That’s why I wrote The Breakthrough Banking Blueprint. It was after 30 years of working with the very top performing banks in this country, those who were doing things that others didn’t even know they could do and those who were getting results others didn’t even know they could get. I’ve realized that there is one best way to do marketing, one best way to do sales, one best way to do strategy, one best way to hire new people, and the list goes on and on and on and on.

Now, my question for you is, “how much thought are you giving the franchise systems?” And “Are you truly AB split testing them to find out what may give you a 10% increase versus a 15% increase if you just adjusted it and kept it going that direction?” In most banks, when we start to look at them, we realize that they have very inconsistent sales processes. And notice how I said processes as a plural. That, in itself, tells you something’s kind of screwy, because in most organizations, there’s one sales process, and everyone is required to follow that same process, just like there’s one way that we close out the books at the end of the month. There is one best way to close out the drawers at the end of the night.

Sales is a system; a franchise system that needs to be optimized to figure out how you bring in better quality credits at premium pricing with a much higher close rate. That is the AB split testing that must be done. A bunch of mavericks running around with business cases calling on people is not getting the job done. A proven system is your only chance to make that happen. Are you really clear that you have the right franchise system?