by Shaun Heuerman | Feb 25, 2013 | Bank Acquisitions
So you’ve decided to acquire another bank. For nearly 25 years, I’ve been giving the same advice about acquisitions: DON’T DO IT. I’ve had good reason to give that advice. Many banks try to solve their inadequacy of systems, education, and strategies by acquiring. And...
by Shaun Heuerman | Feb 10, 2013 | Profitability and Growth
Building your bank’s profits and tuning up your sales and profit culture requires a set of tools as well. From marketing and sales performance tools, to hiring and people management tools, to strategic planning, accountability and celebration tools—there are “best...
by Shaun Heuerman | Feb 3, 2013 | Sales Process
You know that you shouldn’t be matching rates. But you can’t just put your foot down with a customer and say, “These are our rates, take ’em or leave ’em.” With a presentation like that, why on Earth would anyone take it? Instead,...
by Shaun Heuerman | Jan 13, 2013 | Employee Training
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...
by Shaun Heuerman | Jan 3, 2013 | Workplace Culture
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...
