Developing Strong Leaders for the Commercial Equipment Leasing & Finance Industry

Wheeler Business Consulting LLC

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2020 Compensation and PRODUCTION Survey


In November 2020, Wheeler Business Consulting LLC conducted an industry-wide compensation and production survey of originators. A total of 113 individuals participated in the survey. The sample group was made up of 26% bank originators, 55% originators from independent finance and leasing companies, and 19% from syndication/broker companies. The survey included 19% of originators with less than 5 years of experience, 19% of originators with 5 to 10 years of experience, and 62% with 10 years or more of experience. The survey consisted of 73% small ticket originators, 23% middle market originators and 5% large ticket originators. The survey confirmed that the commercial equipment leasing and finance industry remains a lucrative opportunity for originators with 68% of all originators having incomes well into the six figures. Below are detailed charts developed from the survey:

Originators' Compensation
Originator's incomes in 2020 will be slightly less than in 2019. 72% of the surveyed originators had incomes in excess of $125.0K in 2019; and 68% will have incomes in excess of $125.0K in 2020. (41% of the originators will have incomes above $200.0K in 2020 compared to 48% in 2019). 

Originators' Production

Production remained relatively flat for 2020 in comparison to 2019 with 56% producing in excess of $10.0M of financing and leasing activity in 2019 and 54% in excess of $10.0M in 2020. The largest changes are at the bottom and top of the scale. Approximately 6% of the originators in the under $5.0M of production in 2019 moved up into the $5.0M to $10.0M range. Conversely, approximately 4% of originators who had produced in excess of $50.0M in 2019 slipped into the $25.0M to $50.0M range in 2020. 

Additional information from the Survey: