Mastering Team Selling at Your Bank
When I started as a lender, I got a briefcase, got in my car, and went up and down the street calling on folks hoping that they would bring their commercial and...
Halfway through the year is where average banks start explaining. Elite banks start accelerating.
Your strategic plan was not built to sit in a binder. It was built to move revenue, margin, deposits, cross-sales, and culture. And now, midyear, the truth is staring every executive team in the face: some metrics are moving, some are stuck, and some are exposing the avoidance no one wants to name.
In this week’s video, Roxanne Emmerich delivers a blunt midyear wake-up call for community bank executives who are done tolerating soft excuses and slow execution.
You’ll discover:
This is not the time for shame, sugarcoating, or “wait and see” leadership. It’s time to diagnose fast, adjust faster, and turn the second half of the year into a performance run your board can actually believe in.
Ready to stop explaining and start accelerating? Watch the episode now.
Watch now.
Let’s get brutally honest for a minute. You’re halfway through the year. Halfway through the strategic plan your executive team swore they’d execute. Halfway through the revenue, margin, and culture shifts you intended to create.
And let me guess: some of your metrics are on track and some aren’t. Maybe you’re ahead in cross-sales but behind on deposit growth. Maybe net interest margin is stable but not surging. Here’s what elite banks understand.
Results rule. Excuses drool. Blaming the Fed, the market, the crazy pricing from your desperate competitors—that’s not leadership. That’s avoidance. And let’s be clear: your board didn’t sign up for adult day care. They want traction, transformation, results, and now is the time to deliver.
Midyear is not the time for shame or sugarcoating. It’s the ultimate diagnostic checkpoint. What’s working? Do more of it now.
Pour the gas on the fire. What’s not working? Diagnose fast. Adjust. Move. This is a game of acceleration, not apology.
Most executive teams obsess over where they’re behind and miss the most profitable move: doubling down where they’re ahead. That’s the mindset of the top five percenters—not, “How do we salvage the year?” but, “How legendary can we make this run?” Boards don’t reward explanation.
They reward execution.
When I started as a lender, I got a briefcase, got in my car, and went up and down the street calling on folks hoping that they would bring their commercial and...
I wonder what the sales fundamentals are of banks that command premium pricing and achieve their loan growth goals. Are they different from other banks? You see, what...
What if you're going about loan growth in all the wrong ways? Now, you're probably not doing it all wrong. But there might be some ways that you could be doing it a...
I bet your strategic plan does not have anything in it that says, “We want to match rates. We want to shrink our net interest margin. Oh, what can we do to match the...
Do you ever think you're worth more? Yeah, you probably do. We all do. So doesn’t it feel like a violation whenever somebody says, “Hey, we can do business with you,...
“If you want to reach people no one else is reaching, we've got to do things no one else is doing.” Andy Stanley said that, and it starts my chapter on debunking the...
Dear Banker: A Message from COVID to You I go by many names: Co-Ron A. Virus, Coronavirus, COVID, COVID-19, ‘Vid, “The Big One.” Some of my names are downright hurtful....
How do you—with great certainty—pull away your bank competitors’ very best customers? Now there's a question that should stimulate some really good thinking. Because...
Loan growth in your bank has never been more important. And it's probably never been harder. There have probably never been more desperate competitors who are...
There are many new trends that are hitting us in banking. Let's face it, it's not like it used to be. So, let's talk about some of the many things that are happening....