Bank Sales Training Basics—with an Important Twist [VIDEO]

I believe that we humans can make easy tasks MUCH harder than they need to be.

 

We all do it. The people at your bank struggling with sales effectiveness do it, too.

In this video, I’m going to show you how you can take a trouble spot, like getting enough deposits, and turn it into a big win quickly. Quick hint: It’s about moving away from “training” but instead “educating” your team the right way.

If you’re the kind of banker…

  • Who needs more deposits and can’t seem to figure out what the banks who don’t have that problem are doing,

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How to Move Beyond “Trusted Advisor” Lip Service to Get ALL of their Deposit Business [VIDEO]

I believe people want to work with “the best.”

When people truly trust you and you bring value that exceeds your additional pricing, people are willing to bring all their business to you and your bank. At that point, price has little relevance. They know that what you provide is worth the cost. That’s a prime position for you to be in—now here’s how you’re going to get there.

If you’re the kind of leader…

  • Who has a team member who already knows how to get large checking accounts without price being relevant while getting the entire relationship,

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Where the Low-Risk, High-Profit Clients Are Hiding [VIDEO]

I believe that sometimes one tweak can make a huge impact.

In this video, we’ll tackle proven techniques you can use immediately to find your next top 100 most profitable, low-risk clients. Those are exactly the customers you want on your roster—and it’s worth the work to bring them in.

In fact, using this system I’m about to reveal has brought my clients a closing rate near 100%. I think that’s worth staying tuned.

If you’re the kind of person…

  • Who has spent a lot of money on marketing and it’s working to pull in the best customers at premium pricing,

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How to Never Become a Vendor in the Eyes of Your Customers [VIDEO]

I believe the world is full of abundance—a field of diamonds is in every back yard. You just have to mine your share.

In this video, I’m going to show you how to find and bring in all the deposits you want in YOUR market without paying up.

If you’re the kind of banker…

  • Who has all the deposits you want already, you’ll love this because you’ll be able to bring your cost of funds down even more.
  • Or if you are the kind who can’t seem to find enough deposits and has resorted to having to fund through alternative sources or pay up for CDs,

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4-Step System to Attract Top-Quality Prospects Who Pay Premium Prices

I believe that everyone wants to feel special and be treated uniquely according to the specific needs and wants. And when it comes to sales, some prospects are more special than others.

Research shows that for banks up to 2 billion in asset size, that their top 100 most profitable customers account for between 50 to 120% of their profit. 

In this episode, I’m going to show you how to find another 100 just like them so that you can double profits without adding more people or expense, and build a plan to get all the most profitable customers out there,

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Keeping Your Top 100 in Your Back Pocket [VIDEO]

During challenging times, the one thing you can count on is that desperate competitors and fly-by-night organizations are going to come in and try to take away your best customers.

Let’s face it, your top 100 customers, for any bank under $2-billion asset size, account for anywhere between 50 to 140% of your profits.

That’s a significant thing to understand. They are precious. They pay for all the bills, and you must, of course, keep all of them.

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Predictable Revenue System During Challenging Times [VIDEO]

I don’t know about you, but I loved the movie The Founder, probably because I’ve been a systems thinker all of my life, and I truly believe there’s one way that’s the best way to do everything.

I believe that when you obsess over how to get the fastest way from A to B in everything that you do in your business, things begin to really shine quickly. (more…)

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Biggest mistake made in strategic planning is… [VIDEO]

What’s the biggest mistake made during a strategic planning day? That’s easy.

Lack of intentional congruence.  

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The Real Question Is, Can You Afford Not To? [VIDEO]

A dear friend asked me a question one time, “Oh really, can you afford not to?”

And I thought that was one of the most brilliant questions I’ve ever heard.

Let me pose it to you this way.

Can you afford not to figure out how to increase your net interest margin by 100 basis points while bringing down your cost of funds and bringing up the quality of the loans you’re making?

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The Three Books That Can Move Mountains [VIDEO]

I am a nerd. I’ve always been a nerd.

When I was a little kid, I used to go to the library every other day and I would drag books all the way up to my chin back onto the bus and back off of the bus, then back to the library. I’d fill up with books about twice a week.

I’ve always had a passion for learning and discovering and finding out what other people know—rather than having to discover everything myself. I have some favorite books. One of them, I think, is really important during strategic planning season for your executive team to get their brain unlocked from where it has been,

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