1. newsLine | SEPTEMBER/OCTOBER 2013 11
T
he job market has seized over the
past several years, and the rare
posted position goes quickly,
and to a very qualified individ-
ual. More and more students are graduat-
ing from college; a Bachelor’s degree and
even a post baccalaureate degree is no lon-
ger what it used to be. So how does one set
themselves apart from their competition?
The equipment finance industry is unique
in the sense that those who are employed
within it often remain loyal and make a
lifelong career out of it. When I graduated
from college, I bounced around between
industries until I found this one. At con-
ferences, I often joke with others and we
laugh about how none of us would have
thought we would end up in this industry.
It wasn’t just the people and the ever-
changing dynamics of the business that
kept me interested. It wasn’t until I
attended the NEFA Institute for Leasing
Professionals (ILP), studied for several
months, and then sat for the Certified
Lease Professional (CLP) exam and passed
it, that I realized I had inadvertently cho-
sen my career. It was the experience of the
additional education and certification that
led me to where I am now.
Education
A wise man (Gerry Egan) once stated,
“Education in your own career, your cho-
sen field of endeavor is the only asset that
will pay you dividends in any market con-
ditions, never losing value; using (spend-
ing) it increases rather than diminishes its
principal value; and no government policy
or market stupidity can ever rob you of it.”
It’s true; especially so in a relatively unreg-
ulated industry with no mandatory licens-
ing or continuing education requirements.
Knowledge and information are some
of the best investments you can make in
yourself and something that no one can
strip you of.
The Age Factor
This is especially important when you
look at a person’s age, which no one has
any control over. I can’t help the fact that
I’m on the younger end of the spectrum
in this industry, and while more mature
individuals may complain about ageism, I
can tell you that the reverse is true as well.
If there’s ever a question of how to set yourself apart from others, education and
certification are your answers.
By Reid Raykovich, CLP
2013 Annual Funding Symposium
Continuing Education
and Certification:
Why it’s Important
to Stay on Top of
Your Game

2. When applying for the Executive Director
position of the CLP Foundation, I was
constantly reminded that I didn’t have
the “experience” of other candidates.
What set me apart was my CLP certifica-
tion. I had already proven to the Board of
Directors that I took continuing education
and certification very seriously; I believe
it’s what led to their decision to hire me.
For argument’s sake, let’s also look at the
opposite end of the spectrum and consider
the more mature colleagues in the indus-
try. Some feel threatened by the younger
crowd and feel that employers value youth
over experience. If that’s the case, how do
older people separate themselves from the
younger generation? Again, I argue that it
is continuing education and certification.
It’s an unstoppable combination when a
person has experience, education, and
certification; the younger candidate will
never be able to compete. It’s a reality
check for me to realize that I was a CLP
certification away from not becoming the
Executive Director of the Foundation.
A Customer’s Perspective
Your customer looks for the best person
out there. With the age of the Internet,
almost anything can be researched without
the assistance or expertise of others; but
with the abundance of information comes
the frustration of having to wade through
all of it. Do you ever go to a website, scan
it briefly, and then get overwhelmed?
What if you were able to show your cus-
tomer that you’ve done the research for
them and that you won’t waste their time
and give them information that they don’t
need? With your continuing education,
you can assure them that you have the
latest information and can give them the
confidence that you’re the “expert” that
they can rely on.
Certification
There are critics out there who think that
continuing education is worthwhile in
and of itself because of the knowledge the
student gains. I agree with this statement;
information and knowledge are great, but
why not take it a step further and gain a
certification which proves that you have
become a master in your industry. It is
gaining your CLP certification that makes
you stand apart from others.
In 2003, I was only 3 years out of college,
and after a serious health issue, I found
myself working for Premier Lease & Loan
Services, now Great American Insurance.
We had a fairly unique product, in that we
offered forced place insurance and would
be categorized as a service provider. I was
12 newsLine | SEPTEMBER/OCTOBER 2013

3. a Relationship Manager at the time, but
I didn’t have a firm grasp of what was
keeping my clients up at night. I wanted
to know everything that my clients knew,
so I made the decision to attend the ILP
and then use it as a kickoff to study for
the CLP exam. I understood that I would
not be able to become an actual “Certified
Lease Professional” because I didn’t have
the required time in the industry, but it
was the ultimate crash course in the equip-
ment finance world. After completing the
process, I felt as though I had worked in
the industry for years, and I could under-
stand my clients’ frustrations and was
able to address them more effectively and
intelligently.
In some instances, it’s not certification
solely for the individual that’s impor-
tant, it’s what certification means for
the entire company. Financial Pacific
Leasing is a perfect example of this, and
as a disclaimer, a previous employer of
mine. Terey Jennings, CLP, SVP Business
Development, once remarked, “If every-
one in our company went through the
process, would it make us a better com-
pany? The answer is always ‘yes’.”
As our industry’s only measure of excel-
lence, the CLP certification shows you
took the initiative to understand all aspects
of the industry and you have the designa-
tion to show you are head and shoulders
above other leasing professionals.
When the CLP Foundation surveyed CLPs
in late June of 2013, 100% of the respon-
dents agreed with the statement: “The
CLP designation helps my business.” All
survey respondents also agreed with the
statement: “CLPs are industry leaders
held in high regard.” If there’s ever a ques-
tion of how to set yourself apart from oth-
ers, education and certification are your
answers. Why not help your business and
become an industry leader held in high
regard? The only thing stopping you is
yourself. •
newsLine | SEPTEMBER/OCTOBER 2013 13
ABOUT THE AUTHOR
Reid Raykovich, CLP took
over as Executive Director
of the CLP Foundation in
April 2012. She has been
active in the equipment
finance industry since
entering it in 2003,
leaving for a short while after the birth of her
daughter. She is past Regional Director of NEFA
and was chairperson for the 2009 NEFA Super
Regional Exposition. Reid can be reached at
206-535-6281 or reid@clpfoundation.org.