by Shaun Heuerman | Jun 27, 2019 | Sales Process
Finding it more difficult to get the attention of prospects “shopping” for a mortgage rate?? They’re busier than ever, and they already have a bank…so why on Earth would they want to sit down and listen to you? If your answer is “we have...
by Shaun Heuerman | Jun 20, 2019 | Sales Process
A prospect just walked into your bank, and you have 60 seconds to woo him, GO…. Your heart probably just skipped a beat, and your head began racing through a plethora of old sales approaches you’ve used in the past. The reality is…this small window of...
by Shaun Heuerman | Jun 13, 2019 | Sales & Marketing
What does your job description say for your lenders…? Let me guess; an HR wordsmithed version of “get loans” … The problem is, you don’t want loans, you want to profit. Your superstars get this, and that’s why they excel. But your good, but not yet...
by Shaun Heuerman | Jun 6, 2019 | Hiring
The “hunter and farmer” model of sales is so broken in most banks we see; it’s not even funny anymore… There’s a long list of so-called-sales-trainers that have tried to get banks to train their way out of the problem, but all of that is like a Band-Aid® on cancer… So...
by Shaun Heuerman | May 30, 2019 | Sales & Marketing
Belief is a funny thing. I’ve worked with over 300 banks and the #1 bank killer is between the ears of the leaders and the troops… As Henry Ford famously said: “If you think you can, or you think you can’t…you’re right!” The bad news is that believing in myths, just...
