Inside the Top 5%: What High-Performing Brokers Do Differently

What separates brokers who just get by from those who build thriving, high-margin, consistent businesses? In this episode of The Leasing Briefing, Alex Carter breaks down the habits, mindset, and daily practices that define the top 5% of brokers in the equipment finance industry.

From deal packaging and credit storytelling to vendor relationships and smart follow-up rhythms—Alex unpacks the real strategies behind long-term success. Whether you’re just getting started or looking to sharpen your edge, this episode is your roadmap to thinking and operating like a top performer.

In this episode, you’ll hear:

• The mindset shift that helps top brokers build long-term momentum

• Why packaging deals well isn’t just about faster approvals—it’s about building trust

• How the best brokers approach follow-up (and why most people get it wrong)

• What strong vendor and client relationships really look like behind the scenes

• How understanding credit makes you more valuable—and harder to compete with

• Why tracking your numbers can unlock smarter decisions and better margins