Step-by-Step Blueprint to Get to and Stay in Top 5% Performance

 

I believe that we all take great pride in legendary performance.

In this episode, I’ll show you how you can have your best year ever and show you the system that doubled the profit in less than three years for over 70% of the stock banks that used it.

If you’re the kind of leader:

  • …who is already in the top 5% of NIM, growth, ROA, ROE, and Efficiency Ratio, you’re going to love discovering how you can be assured that you’re not at risk of losing your edge as competition gets tougher.

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What Is Your Conversion Rate From Inquiry to Customer? [VIDEO]

What is your opportunity cost per inbound call?

In other words, how much profit is lost per mishandled call that doesn’t turn into a lead, then a customer, then a full relationship?

I’m going to show you some math that’s going to make you a little bit crazy as an executive of a bank. (more…)

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Create a Rockin’ Culture, Even in Difficult Times [VIDEO]

When times get a little challenging, people can wig out and the team dynamics get a little interesting. But it doesn’t have to be that way.

Culture can be managed and culture can remain great, but you’re going to have to pay more attention to your culture than ever before during challenging times.

(more…)

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Make This the Year NIM Stands for Nothing Is IMpossible

Drawing of businessman standing on arrow graphic on top of a mountain.

I’ve been in banking for more than 30 years. Recently, I tried to estimate how often I’ve heard a community bank CEO say, “No matter what we do, we can’t get our NlM out of the 3s. It’s impossible.” It turns out that I can’t estimate it. The number’s so high I’ve lost count.

Whenever I hear a CEO, CLO, or CFO declare, in front of the team, that banking is a commodity, I am never surprised to look them up a few years later to see that the bank has lost its independence.

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Heard of the “Challenger Sale”? Here’s What Works Even Better…

Drawing of businessman in glasses and dark suit standing near escalator.

The past decades and even centuries have witnessed much banking innovation. Consider pneumatic capsule transportation (1799), the credit card (1950), and the ATM (1967).

Those innovations were external—easily visible to everyone. But there is also a history of innovation that’s internal to the industry, with bellwether changes to banking sales management and its increasing focus on the customer.

Over time, we went from standard bankers to “personal bankers.” For the affluent, there were

“private bankers.”

Personal bankers could open deposit accounts, but then universal bankers started to make personal loans and mortgages.

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How To Ethically Steal Your Competitors’ A+ Top Clients

Rendering of old Pac-Man arcade game.

Loan growth. Ears of bank CEOs across the country perk up when those two words are spoken, especially now in 2022. But there’s a caveat to that as well.

Grow loans too quickly and regulators will be all over you, assuming all manner of misdeeds. Too slowly and your earnings and NIM suffer.

Many bank CEOs tell me they’re doing well…but they see danger on the horizon with small businesses being squeezed from every angle at the same time.

The smart ones from the highest-performing banks are the most nervous. That’s always a sign of what is next to come.

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Cross Sales Part 3 of 3



The last two times we connected, we’ve been talking about the need to improve the cross-sales within your bank to create a better sales experience for your people. And to make sure that you capture the entire customer relationship by creating a transformation of the process that attracts the customers to you. 

Good Intentions Aren’t Getting the Job Done

Let’s say it: Good intentions aren’t getting the job done. If it was true that they were, we would have solved this cross-sales thing a very long time ago. It’s imperative for the customer relationship in your bank to make sure that you’re accomplishing the outcomes of the entire relationship being captured––especially as it applies to your top 100 most profitable customers,

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Cross Sales Part 2 of 3



The last time we met, I told you we’d be coming back this time to discuss: how do you boost those cross-sales and how to do it by having a cultural transformation within your organization.

Because that change in your culture and improvement in your bank’s culture is key to transforming results by making sure that your customer feels heard and moved along.

Outdated Sales Systems & A Better, Proven Process

Most people have the wrong system of sales. We’ve been applying the same system for many, many years with our banks.

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Cross Sales Part 1 of 3



If you want to improve the performance of your bank, you’re probably going to need to improve your cross-sales. When your people are meeting with your customers and they’re accomplishing six, seven, eight, maybe nine, or sometimes ten cross-sales on average versus the 2.2 which is typical in the industry, you don’t need nearly as many people and you can pay everyone that you have a whole lot more. Plus it leaves a lot more profit for you.

The Challenge of Cross-Sales

Getting cross-sales right is something that’s been very hard for banks for 30 years.

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How to Build a Top Performance Culture



How do you, as an executive, build a  performance culture that attracts top talent, retains top talent, and allows your bank to thrive? 

Top performance culture is easier said than done—but it can be done

You just have to know the magic performance culture formula that works for other banks and apply it within your bank for the same results. But finding that magic formula is the key. 

I’ve had the great honor of working with some of the most revered banks with the best cultures in this country.

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