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MARCH/APRIL 2026
307-322-2545 • CHBEF.COM
Cut Through the Noise
Separating Fact From Fiction in Equipment Financing
Every day, we are bombarded with information; some of it is useful, some of it does nothing, and a good deal of it is just noise. As someone who has been in the world of equipment financing and business development for many years, I have seen my fair share of misinformation and myths about the industry. The truth is that there will always be mainstream crisis media, unvetted sources, sensationalized stories, and inaccurate data available. It’s up to us as individuals to be mindful and aware of it, and to not allow the din to bring us down. Debunking Day is on March 11, a time to reflect on inaccurate or false information and the importance of being more discerning about what we read. You can think of the information you consume just like the food you put in your body. When you eat junk food, you may get indigestion, and when you take in poor information, your thoughts may become cluttered, confused, and even misguided. If you are looking for solid facts and insights on equipment financing or any other subject, consider consulting news outlets that are industry-specific and established in the field. This newsletter is one of them. It will always be a place where you can find up-to-date and relevant information for brokers who want to finance more deals or hone their craft. Industry associations, such as the American Association of Commercial Finance Brokers or the National Equipment Finance Association, are also great places to turn to. CHB happens to be a member of both, because they are trustworthy and aim to support the brokers and lenders in the space. More than anything, it’s about understanding the difference between your reality and your expectations because they aren’t always the same. The gap between objective facts and what we want or think should be is often where misinformation thrives. It’s easy to view things through our own biases, leaning into information that confirms what we want to see and overlooking the information that contradicts our beliefs. If you assume
things should go one way and they ultimately do not, then your perspective on reality is likely off.
When you can change your expectations, you’re going to be much
happier, healthier, and more realistic. Shifting your perspective will help you break out of the bubble and see things from a different angle. This isn’t something you can do overnight. It will take time, but it’s well worth the effort. Put the process in place now, have a little patience, and stick with it. We are all going to face highs, lows, dips, spikes, and everything in between. But one day you will wake up happy and ready to take on the day. That is the true sign that your reality and expectations are now in alignment. So, next time you read a shocking news piece about the horrific state of the industry, or something smells a little fishy, ask yourself some questions. Where is the information coming from? Do you believe it because it’s what you want to believe or because it’s actually true? Does it contradict what your trusted advisors, lenders, or mentors have taught you? When your understanding aligns with your reality, rather than your assumptions, you’ll make stronger decisions and have greater clarity. And, if you’re looking for the truth about equipment financing, you can always count on CHB as a reliable, dedicated source for the facts.
–Erik Eddington
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STOP TRYING TO HUSTLE HARDER PLAN SMARTER INSTEAD
Do you ever wish you could accomplish more in a day? Whether you’re trying to squeeze out as many tasks as possible at work or take care of all of your chores before Sunday, it can feel like you’re always trying to maximize your productivity. But many of us feel like we fall short each day. You may think you just need to regularly refresh your coffee or eliminate every distraction from your mind to improve your productivity, but this only gets you so far. Instead, focus on incorporating strong, simple strategies into your routine. Here are three ideas to help you be as productive as possible, no matter the situation.
to strategize their day. Instead, take some time before you wrap up work to establish your priorities for the following day. Before the weekend starts, figure out which chores you need to do and the best time to tackle them. Having a plan will increase your likelihood of sticking to it. Stop saying yes. How often do you say “no” to others? Many of us are people pleasers who often agree to requests, even if they exceed our capacity. Saying “yes” all the time will lead to burnout, regardless of whether it’s your boss asking you to complete a project before noon or your friends wanting to go out for the fourth night in a row. Say no, and keep your main priorities at the forefront of your mind. Take regular breaks. You may want to push through all your tasks so you can finally unwind and relax, but this could lengthen the process. Sticking to your responsibilities like glue prevents your body and brain from taking necessary breaks to recalibrate and reset so you can operate at peak performance.
Put a plan in place. When do you start thinking about what you need to accomplish on any given day? Too often, people wait until they face their work computer or stare at a sink full of dishes
The Smartest Businesses Don’t Go Bigger Why Niche Brands Are Winning (and How You Can, Too)
In today’s hyper-competitive market, trying to appeal to everyone is a surefire way to get lost in the noise. Instead, the businesses that thrive are the ones laser-focused on a specific group of people: those who need and value what they offer. This is the basis of niche marketing. It’s all about identifying the audience that aligns perfectly with your brand and speaking directly to them. By narrowing your focus, you’re no longer competing with everyone else in your industry. Instead, you carve out a space where your message lands with precision, creating stronger engagement and higher conversions. Dig deeper to understand your ideal buyer. Finding your niche requires thorough research, keen insight, and strategic planning. Start by examining your industry for unmet needs or emerging trends. Understand what
makes your business unique, whether it’s your product features, customer experience, pricing, or even company values. From there, break your broader market into smaller segments. Who shares the same pain points, passions, or preferences? Where can your offerings solve real problems or make life easier? Dive into online communities, forums, and social media groups. Listen, observe, and learn from real conversations. Combine this research with customer feedback and data analysis to form a clear picture of your ideal audience. Speak their language. Once you know your niche, every message matters. Your content should directly address their challenges and desires, offering solutions they can’t ignore. Optimize your website and materials for niche-specific search terms so your audience
can find you exactly when they’re looking. Most importantly, don’t spread yourself thin. Instead, choose channels that resonate most with your crowd. Whether a social platform, influencer collaboration, email series, or even direct mail, focus on where they already are and how they like to consume information. Test, refine, repeat. Niche marketing isn’t set-it-and-forget-it. Small pilot campaigns, A/B testing, and consistent feedback loops enable you to refine your approach and ensure every dollar spent creates a meaningful impact. In the end, precision beats volume. Find your niche, work to understand them, and communicate with clarity and authenticity, and you’ll build a loyal audience that not only buys but becomes your biggest advocates.
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Spinach Artichoke Pizza
Setting New Clients Up for Success
INGREDIENTS • 1 loaf frozen bread dough
How Brokers Can Better Serve First-Time Equipment Buyers
• 7 oz artichoke hearts, chopped • Several handfuls of fresh spinach • Pepper, to taste
• 2 tbsp garlic herb spreadable cheese • 1 cup shredded mozzarella cheese • 1/2 cup shredded Gruyere cheese
DIRECTIONS 1. Thaw dough according to package directions and let it rise for 2 hours. 2. Preheat oven to 450 F. 3. Coat a 10-inch cast-iron skillet with non-stick spray, then gently stretch dough to fit. 4. Spread garlic herb cheese evenly across the entire dough layer. 5. Sprinkle mozzarella and Gruyere cheeses evenly over dough, reserving a small amount of each. 6. As the topping, scatter chopped artichoke hearts, followed by a layer of torn spinach leaves, and then the reserved cheeses. Add black pepper to taste. 7. Bake for 15–18 minutes, until the edges are golden brown and crisp.
When you are working with first-time equipment buyers, you can go beyond just finding financing and closing the deal. As a broker, you can truly be their guide and coach, educating them on all the options, managing their expectations, and structuring deals that support them for the long term, not just a one-off interaction. By being thorough when evaluating their cash flow and credit, as well as seeking flexible financing options, you can help them achieve their goals. Set the stage. Be that coach to your client from the very start. Transparency and honesty are crucial, so be up front about the process and pricing. You can help them understand what fair market value is and use your expertise to ask them the right questions to determine their specific needs and budget. You know best what they can expect for a timeline, potential roadblocks, and their financial outcomes. Monitor and manage their expectations from the outset.
Inspired by BlueBowlRecipes.com
Take a Break
Review the full picture. Go beyond the surface level and dig deep into your client’s credit and the full picture of the equipment they are financing. Credit is more than just a score. You need to explore how long they have had credit, their payment history, their ability to make monthly payments, and their capital and collateral. You also want to create an equipment profile that looks at more than just the price tag. Identify the age, condition, expected lifetime, and resale value of the equipment to understand its financeability and how to structure the deal. Check real cash flow. For first-time buyers, there may be limited historical financial data to look at. Run a cash flow analysis to determine if the revenue can actually support the loan ask. Look at their operating, investment, and financing activities over the past year or two to see how much money they generate. Once you’ve determined their cash flow, you can start looking at terms that will preserve their working capital and meet their goals. Aim for flexible payment structures that keep monthly payments predictable, or consider deferred payment options as revenue grows.
BASKETBALL BOOKS
GUINNESS IRIS LEPRECHAUN POPCORN
RAINY SHAMROCK SUFFRAGE WINDY
DAFFODIL DAYLIGHT
CHB is here to help you close more deals as a broker, no matter whether your client is brand-new or a seasoned pro.
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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 Align Reality With Decision-Making 2 The Productivity Upgrade You Didn’t Know You Needed
Stop Shouting Into the Void, Nail Your Niche Instead
3 Spinach Artichoke Pizza
Take a Break
Beyond Closing the Deal 4 Mountains, Water, and Wonder
NATURE WITH A STORY TO TELL
WYOMING’S STATE PARKS ARE CALLING
Guernsey State Park Guernsey State Park is one of the most popular in Wyoming, thanks to the numerous beloved water activities available at its reservoir. Known for its astonishing panoramic views, extensive trail systems, and stunning vistas, it’s a great place to see wildlife and the natural beauty of the state. What makes it so unique is the wealth of history on display. It was the nation’s first collaborative project between the National Park Service and the Civilian Conservation Corps, a model for future parks across the U.S. Close by, you can visit the actual ruts made by wagons trekking across the Oregon Trail. Glendo Reservoir If fishing or boating is your favorite outdoor pastime, the Glendo Reservoir within Glendo State Park is one of Wyoming’s top walleye fisheries. Its 12,000 acres of water are popular for a wide variety of water recreation, and the park
If you are looking for wide-open skies, impressive rock formations, and water so clear it almost looks unreal, Wyoming’s state parks have it all. From the rugged beauty of the pine-covered Black Hills area to the historic trails of Guernsey State Park, the state’s landscapes offer a peaceful retreat to nature and a glimpse into the past. Black Hills The Black Hills area is a lush mountain range that stretches from South Dakota to Wyoming. History lovers can experience one of the country’s most famous national monuments there, Mount Rushmore, as well as the Crazy Horse Memorial. Black Hills is a diverse range of landscapes, like grassy prairies, tall peaks, woodsy forests, and several cave systems, including the third-largest in the world, Jewel Cave National Monument. Guests can enjoy idyllic hikes, stream fishing, and exploring the historic towns in the area, as well as the culture of the Lakota (Sioux) tribe.
features 20 campsites for you to stay in. There are plenty of paths to take if you want to sightsee, and it’s emerging as one of the best places in the state for mountain biking. Whether you want to see what life was like in Wyoming’s long-ago past or want to spot beautiful plant and animal life along the trail, these parks truly offer it all.
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