by Shaun Heuerman | May 28, 2015 | Sales & Marketing
Almost every financial service request begins with someone asking a price question. “What are your mortgage rates?” and “what are your car insurance rates” are the typical questions heard many times each hour at almost every financial institution in this country....
by Shaun Heuerman | May 14, 2015 | Sales & Marketing
It’s party time…that time you’ve been waiting for to pick off the top loan customers’ key deposits from the weak banks around you. You don’t need to buy them IF you know how to pull in all their business with ease. To do that, you must shatter the myths that will keep...
by Shaun Heuerman | May 7, 2015 | Sales & Marketing
Fortune cookies and horoscopes are miracles of marketing. They predict something that happens to almost everyone every day (“You will meet someone new”) and somehow make you feel like it was written just for you.Well, sometimes. That worked a lot better when I was...
by Shaun Heuerman | Feb 25, 2015 | Sales & Marketing, Sales Process, Sales Training
Are you a bland commodity? IF so, you’re not going to get massive referrals and people talking about why you’re great. In a seminar recently, I know many tables had ideas they wanted to share to an exercise I gave them. So, instead of asking who wanted to go first, I...
by Shaun Heuerman | Oct 30, 2014 | Sales & Marketing
Job descriptions by themselves never work. They’re vague and meaningless. And they really don’t directly correct behaviors. When Business Week asked employees whether they were in the top 10 percent of performers in their companies, between 84 and 97 percent,...
by Shaun Heuerman | Oct 15, 2014 | Sales & Marketing
Your job descriptions could be killing your bank’s performance. We both know you have two types of employees: superstars — and the well-meaning, but average performing players. The superstars are going to excel no matter what. But your average players can do...
