Roxanne Emmerich shares her approach on how to attract the best customers to your bank:
I get a kick out of watching Mad Men. There’s something captivating about being transported to another time like that.
Slightly less fun is the feeling I get when I see banks in the real world and the present day throwing money away on traditional advertising like it’s 1965.
Have you thought about the future leadership of your bank? With current bank executives averaging over 55 years of age, succession issues will be the biggest tsunami to hit community banks starting in just a few years.
In fact, a recent survey across all industries showed that leadership succession planning, or the lack thereof, was the most pressing area of concern among CEOs.
Almost every executive on almost every exec team I work with in the banking industry is over 55, and many of those are over 60. These are usually very capable folks doing a great job running the bank of the present. But it’s hard to argue any of them are being groomed to run the bank of the future.
That’s an enormous shoe that is destined to drop—and you need to be sure your bank isn’t under it when it does. It’s a disaster in the making.
Smart bankers understand that NOW is the time to get a succession plan in place for your younger executives. But even those banks that have a plan in place often have an inadequate one—one that focuses on the nuts and bolts of management and strategy but overlooks the real wisdom that ensures a bank’s long-term success.
Improving the commercial loan portfolio means bringing in high-quality business customers who are in growth mode or who have some other financing needs—while minding the good loans that you already have. It’s just that simple. But, unfortunately, many banks (perhaps yours) are dead wrong with their strategy for bringing in commercial loans.
Have you ever had a day where you left exhausted, but felt like you didn’t do any of the things “on your list”? Unfortunately, some people have entire careers like that.
Most banks focus on what they should do. That’s a good thing. But too few seriously evaluate what they are currently doing that has to stop. Awareness of the common characteristics of low-performing banks can keep you from falling victim to any of these practices before you join the group.
Redding Bank Of Commerce celebrating their success
Try this as a 30-Day Turnaround:
Why is it that a $450 million bank with nine years of flat organic growth suddenly had an annualized growth rate of 35 percent within 30 days of one culture intervention?
Why is it that a $920 million bank consistently ranked in the fourth quartile—a fact which they blamed on their low-income, shrinking market—eventually moved into the first quartile after experiencing over 20 percent growth, seeing significant quality improvement, and tripling ROE… all within three years with no improvement to their market?
Previously, both of these banks had done sales training for years with virtually NO impact on growth or profits.
Let’s face facts. You know it is true. Banks stink at sales culture.
Most say they’re working on it…but most have been “working on it” for three decades now and they still stink at it. Why? Because you are repeating the mistakes of the past. Here are 5 biggest mistakes that are common to every failed bank sales culture. (That would be around 99 percent of them.) Continue Reading Why Bank Sales Cultures Don’t Work: The 5 Myths That Tank a Bank Sales Culture…
Even though it was 20 years ago, I remember it like it was yesterday. One of the attendees at a bank CEO conference came up after my speech and began to lecture me. “There’s one distinction you’re missing, Roxanne. We bankers, we’re like sheep. The first one marches up to the ledge and falls off, and the rest march in step screaming Baaaaaahhhhh! as they fall one by one over the ledge. You have to stop believing bankers actually think for themselves!”
“It’s Hollywood!” my grandfather said as he watched the first man land on the moon. “That’s not really happening.”
From the viewpoint of my grandfather—who still owned the horses on his farm till the day he died because he did not trust that tractors were really the wave of the future—a person on the moon was beyond his scope of understanding.
That situation is not very dissimilar from the current state of banking. Most banks are experiencing acceptable spreads, so they are holding onto their horses while financial services companies are moving on to four-wheel drive, turbo-charged tractors.
The problem is that what creates profits for banks today will probably not create profits in the future. The new trends are so complicated and threatening that it is much easier to ignore them, hoping they will just go away. Smart leaders are analyzing the trends, deciding which will create the best opportunities, and building the foundation for upcoming crazy times. Continue Reading Shift Your Bank’s Performance Environment…
With industry experts predicting further consolidation in 2012, there’s a tremendous opportunity for your bank to grow its profits–as weaker community banks are acquired or closed…and stronger, better prepared banks in these same market areas pro-actively recruit (or simply inherit) the best and most profitable customers in town.
Will you be one of the banks that pulls ahead–attracting the best customers of your challenged competitors?
To insure that it is, I’d like to invite you a unique event that will prepare your top executives and key staff to implement a different kind of strategic plan–one that my own top-performing clients have already used to improve their loan quality, ROE, net interest margin, customer service scores, sales ability and more.
Some clients have added as much as 43 basis points to their net interest margin in just nine months using this information… others who were 3rd- and 4th-quartile performing banks moved up. (95 percentile in profitability and net-interest margin in their state in under two years.) Continue Reading The Unusual Strategic Plan For Growing Your Bank In 2012…
Branding is a hot trend…but almost everyone has it wrong. A truckload of dough is wasted every year by missing out on what brand really means.
Let’s make it simple.
Holiday gifts are filled with one of my favorite things: CHOCOLATE. It’s right up there with the meaning of life.
But here’s an observation I’ve made over the last few holiday seasons:
If someone delivers a box of cheap chocolates to our office, they last for weeks. If, on the other hand, the chocolates are exquisite melt-in-your-mouth types, they’re gone in a few blinks. Everyone knows who sent them, and everybody loooooves the person who sent them.
So if you were a chocolate, would your clients call you a Hershey or a Godiva? The answer has a greater influence on your future profitability than almost anything else.
Profit-Growth Banking How to Master 7 Breakthrough Strategies of Top-Performing Banks
Would you like to have the seven simple secrets that turn ordinary banks into top-performing banks? The secrets lie within the answers to one profound question Roxanne asked 100 CEOs of top-performing banks: "What are you doing to make your bank a top-performer?" Learn more
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