array(1) { [0]=> array(4) { ["photo"]=> int(106419) ["name"]=> string(11) "Scott Kiley" ["title"]=> string(48) "Published Author & ELFA In-House Lead Instructor" ["company"]=> string(0) "" } } article

Once you’ve completed an annual marketing plan by identifying a call frequency and strategy for existing customers, high-priority prospects and low-priority prospects, it’s time to work the plan. Existing customers are obviously the “low-hanging fruit” when it comes to generating... read more

array(1) { [0]=> array(4) { ["photo"]=> int(106419) ["name"]=> string(11) "Scott Kiley" ["title"]=> string(22) "Capital Markets Expert" ["company"]=> string(0) "" } } article

I hope you enjoyed reading my “Capital Markets Corner” series of articles. Thanks to the Monitor for allowing me to continue sharing with all of you the lessons learned during my 40-year career in originations in a new series of... read more

array(1) { [0]=> array(4) { ["photo"]=> int(106419) ["name"]=> string(11) "Scott Kiley" ["title"]=> string(22) "Capital Markets Expert" ["company"]=> string(0) "" } } article

Independent lessors are keenly aware that building a strong capital markets team is critical their long-term survival. Bank lessors should be similarly aware that hiring the right personnel for a capital markets team is a critical function of business growth.... read more

array(1) { [0]=> array(4) { ["photo"]=> int(106419) ["name"]=> string(11) "Scott Kiley" ["title"]=> string(22) "Capital Markets Expert" ["company"]=> string(0) "" } } article

You may have chosen a career in sales because you thought credit was boring, but your company expects you to be the “first line of defense” in screening new originations. Having a strong base knowledge of credit analysis and underwriting... read more

array(1) { [0]=> array(4) { ["photo"]=> int(106419) ["name"]=> string(11) "Scott Kiley" ["title"]=> string(22) "Capital Markets Expert" ["company"]=> string(0) "" } } article

I’ve never sold an equipment lease or loan myself — so what do I know about being a good syndicator? I’ve been buying deals for 22 years and managed a capital markets team for three years. This real-life experience via... read more

array(1) { [0]=> array(4) { ["photo"]=> int(106419) ["name"]=> string(11) "Scott Kiley" ["title"]=> string(22) "Capital Markets Expert" ["company"]=> string(0) "" } } article

The answer to this question relies on your willingness to develop and enthusiastically embrace the three Rs: relationship, responsiveness and reliability. Your relationship with a syndicator can be strictly business or more personal — preferably both. Forming a strong personal... read more

array(1) { [0]=> array(4) { ["photo"]=> int(106419) ["name"]=> string(11) "Scott Kiley" ["title"]=> string(30) "35-Year Capital Markets Expert" ["company"]=> string(0) "" } } article

Recently retired after a 35-year career in the equipment finance industry, including the last 25 years at Fifth Third’s Equipment Finance Capital Markets Group, I’m excited to announce the launch of a new series of articles in upcoming issues of... read more

array(1) { [0]=> array(4) { ["photo"]=> int(106419) ["name"]=> string(11) "Scott Kiley" ["title"]=> string(14) "Vice President" ["company"]=> string(29) "Fifth Third Equipment Finance" } } article

Today’s bank-owned equipment financing marketplace looks a lot different than it did in the past. These seven powerful forces are influencing the market today: Trillionaire Banks’ Market Power Continues to Grow These “too-big-to-fail” banks are also known as “tough to... read more

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There is normally a consensus whether the market conditions in a particular year were better for a buyer of deals or a syndicator. 2014 will go down as a year where the sheer volume of good product for sale was... read more