Relationships Over Rates: Building Broker Trust & Portfolio Resilience

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 backMarket outlook for transportation and equipment financeScaling a national broker network from a small-town HQDay-one contact strategies and early interventionBalancing automation with real human connectionSupporting brokers with coaching, marketing, and AI-powered toolsHow associations build trust and community in the industryThe mindset of a problem solver in asset-based lendingNotable 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.”Subscribe to Portfolio Perspective: Managing Risk & Seizing Opportunity for more industry insights and field-tested strategies.For more information, visit Asset Compliant Solutions.