A State of Gratitude [VIDEO]
A powerful Thanksgiving message on how gratitude shifts leadership presence, reframes pressure, and strengthens your bank’s performance culture.
Welcome to the Top 5 Percenter™ Blog
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 if you go into reaction mode and only wait for them to call into your bank, you know where you’ll be in two to three years. It’s not going to be pretty. You’re going to have to figure out a proactive model to replace what used to work but now can’t, and might I suggest that it might even be better because then you determine, “How are we going to do this virtual sales model? What’s it going to look like? What kind of studios do we put people in? What kind of microphones do they have? What’s the lighting? What is the sales process? Who takes lead on what? How do you make sure the prospect has all of their AV set up before you join the call? Whom moves things along to make sure that everything is done correctly?”
Video: How to Make Your Virtual Sales Model Work
There is so much to figure out to get it right. And what an opportunity! Only those who lean in and learn new things and pull ahead will be those who will be taking the customers away from those who sit back and wait for things to get back to normal. Normal will probably not look like normal ever again, so lean in, learn what to do. This is a time of extreme opportunity.
– Roxanne Emmerich
Please watch the video above and share it with your exec team and board.
More From The Blog
How to Tie Everyone to Profit [VIDEO]
Most employees believe they’re top performers but can’t show how they drive profit. This episode shows how to tie every role to the bottom line, boost profit per FTE, and build a high‑performance culture in your community bank.
The Dangers of False-Attempt Sales Training [VIDEO]
Traditional sales training fails because it focuses on tactics, not transformation. Discover how to shift from sales training to sales culture and achieve lasting growth.
Master the Four Levels of USPs [VIDEO]
Escape commodity pricing. This episode shows how Level-4 USPs—proprietary, client-valued processes—let community banks command +150–200 bps and keep deposits loyal.
Stop Matching the Competition [VIDEO]
Rate matching drains margin. Install USPs that matter, differentiate, and promise explicit benefits—so buyers pay more without a price match.
Your Team Selling Checklist [VIDEO]
Tag-alongs aren’t team selling. Use this checklist to assign roles, split first vs. second call objectives, and run the pre-call prep that produces 85–90% close rates on top-100 prospects.
How Community Banks Deliver WOW Customer Service [VIDEO]
Most banks deliver “pretty good.” That’s not loyalty. This episode reveals a 3-step execution system—blended learning, measurement, coaching, and celebration—to engineer daily WOW service that sticks and grows deposits, margin, and community pride.
The Silent Profit Killer: How to Stop Rate Matching and Take Back Your Margin
Roxanne Emmerich exposes the hidden flaw in your strategy that’s quietly destroying net interest margin — and the proven path to take back your pricing power.
The AI Wild West
AI isn’t coming—it’s already here. Discover why most bank roles are now obsolete, and what your team must become to survive.
Your Plan Won’t Save You in a Merger—But This Will
Your plan won’t save you. A strategic planning system designed for high-stakes execution will. Here’s how top community banks avoid merger collapse.