Finding Top 100 Customers [VIDEO]

We know that for banks that have 2 billion in assets that anywhere between 50 to 140% of their profits come from their top 100 most profitable customers.   But the real question is how do we find another 100 just like these? Well, they have the same psychographics,...

What is the Most Effective Way to Choose the Right Next Best Customer [VIDEO]

Several years ago, there was a gentleman who came into our boot camp, and he was an EVP of a bank on the West Coast.   He told me that they had hired a firm, spent several hundred thousand dollars, and been in meetings for five months to figure out how to find their...

How Can a Bank Best Align Personnel to Profitability [VIDEO]

Most bank CEOs tell me, we have great people, and yet, sometimes they suffer not such great efficiency ratios, return on assets, return on equity.   And what they’re really saying is we have good people, but they’re not great because they don’t know...