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.
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...
Is Your Strategic Plan Out of Alignment?
I believe most people tend to be easily distracted. One of the hardest things to do is get everyone and everything aligned on the few things that matter to the profits at your bank…yet this “intentional congruence” is one of the most important practices you must follow if you want to grow and prosper. In this episode, I want to share with you a concept that has transformed the strategic...
4-Step System to Attract Top-Quality Prospects Who Pay Premium Prices
I believe that everyone wants to feel special and be treated uniquely according to the specific needs and wants. And when it comes to sales, some prospects are more special than others. Research shows that for banks up to 2 billion in asset size, that their top 100 most profitable customers account for between 50 to 120% of their profit. In this episode, I'm going to show you how to find...
Thousands of Dollars in Untapped Profits Found at Your Bank
I believe every business has a breakthrough opportunity—a missed profit opportunity, in fact—in several of their product lines. In this episode, I’m going to share with you how any one of your product lines could be the source of thousands of dollars of additional profits within a few short weeks. You’ll need to radically change your strategic planning process to make it happen. If you’re the...
What REALLY Works in Strategic Planning
I believe most banks are sitting on a goldmine of untapped potential for organic growth and increased profits. In this session, you’ll discover how you can get far more—and more predictable—profit and growth impact from your strategic planning process. After reviewing over 500 strategic plans, I find that many banks lack effective strategies, lack intentional congruence, and essentially have a...
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...
Predictable Revenue System During Challenging Times [VIDEO]
I don't know about you, but I loved the movie The Founder, probably because I've been a systems thinker all of my life, and I truly believe there's one way that's the best way to do everything. I believe that when you obsess over how to get the fastest way from A to B in everything that you do in your business, things begin to really shine quickly. Video: Predictable Revenue System During...