Take Your Team From Meaning Well to Meaningful [VIDEO]

Everybody means well, but do your team members really know how they tie to profit on a daily, weekly, monthly, and quarterly basis? Well, you may think they do, but the business research would cause you to pause.  When they asked 6,000 employees if they performed in the top 10%, the answer, 90% of the time, was “yes.” Hmm. Something must be off here.

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Conventional Wisdom Is Killing Your Bank’s Future Potential [VIDEO]

Isn’t it fascinating how for years and years and years, people would fight wars by standing in line with red coats on, in formation, shooting guns, while the other side would come at them when they had guns standing in line, running with swords, thinking that they could win. That same thing is happening in banking today. 

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Are You Properly Utilizing Your Team’s Skills?: A Chief Lending Officer Case Study [VIDEO]

I’m always astonished how difficult we make the chief lending officer’s job.  We tell essentially this wonderful human being, who is probably good at credit, “hey, you’re in charge of finding your team members”; “you’re in charge of making sure you’re onboarding them and making them strong”; “you’re in charge of all the account management of the current existing customers and all the activities around that”; “you’re in charge of making sure credit quality stays up”…

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Keeping Your Top 100 in Your Back Pocket [VIDEO]

During challenging times, the one thing you can count on is that desperate competitors and fly-by-night organizations are going to come in and try to take away your best customers. Let’s face it, your top 100 customers for any bank under $2-billion asset size account for anywhere between 50 to 140% of your profits. That’s a significant thing to understand. They are precious. They pay for all the bills and you must, of course, keep all of them.

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Reevaluating Values: What Stands the Test of Time [VIDEO]

As we celebrate the Fourth of July, it occurs to me that one of the beautiful things about this country is the wisdom that was brought to us by our founding fathers and the degree to which they stood by those principles, and how those principles mattered to them; how they could see what didn’t work in other countries, and wanted to bring something forward into a new country that they knew would work.

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Customers and Prospects Demand Excellence in Stressful Times [VIDEO]

Now is the time that customers and prospects demand that you are excellent at what you do. I have a friend, and a vendor to my business, who told me that because a big chunk of his income comes as a result of community banking,  he thought he should switch over his account and work with a community bank.  So, for the first time in his life, he went to a community bank and opened an account. Astonishingly, he said there was (more…)

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How to Manage for Profit in Challenging Times [VIDEO]

Challenging times require great transparency of information going to the executive team and also going to the board. For instance, if I’m a bank CEO, I want to know if the account managers who are assigned to my current top 100 and top 1000 customers are in contact with each one of them, or if they’ve just left a voicemail, or if they’ve actually had communication. I want to know (more…)

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What You Should Be Communicating to Customers Right Now [VIDEO]

It’s never been more important to make sure that you’re talking to your customers in ways that matter. I bring this up because I just got done doing a live recording with some of the smartest marketers in banking across the United States, and I saw some tragic errors on their websites and some tragic errors in their press releases. (more…)

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Increasing Productivity and Accountability in the Midst of Chaos [VIDEO]

Challenging times require that people understand exactly how they tie to profit and they know how to do it on a daily, weekly, quarterly, monthly basis. When you are communicating with your team members, it’s never been more important to keep them out of busy work and keep them into the right productive work. And let me assure you, many times they are confused. (more…)

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