by The Emmerich Group | May 29, 2025 | Creating an Accountability Culture, Culture, Effective Leadership, Employee Training, High Performance, Hiring for Performance, Managing Employees, Profitability and Growth, Succession Planning, Workplace Culture
Loyalty to underperformers is draining your bank’s profitability—and you’re footing the bill. If your net interest margin is 150 basis points too low, you’re losing $15 million a year—likely because of long-time employees delivering mediocre results. This week’s video...
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 15, 2024 | Accountability, Culture, Customer Service, Customer Success, Deposits, Effective Leadership, Employee Engagement, Employee Motivation, Employee Training, High Performance, Managing Employees, Profitability and Growth
When I was working on my graduate studies in organizational development, I learned about the concept of learned helplessness. What I’ve discovered is that it’s a significant issue. It’s often the reason why organizations don’t become Top Five...
by The Emmerich Group | Jul 11, 2024 | Capture Profitable Deposits, Customer Success, Deposits, Employee Training, Fast and Low-Risk Loan Growth, Get More Cross-Sales, High Performance, High Quality Loans, Profitability and Growth, Sales Process, Sales Training, Strategic Planning, USP
We know that for banks that have 2 billion in assets that anywhere between 50 to 140% of their profits come from their top 100 most profitable customers. But the real question is how do we find another 100 just like these? Well, they have the same psychographics,...
by The Emmerich Group | Jul 3, 2024 | Customer Success, Employee Training, Get More Cross-Sales, High Performance, Profitability and Growth, Sales Process, Strategic Planning, USP
Several years ago, there was a gentleman who came into our boot camp, and he was an EVP of a bank on the West Coast. He told me that they had hired a firm, spent several hundred thousand dollars, and been in meetings for five months to figure out how to find their...
