by Shaun Heuerman | Nov 10, 2011 | Employee Motivation, High Performance
Keep your sales funnel clean. Instead of accepting a weak “no” or “maybe later” and keeping that person on your prospect list, try using the prospect’s “NO” to get one step closer to “YES.” Take a lesson from kids who have set their sights on a treat. It’s pretty hard...
by Shaun Heuerman | Sep 6, 2011 | High Performance, Profitability and Growth
Fred Reichheld, author of the 1996 bestseller, The Loyalty Effect, revealed that a “5% improvement in retention can boost profits by up to 100%.” These numbers confirm what many of us already know—it’s phenomenally important to keep your customers coming back. Now...
by Shaun Heuerman | Aug 25, 2011 | High Performance
Determine what advantages you have over each of your main competitors. Then ask questions to encourage prospects to actually tell you your competitors’ weaknesses: “How long does it take for your lender to get back to you when you leave a message?”...
![Three Challenges Facing Community Bankers and How Top Performers are Fixing Them [Video]](https://emmerichfinancial.com/wp-content/uploads/2011/08/three-challenges-facing-community-bankers-and-how-top-performers-are-fixing-them-video-aw5nC6hcOco-1080x675.jpg)
by Shaun Heuerman | Aug 23, 2011 | High Performance, Sales & Marketing
Roxanne Emmerich shares three of the biggest challenges she sees banks dealing with today and the processes top-performing banks are using to fix them. Let us know what you think!
by Shaun Heuerman | Aug 18, 2011 | Effective Leadership, High Performance, Workplace Culture
Someone’s late for a meeting. Nobody calls the person on it. Next week, three people are late. That’s no coincidence. Eventually, there won’t be a meeting in the entire organization that starts within 15 minutes of the scheduled time. Sales reports aren’t done...
by Shaun Heuerman | Aug 11, 2011 | High Performance, Sales Process
It happens every day, all day in almost every bank. The phone rings. A well-meaning staff person answers politely. The inquirer asks, “What are your mortgage rates?” to which the well meaning staff person begins to list the rates, thanks the caller for...
