Marketing isn’t what it used to be. For many banks, it’s changing how you should be investing your marketing dollars and the strategies that you should be using. (more…)
“I Don’t Want to Work with Any Other Bank but You” [VIDEO]
If you don’t care about premium pricing, you can stop listening right now. This is for bank executives who want to figure out how to command premium pricing despite the too-common assumption that banking is a commodity. Therefore, they cannot command premium pricing—or, at best, maybe 25 basis points more on the loan side.
Well, here’s the problem with that. Any bank that can only command 25 basis points of premium pricing will probably not have its name on the front door five years from now.
Our industry is now in a significantly disrupted environment.
The “New Math” to Measure the Right Things [VIDEO]
How much do you invest in your marketing budget every year? Now divide that amount by the number of calls or inquiries it generates.
How Most Banks Get Team Selling All Wrong [VIDEO]
There was a day, back when I started as a commercial and agricultural lender, that we did everything. We did the channel checks, we did the credit analyst work, we did the business development, and we did the account management. We did it all, and we collected the loans. Those days are over, and now we live in a world of specialization because, let’s be frank, there are only a small handful of people on Planet Earth, usually about 6% of the population, according to emotional intelligence assessments, that are really designed and built for business development.
Video: How Most Banks Get Team Selling All Wrong
So,
Conventional Wisdom Is Killing Your Bank’s Future Potential [VIDEO]
Are You Properly Utilizing Your Team’s Skills? [VIDEO]
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.
And you also can’t be matching the rate.
At the time of the inquiry, when someone calls in and says, “Hey, I’m one of your best customers, and I just got this offer from someone else and it’s looking pretty good,” is the time when your team member needs to get this exactly right.
How to Manage for Profit in Challenging Times [VIDEO]
Challenging times require great transparency of information going to the executive team and also going to the board.
For instance, if I’m a bank CEO, I want to know if the account managers who are assigned to my current top 100 and top 1000 customers are in contact with each one of them, or if they’ve just left a voicemail, or if they’ve actually had communication. I want to know if anybody’s on the outside. I want to know if anybody has called in and asked for a lesser rate to match something that they’re getting in terms of an offer someplace else.
How to “Turn Off the Noise” and Finally Get Marketing That Works [VIDEO]
I believe accountable people make the world go around.
In this session, I’ll show you how to get everyone in your bank thinking about how to go get the next best customers at premium pricing.
If you’re the kind of leader who has the traditional marketing department and they do “their thing” and nobody quite understands the why or the how except those in the department, that’s very typical.
You’re going to love knowing that you can expand that department so that everyone in the bank believes they are a marketer.
Why Bank Marketing Isn’t What It Used To Be
Marketing isn’t what it used to be. For many banks, it’s changing how you should be investing your marketing dollars and the strategies that you should be using. (more…)