Author Bio

Linda Kester

Writer & Professional Speaker of Institute of Personal Development

Linda Kester is a bestselling author and professional speaker with 25 years of experience in leasing sales and marketing management. As founder of the Institute of Personal Development, Kester has helped hundreds of salespeople increase their volume. Her book, 366 Marketing Tips for Equipment Leasing, has produced results for leasing companies in the U.S., UK and Australia. For more information, visit

Posts by Linda Kester

Prospecting with Gusto: Engaging the Right People in Real Time

Have you ever been driving on a highway when the driver in front of you suddenly slams on the brakes? This happened to me recently, and I immediately hit my brakes, checked my mirrors and prayed that the guy behind... read more

The Five Traits of an MVP: How All-Stars Maximize Their Value

The first MVP awarded in North American sports can be traced back to the early 1900s. A group of sportswriters met after the 1911 baseball season to determine the “most important and useful players to the club and to the... read more

Preventative Maintenance for Sales Reps: Keep Your Team Running Like a Well-Oiled Machine

Something happened last year, and it completely changed how I think about sales management. Sue was a top performing rep who had just submitted her resignation. Hired three years prior, she was burned out. On what felt like an endless... read more

Bad Boss? Five Tips to Help You Cope

There’s no way to sugarcoat it: a majority of sales leaders are unqualified and ineffective. This happens because top producing reps get promoted to management, and the skills of successful sales people, such as being absorbed in their own accomplishments... read more

Thriving on Inconsistent Income: Finance Tips for the Commissioned Sales Person

One of my coaching clients, Keegan, is a top producing sales rep who couldn’t seem to get ahead financially. Between commission checks, he lived on credit cards and didn’t keep track of his spending. When he closed a deal, he... read more

After the Sale: How to Achieve a Return on Existing Lessees

When my Saab 900 needed new brakes, I took it to a local auto repair shop. I gave them my work number and asked them to call me when it was done. While paying for the service the guy behind... read more

Credit vs. Sales: The Battle for Approvals

It’s my third day on the job. I’m being tested on my ability to calculate residuals. Working in a quiet conference room, the only sound is the faint clicking of a HP-12C calculator. Suddenly, another sales rep bursts through the... read more

Improving the Odds: How to Ramp Up Quickly as a Sales Rep

Wouldn’t it be great to be able to use Amazon Prime to hire salespeople? You would type in exactly what you’re looking for, read the reviews and a rep would be delivered to your door the next day. In this... read more

Throw Out the Script: How to Win Over Gatekeepers & Achieve Results

Back when Bill Cosby was a highly regarded comedian, I went to see him and five other top speakers at a motivational event in Philadelphia. Cosby walked on stage holding a book, pulled out his reading glasses and began to... read more

From Average Joe to Sergio: How to Become a Master of Sales

Do you ever feel like you are stuck in mediocrity? Many equipment finance salespeople say they want to increase volume, yet they remain in the middle of the pack. Despite having incredible potential and intelligence, they achieve unexceptional results. They... read more

Vuja De: Sales Tips from George Carlin

Outbound prospecting is a key ingredient for the origination of equipment finance volume. Conversely, the No. 1 reason leasing sales people fail is because they don’t originate enough new business. It seems like an easy problem to solve. More targeted... read more

Accelerate Your Success: 5 Tips From Top Sales Books

Soaking in the knowledge of a well-written book is one of my favorite things to do. In 2016, I read 35 non-fiction books. As a way to justify my addiction, I have assembled five of the best tips for leasing... read more

Creating Confidence: Overcoming Resentment to Boost Your Sales

I recently met a sales rep (let’s call him Dario) who believed his company’s rates were too high. Every time he got an application, he would encounter some type of rate objection. He would end up discounting the deal, or... read more

Digital Revolution: 14 Tips to Increase Sales With Technology

The lights in the hotel meeting room are dimmed. I’m standing in front of 27 equipment finance professionals, ready to launch into a PowerPoint presentation about doubling sales volume. I press the play button on the remote control of the... read more

Eight Tips for Success: Help Your Company Break Into the Monitor 100

My personal mission is helping leasing sales reps do their jobs better. It doesn’t matter how long you’ve been in the industry, you always need to put more wins on the board. If you’d like to make next years’ Monitor... read more

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