I believe it’s fun to win. How about you?  

What if you could help your lenders win more and better deals.

If you’re the kind of leader whose team already brings in nice deals, and you’re fairly happy, you’ll love this, because I’ll show you that there’s a lot more where that came from. They can, with that base, bring in so much more and at better pricing, and they’re leaving hundreds of 1000’s of deposits on the table that you’ll be able to pull in.

Or if you are a leader who is frustrated that you have a few lenders who do all the deals and others who don’t seem to catch on and replicate those results, you’ll love this because you can find a way to get your average performers playing in the bigger league.

Alternatively, if you find yourself in situations that just aren’t working at all, watch this because I’m going to show you a system, used in hundreds of banks, to crack the concrete barrier of mediocre or sub optimal performance to create epic results fast.  

When you embark on a sales breakthrough in lending there are usually three ugly challenges that show up.  

Unlike so many sales training attempts, where everyone pretends they’re interested, and that they’ll do the work, you need immediate behavioral changes. Let’s face it, heads are nodding, no one’s disagreeing, but you don’t see immediate results, which should happen if they actually do the behaviors to create those results. Perhaps this passive aggressive behavior is getting normalized as a part of your culture.

Second, a few of your lenders catch on and start to get traction. But because so many others don’t, there’s not a shift in culture, so you end up with a few outliers and nothing substantial or profound happens.

Third, your senior lender tries to keep the party going, but she meets so much resistance-game playing people forgetting to get their sales funnel right, and people who get too busy to do their calls, that eventually she gets schooled about how things are going to be and loses enthusiasm to be great. Not her fault. It’s a system problem.

Every bank hits one or all three of these barriers. Don’t you think it’s time to help your team start to win attractive deals at premium pricing and all the deposits quickly so you can feel the joy of profound success? Here are your steps:

Step one – Unlike so many sales approaches where it is a numbers game, lenders need to know exactly who to call on. Those are the targeted few who have exactly the right firmographics and psychographics, so you hit homeruns with the right people who fall in love with you and bring in all their business.

Step two – In contrast to typical sales training, it’s not time to cold call. Your prospect has not yet seen evidence of anyone obsessing about their success for some time. Without a buildup of reputational equity to lead with, your lenders get treated like vendors – rejected at worst or treated like a commodity at best. Your chance of doing a deal is still low and there is no way that your lender can get 100 basis points or more than competitors. If they get the deal, they’ll get 25 to 50 basis points tops.

Step three – Unlike so many “shoot from the hip” approaches, create an exacting plan of how to warm up your prospects. Your level four USP, that differentiating value that makes you work the switch and at premium pricing, must be used skillfully for you to work right. Of course, you need a sample system that all your lenders follow. One that is proven to get A+ quality credits at significant premium pricing.

Here are three steps to normalize big wins for your lenders. This will help you take your bank to lead performance:

One – target using the process we covered in earlier videos, where we help you show how to find the prospects and bring the level four USP to them to bring the extreme value.
Two – create a system that gets the prospect winking back showing you that they’re appreciating the value you’re adding, even though you’ve not done business yet.
Three – Make sure every lender, without exception, follows the same proven sales system that is designed specifically to get premium pricing on the very best credits and attracts all their business. Every deviation costs you premium pricing and if enough of them happen, you’ll lose the deal.

By doing these things your lenders will get booked and how fun it is to win and win and win. Knocking down every one of your top most desirable prospects at premium pricing is so much more fun than just dealing with the inquiries that come in on the phone. Once your lenders and deposit specialists know what it feels like to win, they’re hooked, and you’ll be hooked with them. 

To your continued success, 

Roxanne Emmerich 

Please watch the video above and share it with your exec team and board.