You’ve heard the expression, “You wouldn’t know a good thing if it bit you”? It’s a funny expression, but as it pertains to employee motivation, it’s right on the money. (more…)
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When Purple is the New White: The Art of the Zag
“WHOOOOOO’S HOT?”
I shout this into the microphone at ballrooms full of bankers in city after city. After I yell, “Whoooooooo’s HOT?” each table of ten goes nuts trying to get my attention. They shout, they whistle, they cheer, they stomp their feet. And when they realize that every other table of ten is also yelling, whistling, cheering, and stomping, what do they do? (more…)
Get Rid of That “Gerbil on a Wheel” Feel
Busy work. It’s nuts. It’s out of proportion. In fact, the people who are always whining about being too busy and overwhelmed tend to be your least effective people. Ever notice that? The fact that they do their work so gracelessly and with such difficulty (“Can’t people see how stressed I am??”) is the biggest clue that they’re not doing what they’re supposed to be doing–or at least doing it really, really badly. (more…)
Turn Your Market into a Buzzing Hive of Opportunity
If I owned a tattoo shop for bankers, I’d ink the same thing over and over onto client after client: Life gives to the givers and takes from the takers. (more…)
The Proven Formula for Sales Meetings that Create Results
Is there anything worse than a bad meeting? Anything? Fine, yes, world hunger, soul-crushing poverty, and violence in the Middle East. But in the midst of a truly bad meeting, it’s easy to convince yourself that all of those problems will be distant memories before the meeting EVER ENDS. (more…)
The 5 Best Ways to Tank Your Bank… Read Them and Weep (IF You’re Guilty)
Removing the Risk Roadblock
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…)
