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Marketing the Equipment Lease |
A leasing industry best seller that trained a generation of lessors has been newly
revised for leasing in 2000 and beyond. Marketing the Equipment Lease is a power-packed e-Book with over 200 pages of "insider" leasing information on one CD-ROM.
This is the tool you need as an educational guide, a training aid, to provide an
orientation to leasing to your staff and as an invaluable reference source.
Marketing the Equipment Lease is the dynamic guide to leasing that is on the
recommended study list for the UAEL (a national equipment leasing association) sponsored
Certified Lease Professional(CLP) program. Thousands of copies have been sold!
"I personally have quite a
library on leasing books as when I started there were no associations or
conference, and I learned early to find books on leasing. I think this is the
best marketing book available.” Kit Menkin
Kit Menkin is
well known as the Editor of “Leasing News” the daily, on-line newsletter read by
thousands in the leasing industry. As a partner in American Leasing, Kit has
more than 30 years of leasing experience. If you aren’t currently a subscriber,
check
www.leasingnews.org.
TOPICS INCLUDE:
History of Leasing
How it started. Types of leases. FAS 13
Advantages and disadvantages of leasing
Sale & Leaseback
Special documentation UCC searches. Tax
considerations. Before and after illustration.
Leveraged True Leases
How leverage works. Credit requirements. Potential
lessees. Rev. Proc. 75-21 highlights.
Government Leasing
Tax exempt leases to state and local government.
Essential use equipment. Non-appropriation provisions. Leasing to
the Federal Government-a huge market with big potential risks.
Financial Statements
Lessee legal structures. The kinds of statements
you'll see and their composition. Ratios every
salesperson should know.
Packaging
The information you need to get approvals
and how to present it. Sample write-up.
Depreciation
Depreciation methods are illustrated. Half year, midquarter
and other conventions. Investment Tax Credit, a history
and how it works. Alternative Minimum Tax (AMT) and its impact.
Interest
Declining balance, add-on interest and
discounted interest are discussed.
Math of Leasing
Compound interest and present worth.
Structuring various lease payments. The
effect of purchase options, renewals
puts and security deposits.
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Prospecting
Identifying prospects, list building, telemarketing, direct
mail, trade shows, speaking engagements and more.
Vendor Programs
Vendor selection, service and teaching. Overcoming
common vendor objections.
Basic Sales Presentation
Answers to lessee objections and special techniques to help
you close more sales.
Leasing to Major Corporations
Marketing techniques you need to be successful.
Information sources that can put you a step ahead of your
competition.
Discounted Cash Flow
Creative selling! Lease vs. buy and lease vs. loan
illustrations.
After the Sale
Marketing tips that will generate
additional business for you.
Speech Outline
Give a presentation on leasing to trade
groups, Rotary, etc. every chance you get.
Documents & Forms
Copies of basic lease documents are provided
with a brief description of their usage.
Glossary
106 leasing terms are defined.
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