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 year as the country’s top franchise.

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 them than they learned from me. I learned the concept of franchise thinking.

How do you do AB split testing to find out the best way to do things?

What’s the best way to hire a lender?

What is the best way to identify your next best customers?

Continue Reading

The Real Question Is, Can You Afford Not To? [VIDEO]

A dear friend asked me a question one time, “oh really, can you afford not to?” and I thought that was one of the most brilliant questions I’ve ever heard.

Let me pose it to you this way.

Can you afford not to figure out how to increase your net interest margin by 100 basis points while bringing down your cost of funds and bringing up the quality of the loans you’re making?

(more…)

Continue Reading

The Single Most Important KPI for ROI in Marketing [VIDEO]

I was speaking recently for a bank marketing association and what occurred to me was that I made a big discovery. I asked them how they move net interest margin. And I got that “huh?” look.

Then I dug a little bit deeper to ask them, “Well, tell me what net interest margin is, and how you as a marketing department tie into a net interest margin?” Blank stares. Nobody knew.

Not one person in an entire association knew probably the most important KPI for their department.

Now, if that’s happening in almost every bank within this country,

Continue Reading

150 Basis Points More… [VIDEO]

Terry Slattery, the Legend of IBM, the person who brought in more business for IBM than anyone has before or since, has been a dear friend and partner of mine for almost two decades now, helping our banks figure out how to grow their revenue streams.

Terry recently said he has never seen a harder sales environment in his career across every industry.

(more…)

Continue Reading

Forecasting Your Ideal Future for 2021 and Beyond [VIDEO]

It’s a new year.

Now, the question is, what are you going to create in 2021?

Here’s an effective way to create your best possibilities for 2021.

Ask yourself this: If it’s the beginning of 2022, and you’re looking back, what do you wish you would have done in 2021 that would have catapulted you ahead? (more…)

Continue Reading

How Most Banks Get Team Selling All Wrong [VIDEO]

There was a day, back when I started as a commercial and agricultural lender, that we did everything. We did the channel checks; we did the credit analyst work; we did the business development; we did the account management. We did it all, and we collected the loans. Those days are over (more…)

Continue Reading

Predictable Revenue System During Challenging Times [VIDEO]

I don’t know about you, but I loved the movie The Founder, probably because I’ve been a systems thinker all of my life, and I truly believe there’s one way that’s the best way to do everything. I believe that when you obsess over how to get the fastest way from A to B in everything that you do in your business, things begin to really shine quickly. (more…)

Continue Reading

How to Make Your Virtual Sales Model Work [VIDEO]

Don’t look now, but the sales model has changed. Let’s face it, going onsite with one person, carrying a briefcase and being introduced through the door, is not working anymore. So, what an opportunity! You know that sales will need to continue, but (more…)

Continue Reading