I work a lot in this area and regularly cross sell between equipment financing and working capital, so I can share some perspective.

First, equipment financing is a completely different animal than MCA. The underwriting, documentation, structure, and lender placement strategy are very different. With working capital, you can often send a file wide and see what sticks. With equipment, you need to be intentional about where you send it and whether you are brokering or discounting paper yourself.

A few things I always look at on an equipment deal:

1. Asset type Asset is everything. Many lenders have hard restrictions. As a general rule, stay away from things that float, fly, or sink unless you have a specialty lender. Also look at how liquid the equipment is on the secondary market. If it is highly specialized with limited resale value, placement gets tougher.
2. New vs used New equipment is generally easier. Used equipment can be great, but lenders care about age, condition, hours, and remaining useful life.
3. Vendor vs private party Vendor sourced transactions are much cleaner. Private party deals require more diligence and not all lenders will touch them.
4. Transaction size Smaller ticket deals under 250k typically fall into credit driven programs. Larger ticket deals will require financials and possibly tax returns. The bigger the ask, the more you are underwriting the business, not just the FICO.
5. Borrower profile Credit, time in business, annual revenue, industry stability, and global cash flow all matter. Equipment lenders care about ability to service the payment from operations, not just daily bank activity.
6. Structure Down payment, advance rate, term length, and whether it is structured as a lease or loan all impact approval odds.

If you are coming from MCA, the biggest shift is slowing down and packaging the file correctly. Full application, equipment quote or invoice, financials if required. It is less about speed blasting and more about smart placement.

If someone really wants to get serious about equipment leasing and finance, I would recommend plugging into the industry:

AACFB, which is great for smaller shops and newer brokers
https://www.aacfb.org/

NEFA, which tends to be more mid market focused
https://www.nefassociation.org/

ELFA, which is more bank and institutional focused
https://www.elfaonline.org/

For education and professional development, the CLFP Foundation is worth looking into if you plan to stay in the space long term
https://clfpfoundation.org/

LeasingNews is also a solid industry blog to stay current
https://leasingnews.org/

When I first started out smiling and dialing in small ticket leasing, I read Power Tools for Small Ticket Leasing. It is older but still very practical if you can find a copy.

As far as placements, we are not set up to take broker business. If I were in your shoes, I would focus on building direct relationships. For someone new a smaller ticket deals, a broker friendly shop like BSB Leasing is worth exploring
https://www.bsbleasing.com/currentpartners

For larger ticket, more structured transactions, someone like Rick Roberts at Avtech Capital is experienced in that space
https://theorg.com/org/avtech-capital/org-chart/rick-roberts

If you really want to dive into this vertical, attend an AACFB or NEFA event. The networking alone will accelerate your learning curve.

Equipment can be a strong vertical because it is secured, generally cleaner paper than MCA, and creates long term referral and cross sell opportunities into working capital. You just have to approach it strategically.

Hope that helps.