by Shaun Heuerman | Apr 15, 2013 | Sales Process
So you’ve built your bank into a thriving, successful business. Nice work! But now you’re looking to expand—sending other branches out into the world like beloved children. Can you give them what they need to succeed? Not unless you’ve created a franchisable system to...
by Shaun Heuerman | Feb 3, 2013 | Sales Process
You know that you shouldn’t be matching rates. But you can’t just put your foot down with a customer and say, “These are our rates, take ’em or leave ’em.” With a presentation like that, why on Earth would anyone take it? Instead,...
by Shaun Heuerman | Sep 15, 2011 | Sales & Marketing, Sales Meetings, Sales Process
In order, these are the most compelling words that cause people to buy. Make sure your sales letters and presentations are filled with them. PRINT THIS AND KEEP IT HANDY TO REVIEW EVERY LETTER YOU SEND. You How New How to Amazing Announcing Breakthrough Just Discover...
by Shaun Heuerman | Aug 11, 2011 | High Performance, Sales Process
It happens every day, all day in almost every bank. The phone rings. A well-meaning staff person answers politely. The inquirer asks, “What are your mortgage rates?” to which the well meaning staff person begins to list the rates, thanks the caller for...
by Shaun Heuerman | Jun 30, 2011 | Sales & Marketing, Sales Process
Most individuals and businesses are in need of someone who can understand their exact needs and can make sense of the myriad of options in financial services today. When a client feels good about you and your interest in them, they can entrust you with all the...
by Shaun Heuerman | Jun 2, 2011 | Sales & Marketing, Sales Process
Your green light has suddenly turned red. What happened? You’re out of your zone? The cosmos are conspiring against you? Well, believe it or not, your sales funnel doesn’t depend on the stars (although it can seem just as futile to try to control your “bad luck” at...
