Lesley Farmer, business development lead at KLC Financial, has built consistent growth through trust, staying engaged and adding value wherever she can. By understanding her clients’ businesses, remaining active in the industries she serves and helping solve complex financing challenges, she has built a strong business driven largely by repeat customers and steady referrals.

“Growth has always been a byproduct of strong relationships,” Farmer says. “When you take the time to understand your clients’ businesses, earn their trust and become a long-term resource instead of simply providing financing, the growth naturally follows.”

Farmer believes strong relationships start with careful listening. She takes time to understand each client’s goals, challenges and priorities before recommending a solution, staying responsive and following through on her commitments to build long-term partnerships.