Taking Ambitious Community Banks to a 
We’ve all been there. The car salesman slides the paperwork across the desk at you, pointing at the signature line. Just this one last step, he says, and there’ll be no way out. (more…)
Blow Your Competitors Out of the Water
You’ve heard it before—the bankers who are STILL calling on clients asking hideously inept questions such as, “What kind of things are you looking for in a bank?” or “Tell me about your business,” or “What kind of things are keeping you up at night?” GAG. These approaches from the 1980s sales training programs were somewhat effective back then. Still, they really don’t stack up in this competitive market—and they certainly don’t get the attention of small businesses who are running fast and running hard and really don’t have time to chit chat. (more…)
Deposits Still an Issue?
If you’ve been listening, you’ve heard me repeat from the mountain top over and over again that the key to winning the game is low-cost deposits. (more…)