Brian Gallo reflects on 25 years in equipment finance, the AI-powered future of lending and building a broker-first platform built on trust, flexibility and collaboration. With a focused team, smart tech use and strong leadership, Gallo has made Targeted Lending Co. a leader in the industry.
Brian Gallo, CEO of Targeted Lending Co. (TLC), has always had a sharp eye for opportunity and a deep commitment to relationship-driven finance. His journey in specialty finance began in 1995 at MBNA Bank and quickly accelerated when he returned to Buffalo, NY to help his father acquire M&C Leasing. That move sparked
a path of innovation and growth that would eventually lead to the creation of Targeted Lending nearly a decade ago.
Under Gallo’s leadership, Targeted Lending has grown into a broker-focused platform that blends technology with personalized service. Gallo credits the company’s success to three key pillars: a deeply experienced and committed team, laser focus on serving brokers with tools and products tailored to their needs and strategic use of AI to boost efficiency.
“We want to be the go-to platform for originators,” Gallo says. “Our goal is to create a more flexible, à la carte experience for originators so they can close more deals. More approvals that fund means growth for them and for us.”
The foundation for this success was laid over two decades ago when Gallo, along with longtime colleagues Renee Hazard and Michael Philbin, built a high-performing leasing unit at Evans Bank. After identifying a market gap during the Great Recession, the trio developed and scaled an outsourced equipment finance platform which they later sold. That experience laid the groundwork for their next move: founding Targeted Lending, a platform designed specifically to empower independent originators.
As a leader, Gallo has evolved from a hands-on operator to a hands-off strategist focused on trust and empowerment. “We empower our team to make decisions, we ask for input regularly and we truly value the ideas and solutions they bring forward.”
Looking ahead, Gallo is focused on creating growth not just in volume, but in value. TLC is expanding into middle-market offerings, rolling out cashback solutions and continuing to invest in AI to combat fraud and streamline operations. “It’s not about replacing people, it is about empowering them,” he emphasizes.
“Our goals at TLC keep evolving, Gallo says. “And I’m excited to keep pushing forward with a talented team and a great group of originators.” •
“Encouraging and supporting input fosters a positive culture, a more engaged team, and ultimately, a profitable company for shareholders.”
– Brian Gallo, CEO, Targeted Lending Co.
