The Antidote to Commodity Hell

If you’re feeling trapped in rate competition, you’re in “Commodity Hell”… and it’s not a fun place.

 

When your customers and prospects view you as no different than the bank down the street, you create a situation where retaining customers and attracting new ones is beyond difficult.

The first reaction is to blame the customers. You’ve heard it at banking conventions before. Someone will complain, “Customers don’t care about relationships anymore. It’s all about rates and fees.”

That’s backward thinking.

Yes, it is all about rates and fees if you don’t give the customer any other good reason to use in making their decision.

Continue Reading

The Three Most Regularly Violated Marketing Principles that Cost Banks Millions

 

I believe there are many ways to do anything—but there’s only one best way.

In this episode, I’ll show you how banks utterly destroy their potential by violating little-known and often-broken marketing principles.

If you’re thinking, “I don’t even know any marketing principles to violate—I leave that to other people”—you need this episode, because you must understand that ultimately you are responsible for the profit of the bank. Even if you don’t have the title, you need to know what not to do that wastes your shareholders’ dollars.

If,

Continue Reading

How to Use Visibility to Drive Performance



I believe that visibility of what matters drives the changes that matter.

In this episode, I will show you how you can create results that matter—those that impact profitability through visibility systems.

If you already have every employee knowing exactly what high performance looks like, and you have complete visibility on how every employee is doing on the most important things that matter, stay tuned because I’ll share with you another level of performance enhancement.

On the other hand, you may feel like you really don’t know how every employee is performing every week,

Continue Reading

Accountability Secrets and What They Can Teach You About How to Focus Everyone on Results

 

“Loan demand dried up.” “I’m too busy to develop business.” “Nobody told me.”

Most workplaces are filled with the “busy without results” people. Those folks feel that a well-crafted excuse is a fine replacement for results any day. Worse yet, it doesn’t even occur to them that organizations that allow “excuse crafters” to ply their trade end up freezing everybody’s salary, cutting bonus pay, AND eventually…ceasing to exist.

Contrast that to the super performers…the ones who always hit all the goals and all their targets. And they always find a way to go above and beyond.

Continue Reading

Just Say No to “Yes” Men

On April 17, 1961, a ragtag bunch of Cuban exiles backed by the U.S. tried to invade Cuba at the Bay of Pigs. The invasion was a mess of poor planning and miserable execution. Most of the 1500 people were killed or captured, and the U.S. government was forced to pay 53 million dollars for the release of the prisoners. Cuban ties with the Soviets were strengthened, and the stage was set for the Cuban Missile Crisis six months later. (more…)

Continue Reading