by Shaun Heuerman | May 20, 2021 | Deposits, High Quality Loans, Increase Net Interest Margin, Profitability and Growth, Sales & Marketing, Strategic Planning
Everyone has patterns of disbelief. Some people believe that in politics, there is one side or the other, and they’re unwilling to look at the alternative. Still others believe that the moon is made of cheese. You may have a belief system that’s true. You...
by Shaun Heuerman | Mar 31, 2021 | High Performance, Profitability and Growth, Strategic Planning
Let’s think through profitability for a second. Profitability has different meanings to different people because profitability by itself doesn’t mean much. When I first wrote the Profit-Growth Banking book before the last recession, I talked about how...
by Shaun Heuerman | Mar 10, 2021 | High Performance, Profitability and Growth, Strategic Planning
Team selling is the new “it.” But most banks get it all wrong, sadly. They think team selling is “I send Joe out with Susie, and Pat goes out with Jane … and everything is good.” That is not team selling. Harvard Business Review had an instructive research-based...
by Shaun Heuerman | Mar 3, 2021 | High Performance, Profitability and Growth, Strategic Planning
We all got away in 2020 with not having to be out there calling on people all the time because we’ve been waiting for things to go back to normal. For customers to walk into our lobbies again…to go back to the way it was. But it doesn’t seem to be going...
by Shaun Heuerman | Feb 24, 2021 | High Performance, Profitability and Growth, Strategic Planning
In every recession, the same things happen. Deposits get difficult. Everyone’s fighting over those same dollars. They all need deposits. Regulators are coming in. They’re cranky, and they’re writing up banks. There are liquidity issues. Everybody...
by Shaun Heuerman | Feb 10, 2021 | High Performance, Profitability and Growth, Strategic Planning
Low-cost deposits are “it.” Having large, sticky, low-cost deposits with a large amount of cross-sales solves a plethora of problems. When you increase your core deposits as a percentage of total deposits and have that metric continue to move up consistently and...
