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

Remember What It Is All About [VIDEO]

The economy has gotten tougher. People are getting crankier. A lot of people are still unhealthy. Everywhere you look there seems to be a new problem, but how many new problems can we stack on top of each other and still keep your sanity as an executive? One of the things that’s important to do is (more…)

Continue Reading

The Virtues of a Gratitude Habit [VIDEO]

Just today I heard about one of our banks where a quarter of their people are out with COVID. Hmm. These are challenging times. Imagine trying to run a bank with that amount of people who are sick, who we know will be out for at least two weeks, maybe longer, and think about (more…)

Continue Reading

What Are You Pretending You Don’t See? [VIDEO]

What are you pretending not to see? Hmm. That’s a question that I asked The Council of bank CEOs, a round table of some of the highest performing bank CEOs in the country, just a few weeks ago. We all lie to ourselves about things we don’t want to see. When I asked that question and (more…)

Continue Reading

Is Your Loan Growth System Flawlessly Executed? [VIDEO]

I’d like to read you something, “If we want to reach people no one else is reaching, we’ve got to do things no one else is doing,” Andy Stanley. The reason I bring that up is Steven Hovde was speaking at the Acquire or Be Acquired Conferences last year, and he talked about the trend line in banking. He said (more…)

Continue Reading