In this episode of Portfolio Perspective: Managing Risk & Seizing Opportunity, host Andrew Pace welcomes Kit West, a Wyoming-based business development leader with a deep entrepreneurial background and a national view of broker success. Together they explore how CH Brown grew originations during industry slowdowns, why relationships trump rates, and how proactive support can drive loyalty—even in a transactional world.

Key Topics Discussed:

• Why CH Brown leaned in while competitors pulled back
• Market outlook for transportation and equipment finance
• Scaling a national broker network from a small-town HQ
• Day-one contact strategies and early intervention
• Balancing automation with real human connection
• Supporting brokers with coaching, marketing, and AI-powered tools
• How associations build trust and community in the industry
• The mindset of a problem solver in asset-based lending

Notable Takeaways:

“When everyone else is running away from the fire, you lean into it—that’s how we’ve always operated.”

“Client service isn’t just answering the phone. It’s calling the borrower the day after a missed payment and asking how they’re doing.”

“Our brokers know they can text me directly. We’re not just another funding source—we’re a partner who shows up.”

“You don’t need a degree to do this. You need to listen, sell, and solve problems. That’s the opportunity.”

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