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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Reevaluating Values: What Stands the Test of Time [VIDEO]

As we celebrate the Fourth of July, it occurs to me that one of the beautiful things about this country is the wisdom that was brought to us by our founding fathers and the degree to which they stood by those principles, and how those principles mattered to them; how they could see what didn’t work in other countries, and wanted to bring something forward into a new country that they knew would work.

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Customers and Prospects Demand Excellence in Stressful Times [VIDEO]

Now is the time that customers and prospects demand that you are excellent at what you do. I have a friend, and a vendor to my business, who told me that because a big chunk of his income comes as a result of community banking,  he thought he should switch over his account and work with a community bank.  So, for the first time in his life, he went to a community bank and opened an account. Astonishingly, he said there was (more…)

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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 (more…)

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Breakthroughs and Missed Opportunities in Your Product Lines

I believe every business has a breakthrough opportunity, a missed profit opportunity, in fact, in several of their product lines.

 

In this blog, I’m going to share with you how any one of your product lines could be the source of thousands of dollars of additional profits within a few short weeks. You’ll need to change your strategic planning process radically to make it happen.

 

If you’re the kind of person who:

 

  • Knows your team can sometimes keep repeating what they’ve been doing instead of taking the time to implement breakthrough ideas for a breakthrough increase in profit…
  • Is a bit weary of all the regulations and busy work and know that both you and your people haven’t taken the time to question the way that you offer your products…
  • Would like the infusion of energy and cash that comes with a rapid increase in the sale of a product line that when revamped using a new strategy that’s now low hanging fruit,

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You Deserve to Get Paid What You are Really Worth

I believe you deserve to get paid what you are really worth and never worry again about matching the discounted rates from your competition. Watch this video if you are the kind of leader who:

  • Feels strongly that you just can´t follow the herd anymore
  • Has lenders who don´t believe in premium pricing
  • Are about to give up, because it seems like you are swimming against the tide

Watch this video now…

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Community Banks Deserve to Get Paid More

You deserve to get paid more.

You deserve to get out of the crazy rate-matching game that can’t end well for anyone.

The truth is, you can get paid a premium—an above-market rate—by good, A+ quality clients, but you won’t get there doing the same thing you’ve been doing.

Watch this video to discover the three secrets to getting premium pricing and getting it soon—in the next few weeks—so that you can stop feeling stuck in rate competition with competitors willing to work for less than you deserve…

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Does Your Strategic Plan Have THIS?

 

I’ve had the opportunity to review hundreds (maybe thousands at this point) of strategic plans from community banks.

Sadly, most don’t have even ONE strategy in them.

They have goals, visions, and purpose.

But no strategy.

Strategy is the “how we’re going to get it done” that you need once you leave the retreat.

Without it, you’ve got another binder for the office shelf, but nothing more.

In today’s video, you’ll discover the key to differentiating your bank. A concept author Seth Godin calls “The Purple Cow.”

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Why Average Sales People Stay Average and How to Get More Out of Them

What does your job description say for your lenders…?

Let me guess; an HR wordsmithed version of “get loans” …

The problem is, you don’t want loans, you want to profit.

Your superstars get this, and that’s why they excel. But your good, but not yet great, salespeople may not connect all the dots.

And a big part of the disconnect is in your job descriptions. The truth is job descriptions are a joke. They enable your employees to think (and sometimes say) “it’s not in my job description”…hogwash!

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