2021 Compensation and PRODUCTION Survey
In December 2021, Wheeler Business Consulting LLC conducted its sixth annual industry-wide compensation and production survey of originators. A total of 130 individuals participated in the survey. The sample group was made up of 29.2% bank originators, 50.0% originators from independent finance and leasing companies, and 20.8% from syndication/broker companies. The survey included 20.8% of originators with less than 5 years of experience, 11.2% of originators with 5 to 10 years of experience, and 68.0% with 10 years or more of experience. The survey consisted of 78.5% small ticket originators, 19.8% middle market originators and 1.7% large ticket originators. The survey confirmed that the commercial equipment leasing and finance industry remains a lucrative opportunity for originators. Below are detailed charts developed from the survey:
Originator's incomes in 2021 increased from 62.8% of originators having incomes above $125.0K in 2020 to 71.9% of originators having incomes above $125.0K in 2021. Originators with incomes above $300.0K increased from 25.6% in 2020 to 30.6% in 2021.
Production also increased significantly with 60.1% of all originators funding above $10.0M in 2021 compared to 54.8% funding above $10.0M in 2020. Originators funding above $25.0M in 2021 stayed relatively flat compared to 2020 with 32.7% of surveyed originators funding above $25.0M in 2021. Lower-level productions (less productive originators) are decreasing with only 20.4% of originators funding less than $5.0M in 2021 compared to 25.7% in 2020.
Additional information from the Survey: