Breakthrough Banking Blueprint Shows You The Best Way [VIDEO]

When I first left day-to-day banking to start this business, my first client was voted every single year as the top franchise in the country. Although I did their management development curriculum and educated their people about how to run that business, one of the things that I’m sure is true is that I learned more from (more…)

Continue Reading

Breakthrough Banking Nine Years in the Making [VIDEO]

Finally, my new book is out—The Breakthrough Banking Blueprint.

It occurred to me years ago when I had the great honor of working with the top franchise company in this country, which was awarded top franchise year in and year while I worked with them, doing their leadership development training, that in banking, we didn’t know anything about franchise thinking or development. What if we could bring that kind of thinking to create a predictable success machine within the community banking industry? (more…)

Continue Reading

The Antidote to Commodity Hell

If you’re feeling trapped in rate competition, you’re in “Commodity Hell”… and it’s not a fun place.

 

When your customers and prospects view you as no different than the bank down the street, you create a situation where retaining customers and attracting new ones is beyond difficult.

The first reaction is to blame the customers. You’ve heard it at banking conventions before. Someone will complain, “Customers don’t care about relationships anymore. It’s all about rates and fees.”

That’s backward thinking.

Yes, it is all about rates and fees if you don’t give the customer any other good reason to use in making their decision.

Continue Reading

How to Deal with Team Members Who Truly Believe They Need to Match Rates

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 slash the limiting beliefs that keep them stuck in the Rate-Matching rut.

If you follow what I cover in this video, your team should start getting bigger and better quality customers and substantial premium pricing within weeks. Watch the video now.

Continue Reading

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.”

Continue Reading

5 must-do-now strategies to growing core deposits

Interest rates are on the rise…

There is a growing need to get and keep quality deposits in order to weather the next storm.

Your traditional sales tactics won’t work.  There isn’t a fancy sales shtick that’s going to consistently pull in the million-dollar accounts that you need.  As you’ve probably figured out by now…

Sales is a system—not an art.

I’ve put together a short video with 5 must-do-now strategies. These strategies will help you begin reeling in and keeping those A+ quality credits.

Today’s video is a great tool to get started.

Continue Reading

The Question That Stops Prospects in Their Tracks

Finding it more difficult to get the attention of prospects “shopping” for a mortgage rate??

They’re busier than ever, and they already have a bank…so why on Earth would they want to sit down and listen to you?

If your answer is “we have competitive rates,” you lose…and so does your prospect.

I don’t mean to offend you, but think about it…you lose two ways…

You either win the business by giving away the profit…

OR, you’ll lose business because you (rightly) gave a rate you like, but offered no added value to the prospect to make them happily pay you more…so they walked down the street for a lower rate.

Continue Reading

Stop Scaring Away New Prospects with Old Tactics

 

A prospect just walked into your bank, and you have 60 seconds to woo him, GO….

Your heart probably just skipped a beat, and your head began racing through a plethora of old sales approaches you’ve used in the past.

The reality is…this small window of opportunity is all you get in today’s fast-paced environment.

If you think today’s small business owners are going stop and listen to the same questions like “What kind of things are keeping you up at night?”, then you’ll soon be the one tossing and turning at night as you continue losing customers.

Continue Reading

Cross-Sales…Its Sad State of Affairs

Truly depressing really…

Imagine if you came to work for two decades…busted your hump and looked back over your 20-year career, only to discover you’d made absolutely no progress.

What a waste…

That’s exactly what our beloved industry can do right now.

Turn around and reflect on the last two decades…and realize that as a group, no progress has been made in cross-sales success.

Not a lick!

For decades the industry average has hovered around a too-low-to-admit-publically 2.2 cross-sales per new account.

So, on average,

Continue Reading