leasing Services have been great in helping me get some of my deals done that I otherwise would not have been able to close. Jerald looks at all aspects of the deal in order to find a solution that suits my clients.
Global Financial and Leasing Client Testimonials
2019-03-20T07:40:58-07:00
Jerald Collens and Global Financial and Leasing Services have been great in helping me get some of my deals done that I otherwise would not have been able to close. Jerald looks at all aspects of the deal in order to find a solution that suits my clients.

Office Manager, Podiatrist

I sincerely appreciate your response on this holiday weekend. You’re a true professional and your dedication with assisting clients has always been honorable. May the remainder of your weekend be enjoyable!
Global Financial and Leasing Client Testimonials
2019-03-20T07:21:41-07:00
I sincerely appreciate your response on this holiday weekend. You’re a true professional and your dedication with assisting clients has always been honorable. May the remainder of your weekend be enjoyable!

Taylor M., General Financial

Your company has helped touch the hearts of both new, and returning mutual clients across the US. Jerald Collens continues to show excellence in his career, and still goes out of his way to make himself available at all times to satisfy our demanding clients needs. We are proud to have a funding partner in our industry that is dedicated to finding a way to say “yes” to every single clients unique circumstances, when other funding sources typically say “no”.
Global Financial and Leasing Client Testimonials
2019-03-20T07:41:17-07:00
Your company has helped touch the hearts of both new, and returning mutual clients across the US. Jerald Collens continues to show excellence in his career, and still goes out of his way to make himself available at all times to satisfy our demanding clients needs. We are proud to have a funding partner in our industry that is dedicated to finding a way to say “yes” to every single clients unique circumstances, when other funding sources typically say “no”.

Malcolm, President Specialty Contracting Company

Judi, thanks for your support. We are building something here and having folks like yourself on our side makes all the difference!
Global Financial and Leasing Client Testimonials
2019-03-20T07:22:06-07:00
Judi, thanks for your support. We are building something here and having folks like yourself on our side makes all the difference!