The Fastest Way to Find Your Bank’s Next Best Customer [VIDEO]

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

I was thinking, Are you kidding me?

I said, “Well, how is it working?”

He said, “Well, we’re not done yet. We haven’t identified them.”

Okay. So what they should have done is identify them in, like, you know, a couple of hours by following a clean process of psychographics and firmographics, and then get busy bringing them in. That is the point, isn’t it?

And so, God bless him. He came up to me, and he was just distraught. Yet I get it. I’ve been part of those organizations where you get it and you see what needs to be done, but nobody else does. So it’s like, what do you do when you know everybody around you is going the wrong direction?

Here’s what happens when that person works for a bank that’s destined to become a top five percent-performing bank. They become a puppy dog with a sock in their mouth. They don’t let go. They just keep asking questions and kind of go, “Shouldn’t we already have figured this out?”

“Shouldn’t we be calling them? What is our process for calling on them? Do we really know we have the right target? What’s our process for organizing this?”

Those are top five percenters. They don’t watch the crazy going on around them, accept it, and say, “That’s just how things are around here. It’s just me. How will I ever move this mountain?”

Every great organization that’s become a top five percenter has had somebody who grew the backbone and decided to be a stand for, “If somebody can do it, we can do it—and we’re going to do it. So get the heck out of my way. I will just annoyingly keep asking questions until we get this right because I will not accept working for a mediocre organization.”

When was the last time you ever called home and said to your significant other, “Honey, today I performed average.”

Yeah.

Okay. That doesn’t happen.

We call home because we kicked some butt, took some names, and made something happen. That’s how a top five percenter thinks. They’re unstoppable in getting what they want when they know there’s a better way of getting things done, and they’re never going to sleep until they find the best way because success leaves clues.

As my mentor taught me years ago, only study with those who have their information in order and have done it repeatedly.