Welcome to The TOP 5 PERCENTER™ Blog

Dive in for concise, powerful insights on elevating community banking. Discover strategies and success stories for superior performance, from boosting financial margins to cultivating a dynamic culture. These posts literally contain the secrets of the TOP 5 PERCENTERS™. Sign up to the newsletter so that you don’t miss a single post.

Master the Four Levels of USPs [VIDEO]

What if you can use extreme differentiation to get 150 basis points or more on the loan side and improve your deposit pricing at the same time?   If you're the kind of leader who feels strongly that you can’t follow the herd and believes that net interest margin compression is inevitable, you're going to love this. Or if you have some lenders who get premium pricing but are frustrated that...

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Stop Matching the Competition [VIDEO]

You deserve to get paid more. Rate matching is the most destructive force in community banking today. And because of it, as a community bank, you are underpaid for the value you deliver.   Get ready because you could stop your prospects from asking you to match your rate to win the business and start getting paid more within the next two weeks.  How does that sound? If you're the kind of person...

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How to “Turn Off the Noise” and Finally Get Marketing That Works [VIDEO]

I believe accountable people make the world go around. In this session, I’ll show you how to get everyone in your bank thinking about how to go get the next best customers at premium pricing. If you’re the kind of leader who has the traditional marketing department and they do “their thing” and nobody quite understands the why or the how except those in the department, that’s very typical....

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How to tie everyone to PROFIT [VIDEO]

Does every team member on your team know how they tie to profit? I mean really know? When a study published in Businessweek revealed they had asked 6,000 employees, "Do you perform in the top 10 percent?" more than 90 percent said they performed in the top 10 percent! Whoa. So yes, you likely have a problem. And no, your people don't really understand how they tie to profit—but they certainly...

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Who Made Up THAT Rule? [VIDEO]

Everyone has patterns of disbelief. Some people believe that in politics, there is one side or the other, and they're unwilling to look at the alternative. Still others believe that the moon is made of cheese. You may have a belief system that's true. You may have a belief system that's not true. And the question that we have to look at as an executive is, "what has to be true for us to...

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The Glue to Keep your Best Employees… [VIDEO]

According to BambooHR®, one-third of your people plan on dumping you in the next six months. Yikes. This begs the question, what kind of glue do you need to make sure your very best employees stick with you during a time of accelerated “employee poaching?” To be clear… employee retention isn't just about the pay. Yes, extrinsic (financial) rewards matter—up to a certain level, according to...

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How to Avoid the “Middle Management Meltdown” [VIDEO]

I believe that when middle managers master management, the resulting breakthroughs are profound and sustainable.   In this episode, I’m going to share with you how to overcome what I call “the middle management breakdown”—the block that keeps executives’ dreams from being the reality executed by the front-line team members. If you’re the kind of leader who worries that perhaps your managers act...

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Marketing Isn’t What It Used To Be [VIDEO]

Marketing isn’t what it used to be. For many banks, it’s changing how you should be investing your marketing dollars and the strategies that you should be using. Video: Bank Marketing Isn’t What It Used To Be In my book, The Breakthrough Banking Blueprint, I quote some of Tom Farrell’s research about marketing that has a lot to do with bank marketing: Businesses think that 13% of their marketing...

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Boost Your Bank’s Bottom Line with One Change [VIDEO]

I believe in the unlimited upside potential in your team, and I believe that with the proper tools, they are capable of so much more! In this video, I’m going to show you how to eliminate the limiting beliefs that keep your team matching rates instead of going after substantial premium pricing on better quality clients. They’ll start getting bigger and better-quality customers within weeks. If...

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Can You Retain And Win All Of Your Bank Account Holders’ Business?

Do you hold the entire relationship for every one of your bank account holders?  I hope you do. But maybe you don't. And maybe your people don't know how to get effective cross-selling done. If you're not averaging five, six, or even seven cross-sales on every new relationship that is opened up in your bank, somethings just not right yet.   And it doesn't mean you have bad people. It just means...

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Do Your Salespeople Know When to Talk USPs? [VIDEO]

I believe that most of your salespeople have only begun to tap into their true potential. They just don’t have the confidence to go after large deals that are happy with their current bank and ask for premium pricing. In this episode, I’m going to show you how the right sales system can help your people get excited about and effective at pulling in the very best customers…without PRICE even...

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The Transactional to Transformational Model for Community Banks

The Transactional to Transformational Model for Community Banks

The days of transactional banking are over.  Yes, there was a day when the customers would walk into our lobbies. Yes, there was a day where they came looking for us. Yes, I remember those days, too.  Those days are long gone  And it was a rapid turn. Yes, the amount of traffic coming into our lobbies had been declining. But boy, when we closed the doors for COVID, that changed everything from...

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