I believe that most people working in banks perform at a fraction of their potential. In this session, I will show you how your people (like many bankers before them who couldn’t but now do) can average 6–7+ cross-sales and ALL the deposits in a way that never feels...
I believe in the unlimited upside potential in your team, and I believe that with the proper tools, they are capable of so much more. In this video, I’m going to show you how to eliminate the limiting beliefs that keep your team matching rates instead of going...
I’ve heard it a thousand times—a CEO will say to me, “I am so tired of lenders walking into my office and saying, ‘Boss, I’m going to lose this deal unless we match the pricing.'” Yes, this is true, but only because they didn’t...
When everyone is competing for a scarce item, it becomes difficult unless you improve at it. This is exactly what we need to do with low-cost deposits. Let’s face it, there is no end in sight to the competition for low-cost deposits. Even when your bank is flush...
I attended my first bank CEO conference several decades ago. You know what the theme was when people talked about cross-sales? They said, “My people are still order takers.” Fast forward a few decades, and CEOs still tell me, “My people are still...
I don’t care what your position is; you have a sales position. Why? Let’s say you’re out with other soccer moms, and somebody mentions they’re planning on building a new home. Hmm, there’s potential for a mortgage there, isn’t...
