by The Emmerich Group | May 1, 2025 | Cross-Sales, Culture, Deposits, Get More Cross-Sales, High Performance, Increase Net Interest Margin, NIM, Profitability and Growth, Workplace Culture
The Cross-Sales Myth That’s Costing Your Bank Millions If “our people just need to do more” actually worked, you’d already be at 8.0 cross-sales per customer—and popping champagne every month. But you’re not. Because knowing doesn’t drive results. Systems do. Culture...
by The Emmerich Group | Oct 10, 2024 | Cross-Sales, Deposits, Get More Cross-Sales, High Performance, Profitability and Growth, Sales & Marketing, Sales Process, Sales Training
I believe that most people working in banks perform at a fraction of their potential. In this session, I will show you how your people (like many bankers before them who couldn’t but now do) can average 6–7+ cross-sales and ALL the deposits in a way that never feels...
by The Emmerich Group | Sep 19, 2024 | Cross-Sales, Deposits, Employee Engagement, High Performance, High Quality Loans, NIM, Profitability and Growth, Sales & Marketing, Sales Process, Sales Training
I’ve heard it a thousand times—a CEO will say to me, “I am so tired of lenders walking into my office and saying, ‘Boss, I’m going to lose this deal unless we match the pricing.'” Yes, this is true, but only because they didn’t...
by The Emmerich Group | Sep 12, 2024 | Cross-Sales, Customer Success, Deposits, Employee Training, Fast and Low-Risk Loan Growth, Get More Cross-Sales, High Performance, High Quality Loans, Profitability and Growth, Sales & Marketing, Sales Process, Sales Training
When everyone is competing for a scarce item, it becomes difficult unless you improve at it. This is exactly what we need to do with low-cost deposits. Let’s face it, there is no end in sight to the competition for low-cost deposits. Even when your bank is flush...
by The Emmerich Group | Sep 5, 2024 | Cross-Sales, Customer Success, Deposits, Employee Training, Get More Cross-Sales, Sales & Marketing, Sales Process, Sales Training
I attended my first bank CEO conference several decades ago. You know what the theme was when people talked about cross-sales? They said, “My people are still order takers.” Fast forward a few decades, and CEOs still tell me, “My people are still...
by The Emmerich Group | Aug 22, 2024 | Cross-Sales, Deposits, Fast and Low-Risk Loan Growth, Get More Cross-Sales, Sales & Marketing, Sales Process, Sales Training
I don’t care what your position is; you have a sales position. Why? Let’s say you’re out with other soccer moms, and somebody mentions they’re planning on building a new home. Hmm, there’s potential for a mortgage there, isn’t...
