Like most of the leasing industry, the Certified Lease Professional (CLP) program is facing new challenges. Despite aggressive marketing efforts, the number of CLPs has declined over the past few years as leasing companies have left the industry, experienced leasing professionals have retired and many companies have focused their attention on controlling expenses rather than improving skills and networking.

“We think this is short-term thinking,” said Theresa Kabot, CLP, of Kabot Commercial Leasing. “The fact is that obtaining CLP certification actually produces business and employment opportunities for our members and is exactly what qualified leasing personnel should be doing in this market in order to be more successful.”

As evidence of these real-world benefits, the CLP Foundation has begun assembling testimonials and interviewing members, encouraging them to describe how being a CLP helps them and benefits those that do business with them.

Longtime funder Dwight Galloway, CLP, of Navitas Lease summed up the benefits to brokers and other lease originators, “As a broker funding source, we have always considered CLP certifications a significant positive when evaluating prospective brokers. Having the CLP does not mean that individual will be delivering more or better applications, but it does show a desire to learn and an interest in becoming more proficient in the industry. CLPs generally have a broader understanding of the industry, including knowledge that would not normally be acquired in the day-to-day broker/lessor experience. Additional breadth of knowledge is particularly helpful in building a successful long-term business in which the principal must wear a great many hats.”

“When we see the CLP designation on a current or potential customer, it provides an increased level of credibility,” noted Terey Jennings, CLP of Financial Pacific. “We know the letters CLP following a name means a standard of professionalism, ethics, experience and knowledge.”

Jennings also described the benefit of networking opportunities afforded CLPs, “The CLP Foundation also promotes its members through networking opportunities and newsletters, which gives us exposure to potential customers we may not have been exposed to otherwise.”

These opportunities in a competitive market were on the mind of Bob Bell, CLP, founder and president of United Funding: “Being a CLP has helped me in many ways over the years. I think certain funders are more likely to bring you on as a broker if you are a CLP than not, especially the ones that have CLPs on their staff. But the real advantage to me has been when I’m approaching a vendor or group to solicit their business. They get calls daily from leasing companies soliciting their business. It helps when I can say something like, ‘I am one of less than 350 in our industry who has earned the Certified Lease Professional designation.’ It sets me apart.”

Industry veteran, Jim McCommon, CLP, of McCommon Leasing agrees. “In an industry selling a generic product it’s important that customers know we are experts in our field; that’s the one thing that separates us from competitors. The CLP designation initially forces a level of study that’s rigorous. The payoff is a knowledge base that helps customers understand our product in light of changes in accounting, law and tax,” he said.

“Anyone considering whether to sit for the CLP test should know that being a CLP is an indication of your dedication to your industry,” added Bob Fisher, CLP, of Ascentium Capital. “It really does mean something to others in the industry and in this market, everything you can do to establish your ability, professionalism, integrity and knowledge helps set your professional plan for success.”

Cindy Spurdle, executive director of the CLP Foundation, summed up the Foundation’s message to prospective applicants: “We think that any qualified leasing professional who fails to take the few steps necessary to receive his or her CLP certification is missing an opportunity to be more successful in the leasing business. With all the focus on how the program benefits the industry and what certification says about CLPs, we sometimes forget that there is a real dollar value to being a CLP. It promotes business and opens doors.”

She continued, “The path to achieving your CLP designation is not an onerous one. The Certified Lease Professionals’ handbook, the Body of Knowledge, which can be found on our website, and the CLP exam have all been written to mesh together for a smoother transition from studying to sitting for the exam.

“There are lots of current CLPs who are more than willing to work with you, either through the mentor program or through formal training/review, if you decide to pursue your CLP designation. Another great way to study for the exam is with a ‘buddy’ or small group of your peers,” she added.

“The CLP exam is offered every year at the NEFA Spring Education Conference and the NEFA Fall Funding Symposium. It is also offered at the NAELB Annual Conference in the spring. In addition to these three conferences, the Foundation works with CLPs across the country who volunteer to proctor the exam close to the candidate’s office. The CLP exam tests the candidate on the 18 subjects covered in the CLP handbook. It is broken into four parts covering eight hours. If you ask current CLPs about the exam, most will tell you that although it is a long exam, the questions are fair,” Spurdle said.

For further information, those interested should consult www.clpfoundation.org or contact the author or any Certified Lease Professional.

Barry S. Marks is a founding partner of Marks & Weinberg, PC. He is a certified lease professional, a co-editor on www.leaselawyer.com, and a frequent lecturer on business and commercial law issues. Marks graduated magna cum laude from Emory University in 1974, received his J.D. with high honors from the University of Florida in 1976 and earned his LLM in Taxation from Emory University in 1985.