Part IV of the CLFP exam includes which topics?

• A. Sales and Marketing, Funding Operations, and Asset Management
• B. History and Purpose of Leasing
• C. Financial and Tax Accounting
• D. Credit and Documentation

Answer: (A)

Part IV focuses on the operational side of leasing, showing how deals are generated, funded, and managed through the life of the asset. Sales and Marketing covers prospecting, client relationships, and structuring deals to meet customer needs. Funding Operations deals with the flow of funding—how deals are underwritten, approved, and funded, along with the processes that keep funding consistent and compliant. Asset Management includes monitoring performance, managing risk, servicing the asset, and handling disposition or remarketing at the end of the term. The other topics—History and Purpose of Leasing, Financial and Tax Accounting, and Credit and Documentation—are typically covered in different parts that address background, accounting rules, and underwriting/paperwork, respectively. Therefore, Part IV is about Sales and Marketing, Funding Operations, and Asset Management.