High-dollar equipment loan originators experience earnings dip

Higher-earning equipment loan originators saw their earnings potential dip in 2024 as the industry navigated economic uncertainty,

Wheeler Business Consulting conducted its ninth annual compensation and production survey of originators in December 2024, gathering insights from 91 participants across the commercial equipment leasing and finance industry. The survey included 32% bank originators, 47% from independent finance and leasing companies, and 21% from syndication or broker firms.

Participants were primarily experienced professionals, with 69% having over 10 years of experience, according to Jan. 8 survey release. Small-ticket originators made up 70% of respondents, with 29% in middle-market and 1% in large-ticket sectors.

Wheeler’s survey highlighted the industry’s earning potential, with 50% of originators reporting incomes above $200,000 in 2024, down from 55.2% in 2023, according to the release. Those earning above $300,000 declined from 32% in 2023 to 22.8% in 2024, while compensation between $125,000 and $200,000 grew from 23.9% to 30%. Lower-level compensation (below $125,000) remained steady.

The decline in compensation for certain groups comes as some lenders experienced record originations, while others ceased originations in 2024.

Production levels also remained robust, with 65.5% of originators producing over $10 million in 2024, according to the release. However, those producing over $35 million decreased from 29% in 2023 to 25% in 2024. The greatest production increase was in the $15 million to $25 million range, rising from 11.3% in 2023 to 20.2% in 2024, driven by shifts from higher production levels. Despite these fluctuations, 92% of respondents expressed satisfaction with their roles in the industry.

The third annual Equipment Finance Connect at the JW Marriott Nashville in Nashville, Tenn., on May 14-15, 2025, is the only event that brings together equipment dealers and lenders to share insights, attend discussions on crucial industry topics and network with peers. Learn more about the event and register here.