In December 2024, Wheeler Business Consulting LLC conducted its ninth annual industry-wide compensation and production survey of originators. A total of 91 individuals participated in the survey. The sample group was made up of 32% bank originators, 47% originators from independent finance and leasing companies, and 21% from syndication/broker companies. The survey included 16% of originators with less than 5 years of experience, 15% of originators with 5 to 10 years of experience, and 69% with 10 years or more of experience. The survey consisted of 70% small-ticket originators, 29% middle-market originators and 1% large-ticket originators. The survey confirmed that the commercial equipment leasing and finance industry remains a lucrative opportunity for originators with 50% of originators indicating incomes above $200,000 in 2024 (22.9% above $300,000 in 2024). 92% of the survey participants are satisfied with their current position within the commercial equipment finance and leasing industry.

Originators’ Compensation
Originator’s incomes above $200,000 decreased from 55.2% in 2023 to 50.0% in 2024 (compensations above $300,000 decreased from 32% in 2023 to 22.8% in 2024.  Lower-level compensation (below $125,000) remained relatively the same for 2024 over 2023. The largest increase was compensation between $125,000 and $200,000, which increased from 23.9% in 2023 to 30.0% in 2024. This increase was largely caused by a decrease in the upper ranging compensation levels.

Originators’ Production                                                                                                                                                             

Production remained strong for originators with 65.5% of originators producing in excess of $10 million in 2024. It is notable that originators producing in excess of $35 million decreased by 4% in 2024 over 2023 (from 29.0% in 2023 to 25.0% in 2024). Production under $10 million remained the same for 2023 and 2024 at 32%. Production between $15.0 million and $25 million increased the greatest of any category from 11.3% in 2023 to 20.2% in 2024 (this increase was a result of  3.8% of originators improving  their 2024 production over 2023 and a 7.4%  decrease  in production of those originators who produced more than $25 million in 2024 over 2023.)

Additional information from survey: