Developing digitally-focused equipment financing with Elevex Capital's Jeffery Elliott

With the rise of AI and automation in the equipment finance sector, lenders must shift to a digitally-focused infrastructure. 

Using technologies like AI to streamline processes, enhance transparency and improve customer service can help equipment financiers develop better solutions, Jeffry Elliott, founder and chief executive of Elevex Capital, tells Equipment Finance News on this episode of “The Dig” podcast.  

“We're trying to implement the latest and greatest technologies to create a more fast, flexible and transparent process, enable transactions to happen digitally, and utilize artificial intelligence to work with our customers,” he says. 

“We also pick up the phone and talk to people and go visit people, just old school way, but we're utilizing technology where customers want to utilize it, and making the process better, taking friction out of the equipment finance process.” 

Bank originations decreased more than 30% in January, while independent originations rose 9%, according to the Equipment Leasing and Finance Association’s CapEx Finance Index, released Feb. 26. The volatility in the equipment finance market between banks and independents creates an opportunity for independent lenders to take advantage, Elliott says. 

Technology helps equipment financiers obtain asset management information, such as transaction details and financial statements, faster and better organize the data, Elliott says.  

“You only have so much time in the day to do everything, so bringing those technology assets to bear and the big transactions are going to make them faster and more flexible and a better experience for the customer and meet their deadlines,” he says. “It also helps us in terms of risk on concentration risk.” 

Tune in to the newest episode of “The Dig” to hear from Elliott about implementing AI, balancing speed and efficiency, managing complex transactions with technology and advice for what he says may be a “choppy” environment ahead for equipment finance industry. 

Early Bird pricing for the third annual Equipment Finance Connect ends March 28. Taking place at the JW Marriott Nashville on May 14-15, 2025, this is the only event for both equipment dealers and finance providers. Learn more and register here.  

What is Equipment Finance News Podcast?

Listen in as Equipment Finance News editors interview the leaders in the industry, on both the lender and dealer sides of the table, to discuss new developments, trends, opportunities and more.

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Johnnie Martinez: On today's episode of the Dig,
I am joined by Jeffrey Elliott,

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Johnnie Martinez: founder and CEO of Elevate Capital,
and I'll let him introduce himself and go

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Johnnie Martinez: into his background a bit.

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Jeffry Elliott: Thanks Johnny.

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Jeffry Elliott: Jeff Elliott here. Yeah.

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Jeffry Elliott: Founder and CEO of Elbex Capital.
You know,

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Jeffry Elliott: we are a independent finance company
focused on small business.

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Jeffry Elliott: All the way up to large corporations and
governments, local and federal.

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Jeffry Elliott: We are journalists in equipment finance
focused again on underserved markets, so.

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Jeffry Elliott: Most companies that are challenged these
days with banks pulling back in the

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Jeffry Elliott: market.

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Jeffry Elliott: Place and looking for equipment financing.

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Jeffry Elliott: Especially true lease financing.

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Jeffry Elliott: We're a good source of of funding for
that.

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Jeffry Elliott: You know our markets.

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Jeffry Elliott: Are.

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Jeffry Elliott: All different types,
a lot of underserved markets,

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Jeffry Elliott: energy markets, oil and gas, renewables,
agriculture, transportation industries,

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Jeffry Elliott: corporate aviation, marine rail.

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Jeffry Elliott: But generally anything a business or
government can use,

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Jeffry Elliott: we'll look at financing and we think
there's a big marketplace available right

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Jeffry Elliott: now.

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Jeffry Elliott: With.

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Jeffry Elliott: Different things going on in the economy
and the changes in in banking and focus

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Jeffry Elliott: on.

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Jeffry Elliott: Primary bank customers and lack of
transactional funding capabilities.

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Jeffry Elliott: Independents seem to be rising and and
we're hoping to really take advantage of

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Jeffry Elliott: that and and help our customers out.

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Jeffry Elliott: We're also very digitally focused.
So we're we're trying to implement the

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Jeffry Elliott: latest and greatest technologies to
create a more fast,

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Jeffry Elliott: flexible and transparent process.

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Jeffry Elliott: Enable transactions to happen digitally.

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Jeffry Elliott: Utilize artificial intelligence.

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Jeffry Elliott: Intelligence to to work with our
customers in in ways they want to be

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Jeffry Elliott: worked with.

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Jeffry Elliott: We also pick up the phone and talk to
people and go visit people just old

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Jeffry Elliott: school way.

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Jeffry Elliott: But we're utilizing technology where
customers want to utilize it and making

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Jeffry Elliott: the process better,
taking friction out of the equipment

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Jeffry Elliott: finance process.

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Jeffry Elliott: So those are some of the things that
we're focused on at at elevex.

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Johnnie Martinez: Actually no.

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Johnnie Martinez: That all sounds great,
and I that was one of the things I picked

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Johnnie Martinez: up when I was first reaching out is,
you know,

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Johnnie Martinez: beyond your experience in the industry as
well as the the innovation side of it,

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Johnnie Martinez: the technology side of it,
the things you guys are working.

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Johnnie Martinez: On to sort of bridge that work on that
gap,

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Johnnie Martinez: especially in today where we spent so
much of last year especially talking

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Johnnie Martinez: about artificial intelligence and what it
can be and what it can do.

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Johnnie Martinez: But translating into something usable for
the equipment finance industry.

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Johnnie Martinez: What has that process?

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Johnnie Martinez: Been like for you?

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Johnnie Martinez: You guys,
especially over these first few months as

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Johnnie Martinez: you've been getting going.

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Jeffry Elliott: Really exciting.

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Jeffry Elliott: We're we're not all the way where we want
to be yet,

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Jeffry Elliott: but we're we're implementing things,
you know.

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Jeffry Elliott: Like this meeting here?
I've I've probably got a a.

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Jeffry Elliott: A agent taking notes for me.

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Jeffry Elliott: So I can review the the call.

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Jeffry Elliott: We're implementing AI on our website.

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Jeffry Elliott: We get, you know, as a new business,
we're getting a lot of inbound inquiries,

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Jeffry Elliott: right.
And the AI agent will talk to the

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Jeffry Elliott: customers and and it's not out there yet,
but it will be out there soon to.

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Jeffry Elliott: Really. Get them.
Get more information for us to respond to

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Johnnie Martinez: Oh.

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Jeffry Elliott: them. Now we will call them back.

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Jeffry Elliott: It's not that you're gonna deal with a
computer,

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Jeffry Elliott: but you're you at least can get the right
information in to us so that we can start

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Jeffry Elliott: out way ahead of the game and get back to
you with what you're looking for and and

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Jeffry Elliott: who's the best person to.

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Jeffry Elliott: Talk to you. Right. Not, you know,
most people want.

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Jeffry Elliott: They see me out as the face of the
organization.

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Jeffry Elliott: Well,
it's hard for me to call every single

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Jeffry Elliott: person back if someone's got a specific
need.

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Jeffry Elliott: Need and then I called him back and then
I can bring the right person in to focus

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Jeffry Elliott: on it.

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Jeffry Elliott: AI can help me do that faster and I can
get back to you quicker with the right

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Jeffry Elliott: information.

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Jeffry Elliott: So those are those are kind of cool
things.

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Jeffry Elliott: We'll have AI agents doing sales for us
doing, you know, lead generation,

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Jeffry Elliott: doing problem solving,
analyzing documents,

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Johnnie Martinez: Yeah.

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Jeffry Elliott: comparing at least document against.

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Jeffry Elliott: A specific one for a customer versus our
base document.

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Jeffry Elliott: What are the differences?

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Jeffry Elliott: What was negotiated?

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Jeffry Elliott: Those types of things,
those things cost a lot.

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Johnnie Martinez: Mm hmm.

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Jeffry Elliott: When you hire lawyers to do it,
and AI can do it in a much more fast and

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Jeffry Elliott: low cost kind of way.

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Jeffry Elliott: So there's all kinds of different things
that we can do to speed up the process.

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Jeffry Elliott: Using embedded finance approach.

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Jeffry Elliott: So instead of the the old linear approach
of, you know,

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Jeffry Elliott: credit application compliance credit.

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Jeffry Elliott: Proposal Doc prep.
We're starting to work on all these

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Jeffry Elliott: things.

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Jeffry Elliott: At the same time,
because we're taking an embedded finance

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Jeffry Elliott: approach where we're gathering enough
information that we can do more than one

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Jeffry Elliott: thing at a time and bring it all together
and service the customer faster and

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Jeffry Elliott: quicker right when they want to be served.

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Jeffry Elliott: So those those types of things are are
really important to us from a technology

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Jeffry Elliott: side,
but we're still a people first business,

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Jeffry Elliott: but we're still going to talk to people
and when they want to be talked to,

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Jeffry Elliott: if they want to be served digitally,
we're going to be.

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Jeffry Elliott: We're going to offer that.

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Jeffry Elliott: And and that's important.

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Jeffry Elliott: I know myself when I want to be served
digitally,

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Jeffry Elliott: I find it annoying that I can't do that
with a lot of companies,

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Jeffry Elliott: but sometimes I just want to talk to
somebody and we're going to.

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Jeffry Elliott: We're going to offer both,
so we're going to be able to to do both

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Jeffry Elliott: for for companies and hopefully that.

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Jeffry Elliott: Mix of technology and people ends up in a
better experience for for customers.

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Johnnie Martinez: That makes a a ton of sense.

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Johnnie Martinez: And yeah,
you hit on the two of the very

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Johnnie Martinez: interesting things there,
the first one being the aspect of it

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Johnnie Martinez: where you know it's about being able to
to get everything done at a a speed

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Johnnie Martinez: nowadays,
especially in the modern consumer,

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Johnnie Martinez: even though these businesses aren't
necessarily the.

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Johnnie Martinez: Consumers under themselves as like a,
you know, AB to C.

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Johnnie Martinez: It's AB to B.

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Johnnie Martinez: But there's still a lot of that same
mentality of this has to be done in an

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Johnnie Martinez: instant.

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Johnnie Martinez: This has to be done immediately because I
need to be able to to be on my.

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Johnnie Martinez: Way as a as a business just like I need
to be on my way as a a customer and so

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Johnnie Martinez: kind of balancing that.

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Johnnie Martinez: We need this done efficiently,
but we need to do things right on our end

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Johnnie Martinez: as a lender.

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Johnnie Martinez: So how do you kind of balance that when
you're when you're thinking about when

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Johnnie Martinez: you're putting it together,
when you're having these conversations

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Johnnie Martinez: with potential customers?

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Jeffry Elliott: Yeah. Yeah. So a lot of it is.

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Jeffry Elliott: Think about some of the things that
happen when you do.

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Jeffry Elliott: Let's just take a $5,000,000 transaction.

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Jeffry Elliott: So this is a larger transaction and a lot
of people tell you well,

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Jeffry Elliott: you don't need all this technology for
that.

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Jeffry Elliott: I I think you do and and the reason being
is you know a $5,000,

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Jeffry Elliott: 000 transaction in a typical bank can go
into the bank and.

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Jeffry Elliott: It could be like a black hole.

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Jeffry Elliott: You could go two months not hear anything
back.

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Jeffry Elliott: And the bank will tell you? Well,
we're waiting on this information and if

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Jeffry Elliott: the salesperson isn't really if they're
busy and they're not really on top of it

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Jeffry Elliott: and they think everybody's communicated
properly,

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Jeffry Elliott: everybody's sitting there on their hands,
waiting for somebody else to do somet.

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Jeffry Elliott: One of the things with technology.

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Jeffry Elliott: Can be constant contact on these things.

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Jeffry Elliott: Here's here's what we need to process
this transaction.

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Jeffry Elliott: Hey, by the way,
it'll reach out and say we're still

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Jeffry Elliott: looking for this invoice.

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Jeffry Elliott: Voice or this information on the
equipment or this financial statement or

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Johnnie Martinez: Mm hmm.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1126-1
Jeffry Elliott: whatever it is that we're looking for,
are these questions answered?

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Jeffry Elliott: And so our systems will communicate with
our customers and with our with our sales

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Jeffry Elliott: people and everybody communicating
consistently and at the speed of of

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Jeffry Elliott: what's appropriate for the transaction at
the time to move that transaction forward

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Jeffry Elliott: quicker, I don't need.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1174-0
Jeffry Elliott: The credit score of $5,000,
000 deal in 1/2 an hour now.

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Johnnie Martinez: OK.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1179-0
Jeffry Elliott: $30,000 deal.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1208-0
Jeffry Elliott: We're gonna do that in in less than half
an hour, but on a $5,000,

030db5fc-3f4a-4267-aee5-f188aee7ee78/1208-1
Jeffry Elliott: 000 deal I just need to be organized and
keep things in communication and reach

030db5fc-3f4a-4267-aee5-f188aee7ee78/1208-2
Jeffry Elliott: out to the different parties.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1217-0
Jeffry Elliott: Sometimes there's lots of different
parties involved.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1243-0
Jeffry Elliott: We've got appraisers or inspections or
all kinds of different things, you know,

030db5fc-3f4a-4267-aee5-f188aee7ee78/1222-0
Johnnie Martinez: Mm hmm.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1243-1
Jeffry Elliott: residual value insurance or some
something going on in that transaction.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1243-2
Jeffry Elliott: They're complex, right?

030db5fc-3f4a-4267-aee5-f188aee7ee78/1252-0
Jeffry Elliott: Well,
the technology can help manage that whole

030db5fc-3f4a-4267-aee5-f188aee7ee78/1248-0
Johnnie Martinez: Mm hmm.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1252-1
Jeffry Elliott: process.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1264-0
Jeffry Elliott: You know can help you speed up your asset
management process so you can analyze

030db5fc-3f4a-4267-aee5-f188aee7ee78/1264-1
Jeffry Elliott: those assets.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1292-0
Jeffry Elliott: A lot of times,
that's one of the things you're doing

030db5fc-3f4a-4267-aee5-f188aee7ee78/1292-1
Jeffry Elliott: when you're doing a $5,000,
000 deal is you're you're analyzing not

030db5fc-3f4a-4267-aee5-f188aee7ee78/1292-2
Jeffry Elliott: just the financial statements,
but the asset itself.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1296-0
Jeffry Elliott: Well, you need that information.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1304-0
Jeffry Elliott: Technology can help you get that
information faster and organized better.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1312-0
Jeffry Elliott: You only have so much time in the day to
do everything so.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1337-0
Jeffry Elliott: Bringing those technology assets to bear
in the big transactions are gonna make

030db5fc-3f4a-4267-aee5-f188aee7ee78/1337-1
Jeffry Elliott: them more fast and flexible and a better
experience for the customer and meet

030db5fc-3f4a-4267-aee5-f188aee7ee78/1337-2
Jeffry Elliott: their deadlines.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1344-0
Jeffry Elliott: And and we can manage our risk.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1372-0
Jeffry Elliott: It also helps us in terms of risk on
concentration risk.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1372-1
Jeffry Elliott: So it let's just say we have $5,000,
000 transaction and we're only

030db5fc-3f4a-4267-aee5-f188aee7ee78/1350-0
Johnnie Martinez: Hmm.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1372-2
Jeffry Elliott: comfortable with 2 1/2. Well,
we didn't sell the other side of that

030db5fc-3f4a-4267-aee5-f188aee7ee78/1372-3
Jeffry Elliott: transaction, right?

030db5fc-3f4a-4267-aee5-f188aee7ee78/1392-0
Jeffry Elliott: So our technology is connected to our
capital Markets group,

030db5fc-3f4a-4267-aee5-f188aee7ee78/1392-1
Jeffry Elliott: which can immediately start going to the
market saying, hey,

030db5fc-3f4a-4267-aee5-f188aee7ee78/1392-2
Jeffry Elliott: we want to do this deal.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1409-0
Jeffry Elliott: Do you want to take 50% of it or 25% of
it?

030db5fc-3f4a-4267-aee5-f188aee7ee78/1399-0
Johnnie Martinez: OK.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1409-1
Jeffry Elliott: And we'll find other players behind the
scenes that will add us up to five.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1431-0
Jeffry Elliott: $1,000,
000 and let us finish that transaction

030db5fc-3f4a-4267-aee5-f188aee7ee78/1431-1
Jeffry Elliott: off the old school way of doing that is
you kind of finished the deal.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1435-0
Jeffry Elliott: You take it down.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1439-0
Jeffry Elliott: You start putting together an
underwriting package.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1446-0
Jeffry Elliott: It takes six months to do that.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1448-0
Jeffry Elliott: Or you gotta.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1483-0
Jeffry Elliott: It's just a lot of time to go talk to a
lot of people,

030db5fc-3f4a-4267-aee5-f188aee7ee78/1483-1
Jeffry Elliott: use technology to connect with more
people quicker and get a quick know or or

030db5fc-3f4a-4267-aee5-f188aee7ee78/1483-2
Jeffry Elliott: maybe then you focus on the maybes and
not the no's.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1483-3
Jeffry Elliott: Then you can get to that answer quicker
and.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1514-0
Jeffry Elliott: Serve your customers so there's a whole
bunch of things that that really improve

030db5fc-3f4a-4267-aee5-f188aee7ee78/1514-1
Jeffry Elliott: the process when you utilize technology
because you simply are trying to be in

030db5fc-3f4a-4267-aee5-f188aee7ee78/1514-2
Jeffry Elliott: too many places at one time and you you
can only do so much so that technology

030db5fc-3f4a-4267-aee5-f188aee7ee78/1514-3
Jeffry Elliott: can can make some of.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1538-0
Jeffry Elliott: Those phone calls for you or could make
some of those communications for you

030db5fc-3f4a-4267-aee5-f188aee7ee78/1525-0
Johnnie Martinez: Mm hmm.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1538-1
Jeffry Elliott: really speed up the process.
And and it's not just about delivering

030db5fc-3f4a-4267-aee5-f188aee7ee78/1538-2
Jeffry Elliott: that credit approval.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1540-0
Johnnie Martinez: OK.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1542-0
Jeffry Elliott: It.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1560-0
Jeffry Elliott: Doing all the things behind the scenes to
enable you to deliver that credit

030db5fc-3f4a-4267-aee5-f188aee7ee78/1560-1
Jeffry Elliott: approval and close that deal.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1596-0
Jeffry Elliott: So it's it's different from the small
ticket process,

030db5fc-3f4a-4267-aee5-f188aee7ee78/1596-1
Jeffry Elliott: which is is just kind of systematically
driven and quick,

030db5fc-3f4a-4267-aee5-f188aee7ee78/1596-2
Jeffry Elliott: you're taking a bigger process and
bringing the timelines down between all

030db5fc-3f4a-4267-aee5-f188aee7ee78/1596-3
Jeffry Elliott: those little jobs that are built on each
other and can be done at the same time as

030db5fc-3f4a-4267-aee5-f188aee7ee78/1588-0
Johnnie Martinez: No.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1596-4
Jeffry Elliott: OPP.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1604-0
Jeffry Elliott: To linear again,
you know some of those things.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1610-0
Jeffry Elliott: Asset management was down the list of
things that you did.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1618-0
Jeffry Elliott: You know, on a on a deal,
you ate a few weeks right before.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1621-0
Jeffry Elliott: Got started.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1627-0
Jeffry Elliott: We start right away on that.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1631-0
Jeffry Elliott: So it's it's a different approach.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1658-0
Jeffry Elliott: You'll you'll see it work better for
customers because they just they they

030db5fc-3f4a-4267-aee5-f188aee7ee78/1658-1
Jeffry Elliott: wanna know what's going on and you just
consistently touch base with them.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1658-2
Jeffry Elliott: So they they know what they need to be
doing.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1665-0
Jeffry Elliott: We know we need to be doing and
everyone's connected.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1670-0
Johnnie Martinez: Right. No. Yeah, that makes sense.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1703-0
Johnnie Martinez: How old that would would fit together,
especially just, you know,

030db5fc-3f4a-4267-aee5-f188aee7ee78/1703-1
Johnnie Martinez: condensing that timeline,
smoothing that timeline out,

030db5fc-3f4a-4267-aee5-f188aee7ee78/1703-2
Johnnie Martinez: making it easier for everyone,
and then the the communication

030db5fc-3f4a-4267-aee5-f188aee7ee78/1703-3
Johnnie Martinez: transparency part,
which I do want to get into a little

030db5fc-3f4a-4267-aee5-f188aee7ee78/1703-4
Johnnie Martinez: later.
But there's one thing you brought up that

030db5fc-3f4a-4267-aee5-f188aee7ee78/1703-5
Johnnie Martinez: I want.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1730-0
Johnnie Martinez: To touch on because for me,
as someone who kind of came into the

030db5fc-3f4a-4267-aee5-f188aee7ee78/1730-1
Johnnie Martinez: industry fairly recently,
it's been fascinating to discover just

030db5fc-3f4a-4267-aee5-f188aee7ee78/1730-2
Johnnie Martinez: how many moving parts there are in the
average transaction, right?

030db5fc-3f4a-4267-aee5-f188aee7ee78/1739-0
Johnnie Martinez: You think about it from almost an outside
perspective.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1740-0
Johnnie Martinez: You know, it's a deal.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1782-0
Johnnie Martinez: Selling piece of equipment that a
lender's got to finance,

030db5fc-3f4a-4267-aee5-f188aee7ee78/1782-1
Johnnie Martinez: but there's actually so many other moving
parts to it. And so I, you know,

030db5fc-3f4a-4267-aee5-f188aee7ee78/1782-2
Johnnie Martinez: kind of getting into that and sort of how
you manage that process and make sure

030db5fc-3f4a-4267-aee5-f188aee7ee78/1764-0
Jeffry Elliott: No.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1782-3
Johnnie Martinez: that kind of everything's running
smoothly for.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1792-0
Johnnie Martinez: The stuff that's not necessarily your
hands on directly.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1799-0
Jeffry Elliott: Well, yeah, that that is.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1801-0
Jeffry Elliott: It's critical because.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1815-0
Jeffry Elliott: Equipment finance is made-up of a whole
bunch of many businesses in many

030db5fc-3f4a-4267-aee5-f188aee7ee78/1815-1
Jeffry Elliott: industries, right?

030db5fc-3f4a-4267-aee5-f188aee7ee78/1831-0
Jeffry Elliott: And so a trucking deal is not the same as
a construction deal and not the same as a

030db5fc-3f4a-4267-aee5-f188aee7ee78/1831-1
Jeffry Elliott: corporate aircraft deal and and so forth.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1872-0
Jeffry Elliott: So all those industries and equipment
types,

030db5fc-3f4a-4267-aee5-f188aee7ee78/1872-1
Jeffry Elliott: they all have nuances that are different.
And so in dealing with dealers is

030db5fc-3f4a-4267-aee5-f188aee7ee78/1872-2
Jeffry Elliott: different and dealing with dealer A and
dealer B,

030db5fc-3f4a-4267-aee5-f188aee7ee78/1872-3
Jeffry Elliott: you might have a total different program
set up with both of them or no program

030db5fc-3f4a-4267-aee5-f188aee7ee78/1867-0
Johnnie Martinez: OK.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1872-4
Jeffry Elliott: whatsoever.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1879-0
Jeffry Elliott: And is it new equipment or is it used
equipment?

030db5fc-3f4a-4267-aee5-f188aee7ee78/1875-0
Johnnie Martinez: Mm hmm.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1889-0
Jeffry Elliott: There's so many variables to to deal with.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1927-0
Jeffry Elliott: We all know what to do with those,
but sometimes we we only got so much time

030db5fc-3f4a-4267-aee5-f188aee7ee78/1927-1
Jeffry Elliott: in the day,
so having systems in place to facilitate

030db5fc-3f4a-4267-aee5-f188aee7ee78/1927-2
Jeffry Elliott: what you already know you need to do on
certain transactions and have that taught

030db5fc-3f4a-4267-aee5-f188aee7ee78/1927-3
Jeffry Elliott: to AI.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1941-0
Jeffry Elliott: So it starts doing it for you,
and then you're you're still reviewing

030db5fc-3f4a-4267-aee5-f188aee7ee78/1941-1
Jeffry Elliott: everything.
They're not making decisions necessarily.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1946-0
Jeffry Elliott: That are final.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1950-0
Jeffry Elliott: They're doing some of the work so that
you can.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1957-0
Jeffry Elliott: Review it and make final decisions on
transactions.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2002-0
Jeffry Elliott: I mean,
we'll get to things where their auto

030db5fc-3f4a-4267-aee5-f188aee7ee78/2002-1
Jeffry Elliott: scored or auto decision and and doing
things where IAI will make some decisions,

030db5fc-3f4a-4267-aee5-f188aee7ee78/1971-0
Johnnie Martinez: OK.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2002-2
Jeffry Elliott: but it's really not about the decision
making as much as it is about

030db5fc-3f4a-4267-aee5-f188aee7ee78/2002-3
Jeffry Elliott: facilitating making the process happen to
go through all those different things

030db5fc-3f4a-4267-aee5-f188aee7ee78/2002-4
Jeffry Elliott: that.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2008-0
Jeffry Elliott: Need to happen, you know. Are you?

030db5fc-3f4a-4267-aee5-f188aee7ee78/2016-0
Jeffry Elliott: Are you looking at a A used equipment
piece?

030db5fc-3f4a-4267-aee5-f188aee7ee78/2020-0
Jeffry Elliott: What's the valuation there?

030db5fc-3f4a-4267-aee5-f188aee7ee78/2026-0
Jeffry Elliott: Who should we be talking to?

030db5fc-3f4a-4267-aee5-f188aee7ee78/2029-0
Jeffry Elliott: What are the comps in the marketplace?

030db5fc-3f4a-4267-aee5-f188aee7ee78/2036-0
Jeffry Elliott: Well,
our systems can do that a lot faster.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2059-0
Jeffry Elliott: Than an asset manager having to make a
bunch of phone calls or go through a

030db5fc-3f4a-4267-aee5-f188aee7ee78/2059-1
Jeffry Elliott: bunch of old guides, you know,
let's get real market information from

030db5fc-3f4a-4267-aee5-f188aee7ee78/2059-2
Jeffry Elliott: the Internet.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2087-0
Jeffry Elliott: Let's find the right players to talk to
on current valuation,

030db5fc-3f4a-4267-aee5-f188aee7ee78/2087-1
Jeffry Elliott: and then let's have those conversations
and put that those comments into an

030db5fc-3f4a-4267-aee5-f188aee7ee78/2087-2
Jeffry Elliott: already populated equipment finance
evaluation grid that AI did.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2099-0
Jeffry Elliott: Right, 'cause AI can take all that data.
Put it grid together.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2124-0
Jeffry Elliott: Right then,
asset management can come together,

030db5fc-3f4a-4267-aee5-f188aee7ee78/2124-1
Jeffry Elliott: come in and say, well,
I spoke to Joe Smith at, you know,

030db5fc-3f4a-4267-aee5-f188aee7ee78/2124-2
Jeffry Elliott: Crane rentals and it.
And he said these cranes are really in

030db5fc-3f4a-4267-aee5-f188aee7ee78/2124-3
Jeffry Elliott: demand because of XY and Z.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2153-0
Jeffry Elliott: And then put those comments in there,
and here's what we found.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2153-1
Jeffry Elliott: And here's what we think the valuation is
based on our conversation in the industry

030db5fc-3f4a-4267-aee5-f188aee7ee78/2153-2
Jeffry Elliott: and the data that we gathered from all
these various sources.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2150-0
Johnnie Martinez: OK.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2177-0
Jeffry Elliott: So it it takes a lot of friction out of
it. In the old days,

030db5fc-3f4a-4267-aee5-f188aee7ee78/2177-1
Jeffry Elliott: that's all done with spreadsheets and
books and guides and and it's just it's

030db5fc-3f4a-4267-aee5-f188aee7ee78/2177-2
Jeffry Elliott: hard to document it and you know.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2189-0
Jeffry Elliott: Asset managers are really smart people
that know a lot about assets.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2189-1
Jeffry Elliott: They're not necessarily.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2228-0
Jeffry Elliott: You know authors and the best writers and
organizers of that data, right?

030db5fc-3f4a-4267-aee5-f188aee7ee78/2228-1
Jeffry Elliott: And so having better organization for
them to access the information that they

030db5fc-3f4a-4267-aee5-f188aee7ee78/2228-2
Jeffry Elliott: have and get the intelligence that they
have in their brain really improves the

030db5fc-3f4a-4267-aee5-f188aee7ee78/2228-3
Jeffry Elliott: process.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2232-0
Jeffry Elliott: So that's where we're going with
everything.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2261-0
Johnnie Martinez: Got you know that that seems like the
best way to be be doing.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2261-1
Johnnie Martinez: Especially you know that you've talked
about so many times during this call is

030db5fc-3f4a-4267-aee5-f188aee7ee78/2261-2
Johnnie Martinez: as much of this technology as a tool and
an asset for you guys.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2269-0
Johnnie Martinez: There's always going to be the people
element, right?

030db5fc-3f4a-4267-aee5-f188aee7ee78/2305-0
Johnnie Martinez: The the human aspect to it,
being involved in it, and so I just,

030db5fc-3f4a-4267-aee5-f188aee7ee78/2305-1
Johnnie Martinez: I think that's one of the things that's
important to note,

030db5fc-3f4a-4267-aee5-f188aee7ee78/2305-2
Johnnie Martinez: talking with people and finding industry
who are on this tech side.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2305-3
Johnnie Martinez: I'm trying to be so tech forward is it's
not removing the human.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2320-0
Johnnie Martinez: Element which is maybe what some of the
other industries have done that have been

030db5fc-3f4a-4267-aee5-f188aee7ee78/2320-1
Johnnie Martinez: on the front end.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2322-0
Johnnie Martinez: Of technology.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2334-0
Jeffry Elliott: Yeah, yeah,
I'm trying to really push that point

030db5fc-3f4a-4267-aee5-f188aee7ee78/2334-1
Jeffry Elliott: because I don't.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2365-0
Jeffry Elliott: First of all,
I don't want it to be that way and I

030db5fc-3f4a-4267-aee5-f188aee7ee78/2365-1
Jeffry Elliott: don't believe that's that.
You could take us out of it.

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Jeffry Elliott: 'cause there's it's.
It's really more of an art than a science,

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Jeffry Elliott: but there are pieces of it that are
science, right?

030db5fc-3f4a-4267-aee5-f188aee7ee78/2380-0
Jeffry Elliott: There are pieces of it that are boring,
like following up on insurance

030db5fc-3f4a-4267-aee5-f188aee7ee78/2380-1
Jeffry Elliott: certificates.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2383-0
Jeffry Elliott: We can have AI do that, right?

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Jeffry Elliott: Filing UCCS or doing searching for
certain data elements.

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Jeffry Elliott: There are things that technology can do
for us that we.

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Jeffry Elliott: We don't need to do and so moves
everybody's job up a level to higher

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Jeffry Elliott: level task.
So while I might not need as many people

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Jeffry Elliott: as I used to to do the same jobs,
I can have fewer people pay them more and

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Jeffry Elliott: they have a better work.

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Jeffry Elliott: Life balance because they're making
better decisions on better information

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Jeffry Elliott: and doing less work.
But more important work.

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Jeffry Elliott: And that's really the goal.

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Johnnie Martinez: Gotcha. No, I'm.
I'm sure that that work life balance

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Johnnie Martinez: element as well as an attractive thing
for people who are,

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Johnnie Martinez: you know trying to get into this industry
as well as people who have been in here

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Johnnie Martinez: for years.

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Johnnie Martinez: And I think it's an interesting point,
as someone who's been around for as long

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Johnnie Martinez: as you're having the equipment finance
space.

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Johnnie Martinez: So and now you're in this position as
someone who's the founder and CEO at Elev

030db5fc-3f4a-4267-aee5-f188aee7ee78/2515-3
Johnnie Martinez: X, running your own shop.

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Johnnie Martinez: So what is the advice that you would pass
on to someone who wants to be in your

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Johnnie Martinez: shoes one day,
or someone who's just now kind of getting

030db5fc-3f4a-4267-aee5-f188aee7ee78/2534-2
Johnnie Martinez: started in the space?

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Jeffry Elliott: Yeah.
So my number one thing we haven't talked

030db5fc-3f4a-4267-aee5-f188aee7ee78/2551-1
Jeffry Elliott: about it today is networking.
You know in this, in this industry.

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Jeffry Elliott: Understanding your your competition,
being friends with your your competition,

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Jeffry Elliott: you need partners.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2572-0
Jeffry Elliott: We can all work together.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2579-0
Jeffry Elliott: There's plenty of business out there for
all of us.

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Jeffry Elliott: Yeah.
And any given time you might be competing

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Jeffry Elliott: against somebody else and that's fine.

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Jeffry Elliott: But understanding the marketplace,
understanding what's going on,

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Jeffry Elliott: knowing who the players are in the
industry.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2637-0
Jeffry Elliott: You know,
knowing that somebody's better at,

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Jeffry Elliott: you know,
a crane deal than you are is a good thing

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Jeffry Elliott: because you can take that to them and
either split that deal or just sell them

030db5fc-3f4a-4267-aee5-f188aee7ee78/2637-3
Jeffry Elliott: that deal.
And then you you can learn either how to

030db5fc-3f4a-4267-aee5-f188aee7ee78/2637-4
Jeffry Elliott: do that trans.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2659-0
Jeffry Elliott: Maybe for the future,
or just know that I've got a source to

030db5fc-3f4a-4267-aee5-f188aee7ee78/2659-1
Jeffry Elliott: place that transaction and make fee
income off of it, right?

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Jeffry Elliott: You don't have to do every deal on your
balance sheet to to hold it.

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Jeffry Elliott: You might be less of a balance sheet
holder and and more of a.

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Jeffry Elliott: A broker player and that's fine.
I think you need to have a little bit of

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Jeffry Elliott: a a trading aspect where you do take some
risk somewhere.

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Jeffry Elliott: If you're just pure brokerage that that
can be a tough way to to go.

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Jeffry Elliott: But the people do it that way.
I think that that's more challenging in

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Jeffry Elliott: today's model, but.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2737-0
Jeffry Elliott: Really,
networking with people is is critical.

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Johnnie Martinez: Well, with all that in mind,
the last question I would have for you is

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Johnnie Martinez: there anything else you think listeners
of the Digg podcast or readers of

030db5fc-3f4a-4267-aee5-f188aee7ee78/3433-2
Johnnie Martinez: equipment finance news should know about
elevx capital or the the state of the

030db5fc-3f4a-4267-aee5-f188aee7ee78/3433-3
Johnnie Martinez: equipment finance space?

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Jeffry Elliott: I would say you know that the state of
the equipment finance space is, is,

030db5fc-3f4a-4267-aee5-f188aee7ee78/3462-1
Jeffry Elliott: is good,
you know in in choppy markets equipment

030db5fc-3f4a-4267-aee5-f188aee7ee78/3462-2
Jeffry Elliott: finance usually does.

030db5fc-3f4a-4267-aee5-f188aee7ee78/3470-0
Jeffry Elliott: Well,
we're we're we do well when things are

030db5fc-3f4a-4267-aee5-f188aee7ee78/3470-1
Jeffry Elliott: good and we do well when things are bad.

030db5fc-3f4a-4267-aee5-f188aee7ee78/3494-0
Jeffry Elliott: There's kind of chaos going on right now
with the economy and tariffs and all

030db5fc-3f4a-4267-aee5-f188aee7ee78/3494-1
Jeffry Elliott: these things going on. You know,
equipment still going to be needed.

030db5fc-3f4a-4267-aee5-f188aee7ee78/3486-0
Johnnie Martinez: Anywhere.

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Jeffry Elliott: Market valuation on assets is kind of all
over the place depending on what sector

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Jeffry Elliott: you're in.

030db5fc-3f4a-4267-aee5-f188aee7ee78/3550-0
Jeffry Elliott: My advice to people is to to stay
diversified in your your your plans.

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Jeffry Elliott: If you're.
If you're a leasing company that is

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Jeffry Elliott: focused on one industry, you know how to,
how can you diversify that,

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Jeffry Elliott: at least within that industry or add a
second industry. So you got some.

030db5fc-3f4a-4267-aee5-f188aee7ee78/3574-0
Jeffry Elliott: Diversification. You know,
a lot of people have been hurt over the

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Jeffry Elliott: last few years that were trucking focused
and especially brokerage freight focused.

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Jeffry Elliott: And you know,
they really needed to to diversify that.

030db5fc-3f4a-4267-aee5-f188aee7ee78/3601-0
Jeffry Elliott: That in, you know,
syndicate some of their portfolios and

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Jeffry Elliott: have a a good plan.

030db5fc-3f4a-4267-aee5-f188aee7ee78/3611-0
Jeffry Elliott: But yeah,
a diversified plan in choppy markets is a

030db5fc-3f4a-4267-aee5-f188aee7ee78/3611-1
Jeffry Elliott: is a good strategy to have and so.

030db5fc-3f4a-4267-aee5-f188aee7ee78/3637-0
Jeffry Elliott: We're we're positioned well to do well in
this economy with more business being

030db5fc-3f4a-4267-aee5-f188aee7ee78/3637-1
Jeffry Elliott: built or products being built in the
United States.

030db5fc-3f4a-4267-aee5-f188aee7ee78/3641-0
Jeffry Elliott: A lot of equipment needed for that.

030db5fc-3f4a-4267-aee5-f188aee7ee78/3648-0
Jeffry Elliott: So you know that that type of stuff works
towards.

030db5fc-3f4a-4267-aee5-f188aee7ee78/3652-0
Jeffry Elliott: Our business doing well.

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Jeffry Elliott: We'll see how the banks operate going
forward.

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Jeffry Elliott: I still think they're gonna merge and and
pull back more in the equipment finance

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Jeffry Elliott: space.

030db5fc-3f4a-4267-aee5-f188aee7ee78/3690-0
Jeffry Elliott: So I think there's gonna be more and more
opportunity for independence,

030db5fc-3f4a-4267-aee5-f188aee7ee78/3690-1
Jeffry Elliott: but banks are just gonna.

030db5fc-3f4a-4267-aee5-f188aee7ee78/3709-0
Jeffry Elliott: They're always gonna play a role,
but probably just a little bit different

030db5fc-3f4a-4267-aee5-f188aee7ee78/3709-1
Jeffry Elliott: role.
And I think that changing landscape is

030db5fc-3f4a-4267-aee5-f188aee7ee78/3709-2
Jeffry Elliott: good, good for our industry overall.

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Johnnie Martinez: Got you know that makes.

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Johnnie Martinez: A ton of sense, you know,
being an interesting time to to watch,

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Johnnie Martinez: and I wish you the best of luck in it.
And I thank you so much for your time

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Johnnie Martinez: today.

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Jeffry Elliott: Thanks, Johnnie.

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Jeffry Elliott: Take care.

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Johnnie Martinez: You too.