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.
The Unlikely 4-Step Formula to Double the ROI Of Your Marketing [VIDEO]
I believe most everything in life should carry its own weight. In this session, I’ll show you how to create massive ROI from every marketing dollar AND know how to prove it! If you’re the kind of leader who is rubber stamping a marketing budget that has a few tweaks from the year before and you’re are wondering if any of your marketing is actually getting a result, you’ll love this session...
How to Cut Your Marketing Budget By 80% and Double Profit at the Same Time [VIDEO]
I believe that people want to work with people who “get them” and are all about their success. In this series, I’m going to show you how you can transform the marketing ROI so that every dollar you invest gives you $5 to $20 back (or more) to your bottom line. If you’re the kind of banker that feels like your marketing department is already targeting the very best, low risk, high-profit...
The Dangers of False-Attempt Sales Training [VIDEO]
I believe people don’t like hassles. Who does? Whether it’s at work, at home, or out shopping. But it’s a dangerous attitude among your people because it causes them to not put 100% into their sales conversations. In this video, I’m going to show you how your people (like many bankers before them who couldn’t, but now do) can get 6–7 cross-sales and all the deposits in a way that never feels...
Bank Sales Training Basics—with an Important Twist [VIDEO]
I believe that we humans can make easy tasks MUCH harder than they need to be. We all do it. The people at your bank struggling with sales effectiveness do it, too. In this video, I’m going to show you how you can take a trouble spot, like getting enough deposits, and turn it into a big win quickly. Quick hint: It’s about moving away from “training” but instead “educating” your team the...
How to Move Beyond “Trusted Advisor” Lip Service to Get ALL of their Deposit Business [VIDEO]
I believe people want to work with “the best.” When people truly trust you and you bring value that exceeds your additional pricing, people are willing to bring all their business to you and your bank. At that point, price has little relevance. They know that what you provide is worth the cost. That’s a prime position for you to be in—now here’s how you’re going to get there. If you're the kind...
Where the Low-Risk, High-Profit Clients Are Hiding [VIDEO]
I believe that sometimes one tweak can make a huge impact. In this video, we’ll tackle proven techniques you can use immediately to find your next top 100 most profitable, low-risk clients. Those are exactly the customers you want on your roster—and it’s worth the work to bring them in. In fact, using this system I’m about to reveal has brought my clients a closing rate near 100%. I think that’s...
How to Never Become a Vendor in the Eyes of Your Customers [VIDEO]
I believe the world is full of abundance—a field of diamonds is in every back yard. You just have to mine your share. In this video, I’m going to show you how to find and bring in all the deposits you want in YOUR market without paying up. If you're the kind of banker… Who has all the deposits you want already, you’ll love this because you’ll be able to bring your cost of funds down even more....
The “No-Sales Approach” to Grow Sales [VIDEO]
I believe people want to trust their banker and count on them to guide them to good financial decisions. It’s been harder these days to get that trust thanks to a mega bank that was called out on sales practices that caused improper cross-sales. In this video, I’m going to show you how to not only recover from the damage that was done to the industry, but also deal with the potential skepticism...
How to Double Cross-Sales at Your Bank in 5 Months [VIDEO]
I believe that truly great organizations have mastered two things—great people and great systems. In this session, I’m going to share with you a system that has consistently and predictably doubled cross-sales in 4–5 months. Now, if you’re the kind of leader: Who has had a few false attempts at fixing the “order taking” pain point at your bank, you’ll love what I’m going to share....
Get a 250% Boost in Wallet Share [VIDEO]
I believe that people are happy to pay more for someone who provides a unique benefit that creates a substantial ROI value to them. I want that someone to be you. In this episode, I’ll show you how to win all the business of your prospects without them ever asking about rate or fees. REALLY. I know it sounds crazy. But in our seminars, people tell me all the time that they’re now...
Ask the Magic Question and You Never Have to Talk Rate [VIDEO]
I believe banks deserve to get paid far more for what they do. One of the biggest factors in this inequity is rate matching. But the good news is, it’s preventable. In this episode, I’m going to share with you a process to get your people to stop rate matching for good. It will be ingrained to never again give a rate when someone calls in asking for one. Now, if you’re the kind of leader: Who...
Why Traditional Sales Training Never Helps and Often Hurts Cross-Sales
Cross-sales is a measure of trust I believe people get energy and feel good about themselves when they help other people. In this episode, I’m going to show you how to get your team excited about having your clients acquire all the products and services that would help them. I believe cross-sales is a measure of trust. If they trust you and see extreme value, they bring everything to you...