by Shaun Heuerman | Aug 29, 2019 | Sales & Marketing, Sales Process, Sales Training
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...
by Shaun Heuerman | Jun 27, 2019 | Sales Process
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...
by Shaun Heuerman | Jun 20, 2019 | Sales Process
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...
by Shaun Heuerman | May 2, 2019 | Sales Process
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...
by Shaun Heuerman | Apr 25, 2019 | Sales Process
So, I’m curious… How much is your branch lobby traffic down in the last 5 years? Second question: Are your personal bankers getting out of the branch, into the community where the customers are? Or, are they waiting for them to walk in the door? (It’ll be a long...
by Shaun Heuerman | Dec 14, 2017 | Sales Process
I believe rate matching is the most destructive force in community banking today. Because of it, community banks are underpaid for the value you deliver. I believe you should be paid more. Today, I’m going to show you how to stop your prospects from asking you...
