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NOVEMBER/DECEMBER 2025
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CLEAR TALK, SMOOTH DEALS Communication is a two-way street. You must ensure you’re clear and to the point, and that the other person understands you. You must also listen and ensure you’re not making any assumptions. Over the years, I’ve learned that the best deals and the strongest relationships happen when both parties feel heard and valued. I’ve seen firsthand how a simple, clear conversation can prevent confusion, speed up approvals, and even turn a tricky situation into a win. World Communication Week (Nov. 1–7) and Better Conversation Week (Nov. 23–29) take place this month, making now a good opportunity to think about how you talk, listen, and connect with your clients and partners. The better you communicate, the better your business will ultimately perform. person, not just a paycheck. Ask them questions to learn who they are and what communication style works best for them. If you struggle with small talk, use the FORM method, asking about family or friends, their occupation, recreation, and motivation. “Clear, concise communication is the most important tool in equipment financing.” Communication Skills That Deliver Results
Clear, concise communication is the most important tool in equipment financing. It helps prevent misunderstandings about everything from loan terms to financing options. When everyone is on the same page, brokers can streamline their work and close deals faster. Strong communication
You can’t have effective communication without excellent
listening skills. When your clients tell you what they want and need, give them your undivided attention. Don’t make assumptions; verify that you understand them by repeating what they said. Going off a misunderstanding will derail your efforts and only lead to errors. So, ask for clarification if you need it and check in to ensure they understand where you are coming from, too. People always give non-verbal cues, so make a mental note if someone’s posture is closed off or their tone changes. Making eye contact with the other person will go a long way in establishing trust and respect. As a broker, you
fosters trust in your clients and partners, can improve efficiency, and can save you time and reputation. When it comes down to it, how you negotiate and connect with potential clients will help you or hinder you in landing a deal.
Clients are looking to you for guidance, so it’s crucial that you know what you’re talking about and can eloquently convey it to others. You should keep the conversations focused and easy to understand, avoiding technical jargon that may confuse and put off people you’re working with. Go into each chat prepared, with notes on what you want to accomplish.
often act as a bridge between a lender and a customer, so your listening ability is necessary to land smooth deals.
Communication is at its best when it’s concise and straightforward. By being clear, attentive, and adaptable in how you speak and listen, you can strengthen relationships, reduce mistakes, and be someone everyone can work with effectively. The effort you put into understanding your clients and explaining options clearly will pay off in smoother deals, happier customers, and long-term success.
–Kit West
When you speak with others, it’s also a chance to show them you value them as a whole
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CREATE THE URGE TO ACT FOMO TACTICS THAT WORK
Over the past few decades, the fear of missing out (FOMO) has become a top sales tactic. When done properly, most people don’t know they’re allowing FOMO to drive their decisions. They think they’re capitalizing on a great promotion while it’s here, but subconsciously, they don’t want to think they missed out on something great or beneficial. Let’s explore three sneaky FOMO strategies that can lead to incredible sales and results. Scarcity You see this often if you try to buy anything in demand from Amazon, Walmart, or other major retailers. They add a running count to the
they won’t get these sales again, even if they aren’t stellar. Mimic this method to get people to act with urgency. Close the Deal When working with a client on the fence, FOMO can be a powerful tactic to help them see clearly why they should make the purchase. Paint a picture of how your product or service could help them. Then, illustrate
what could happen if they don’t get the product or service. Could passing on your product now cause future regret? The Wrong Way to Use FOMO FOMO campaigns should be ethical and honest. When done correctly, you remain transparent about sales deadlines, don’t create false scarcity, and provide your customers with value while still hitting your sales goals. However, some business owners use FOMO to pressure buyers into taking action immediately, which is short-sighted. You want your customers to be happy with their purchase instead of wondering why they made it years later. Remember, sales tactics are all about providing continued success, not one-time purchases. When appropriately used, FOMO can help your business reach new levels of success.
amount of stock left whenever their inventory becomes depleted. You go online to check pricing for something you want, see only three left in stock, and jump on the purchase to ensure you don’t miss out. This works with specific products, availability in workshops, or even a limited number of items you sell at a particular price point. Time-Sensitive
Black Friday continues to be a big sales day for big and small retailers, but how do they maintain that consistency? Simply put, people understand that Black Friday is a one-day-only event. They think
Retro Remedies for a Radiant Home Clean Classics
Today’s home makeover marketplace is full of high-tech goods and gadgets designed to keep your spaces clean. However, looking to the distant past reveals plenty of practical (and, in many cases, less expensive) options to bring your pad back to perfection. Here are three vintage cleaning tips that still work well today. Markers are no match for rubbing alcohol. Most parents encourage their children to explore their artistic side. Still, the possibility of your little ones becoming future Picassos can become problematic if they use markers to turn your refrigerator, countertops, walls, or other nonporous surfaces into makeshift art galleries. Instead of shrieking in horror upon discovering their creations, reach for rubbing alcohol and apply it to a cloth. Rubbing the fabric on the scribbles will dissolve the pigments, making it
easier to restore your child’s ad-hoc canvas to its original, clean condition. Of course, you may want to snap a few photos of your child’s art before wiping it away (and consider purchasing more appropriate things for them to draw on!) Mint will suppress summer stink. Although the air tends to cool off this time of year, summer will be here again before we know it. If heat and humidity make your garbage cans stink to high heaven, you can find the answer to overcoming the odor in your garden. Grow or purchase fresh mint and place a sprig in each can daily. You’ll be amazed by how quickly the stench goes away. Tidy pet hair without time travel. Pets bring joy and companionship to our lives, but their hair can do a real number on our
rugs and upholstery. Interestingly, the secret to purging pet hair emerged nearly 80 years ago. In the May 1946 issue of Better Homes & Gardens, a reader recommended rubbing a wet rubber sponge on the affected areas, a process that rolls up the hair into easy-to- remove balls. A writer from the magazine decided to test this method last year, and the decades-old directions still did the trick.
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PROVEN WAYS TO POWER YOUR DEAL PIPELINE IN THE NEW YEAR Stay Ahead of the Curve
Apple- Cranberry Salad INGREDIENTS • 6 slices of bacon • 1/3 cup balsamic vinaigrette • 1/3 cup olive oil • 2 tbsp raw honey • 8 oz fresh baby spinach, rinsed and dried
• 3/4 cup dried cranberries • 1 Honeycrisp apple, peeled and thinly sliced • 1/4 red onion, thinly sliced • 1/2 cup feta cheese
As 2025 ends, a new year and new opportunities are approaching. For brokers, Q1 sets the tone for the months ahead, and if you want to create a successful deals pipeline, it comes down to building momentum early. Now is the time to sharpen your tools, from engaging in new technologies to reaching out to industry leaders and local businesses. If you’re proactive and lay the groundwork now, you can set yourself on a path for a profitable future. Here are three things you can do for a new year full of growth, stronger client relationships, and closed deals. Try New Technologies You can leverage digital tools to help manage your prospects, understand client data, analyze trends, and automate tasks to streamline your workflow. A modern Customer Relationship Management (CRM) system can keep your customers’ important details in one place and offers features to turn insights into higher revenue. AI is changing the game in many industries, and brokers can use it to stay ahead of the competition. You can use it to automate marketing or emails, inventory management, pricing optimization, or even to improve your response time with chatbots for immediate customer inquiries. Contact Industry Leaders Trust and strong relationships are essential to your success, so this is a perfect time to start engaging with industry leaders and mentors. Not only can this help you develop long-term partnerships, but it will also ensure you’re constantly growing and learning. Look for associations or groups that align with your business. They can be a great way to expand your network and list of contacts, and provide educational opportunities
DIRECTIONS 1. In a large skillet, cook bacon until crispy. Remove it from the pan and set on a paper towel-lined plate to cool. 2. In a small bowl, whisk together balsamic vinaigrette, olive oil, and honey. Set aside. 3. In a large bowl, add spinach, cranberries, apple slices, red onion, and feta. Crumble bacon pieces over the top. Use salad forks to toss ingredients thoroughly. 4. Add dressing to the salad and toss again until well-coated.
Inspired by WanderlustAndWellness.org
Take a Break
for you and your team. Start Close to Home
As you grow your sales pipeline, start with local businesses. You can use business directories to create a list of target companies and build relationships. Stay in contact with professionals in your area, like lenders, and provide value to them. You might even be able to work out referral programs with local businesses that will motivate them to reciprocate. If you are ready to turn that momentum into real results, contact CHB so we can help you hit the ground running in 2026.
APPLES BASKETBALL BLACK FRIDAY ELECTION
KINDNESS LEAVES NAP PARADE
PIE SCORPIO TOPAZ VETERAN
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PRSRT STD US POSTAGE PAID BOISE, ID PERMIT 411
C.H. Brown Co., LLC A PLATTE VALLEY COMPANY 20 W. Frontage Rd. • Wheatland, WY 82201 307-322-2545 • chbef.com
Inside
1 Make Your Conversations Count 2 Turn ‘Maybe Later’ Into ‘Buy Now’ With Strategic FOMO
Old Ways, Fresh Days 3 Apple-Cranberry Salad
Take a Break
The Broker’s Playbook for Early Success
4 Explore the State’s Holiday Magic
Family Fun and Winter Adventures in Wyoming From Snowy Slopes to Cowboy Boots
Snowy Range The Snowy Range Mountains in the Medicine Bow National Forest are a natural gem in the state, filled with stunning alpine views and many lakes. For families with a passion for the beauty of nature, the range offers campgrounds, plentiful hiking trails, fishing, and lots of places for snowboarding or skiing. Though they might not host a holiday festival, you can easily create your seasonal adventure by spending a few days in the “Snowies.” Cody Cowboy Christmas No winter in Wyoming is complete without a touch of the Wild West. The Cody Cowboy Christmas, in Cody, happens at the end of November and invites you to throw on some cowboy boots with your Santa hat. They highlight Western history in a festive way with a Christmas parade, live music, and great shopping. Cody’s annual celebration is the right blend of giddy-up and deck the halls if you want something unique.
As the weather cools, the holiday season in Wyoming heats up with exciting events and family-friendly festivals. From miles and miles of trails for snowboarding in the Snowy Range to rubbing shoulders with A-listers in Jackson Hole, there’s something for everyone to enjoy this winter. Whether you want to get holiday shopping done, are looking for live music, or want to experience the best in winter sports, here are some of the state’s most beloved seasonal events to explore with your loved ones. Jackson Hole Jackson Hole offers some of the best winter sports and shopping, especially in December, when the whole area transforms into a holiday hub. If you are looking for a unique present or want to people-watch for a while, the Art Association of Jackson Hole hosts an annual Holiday Bazaar. This event in early December features arts and handmade crafts by local artists living within
a 90-mile radius of Jackson. The Jackson Hole Mountain Resort includes a lineup of festivals and activities as part of its Destination December. From kid-catered ski events to Winterfest, which is over a week of family-friendly events, there are so many ways to enjoy the snow, Santa, and the spirit of the season.
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