TESTIMONIALS
The Emmerich Group
Net Interest
Margin
Loan Growth
Core Deposit
Growth
Strategic Planning
Performance
Culture
Cross-Sales
Core Deposit Growth
Since 2015, we have gone from $6.2 million to over $8.18 million in assets per employee. Our profitability has gone up from about $357,000 in the first half of 2015 to $1.1 million in the first half of 2018. Core Deposits are up from $182 million to $263 million and assets have increased from $256 million to $422 million. Our non-interest-bearing deposits grew 34% in 2015, 36.8% in 2016, and 26% in 2017. This has exceeded even our lofty expectations!
—L. Harrison,
President & CEO, Virginia Partners Bank
“Before Roxanne, we had lost direction. We knew we needed growth and a culture shift. Since joining The Emmerich Group, our deposits are up 22%, our customer satisfaction rating is 9.90 out of 10, and we are experiencing our most profitable year on record. This is the best investment we’ve ever made.”
—J. Burnett
CEO,Libertyville Savings Bank
“We landed a $10 million loan, the biggest we’ve ever had! We’re focusing on our Top 100 and Top 1000 and we now know what they look like, smell like and feel like. It’s easier than ever to go after the people and companies that look just like our most profitable customers.”
—N. Grigsby
President, Farmers State Bank
“We set our goal to grow our core deposits by $1 million dollars a month, $12 million for the year, and through the first quarter of 2015 we are up $7 million. We believe what we are doing with The Emmerich Group is making a difference!”
—S. Jones
CEO, Home State BanK
“We assumed that high performance was for ‘the other guys.’ Then we found the Blueprint and we skyrocketed from a bank that was battling for average to a high level of performance we never dreamed possible. It was a miracle.
We had two individuals from our team who took the Accredited Banking Professional course and, while ‘practicing,’ brought in $20 million in deposits—$15 million of which were low-cost deposits.
And we are hitting every single metric every single quarter—something we never did before. I can’t imagine any bank that wouldn’t want to have this Blueprint. All of a sudden, we’re having a blast coming to work every day!”
—C. Holland
CEO, Farmers State Bank of Alto Pass
2022 Extraordinary Bank of the Year™ Award Winner
Before we worked with The Emmerich Group, we had tried many consultants and training programs with little or no improvement. Within 30 days of our Kick-Butt Kick-Off®, we grew more than we had in the previous 10 years combined—35% annualized in 30 days! The growth of deposits and loans can only be described as a miracle and the profits were up 44%. Ongoing growth has soared from there. The systems keep taking us further.
—P. Steele
President & CEO, First Volunteer Bank
“Our focus on the sales process has led to growth in our core deposits, adding significant value to our organization in the long run. Twenty-six of our twenty-nine banks are in excess of their target levels.”
—M. Scheopner
Chief Executive Officer,
Landmark National Bank
Performance Culture
In just 18 months, we improved our ROA from 1.35 to 2.6 and our efficiency ratio from 73% to 56% – far exceeding the utopian goals we set. We never would have thought we could have come so far in so little time. And our people are on fire – we have the best culture we’ve ever had.
—J. Jones
President & CEO, First National Bank of Layton
Before The Emmerich Group, we had great people, but we didn’t have an accountability culture. Now, 79% of our employees are at target or above on their critical drivers.
—B. Monts
President & CEO , Hoosier
Heartland State Bank
Before TEG, we knew had to go somewhere, but we weren’t sure where that was or how to get there. TEG helped the bank focus its energies and learn how to do things/build accountability. Roxanne brings human nature and the systems piece to management that takes you from good to great. We have increased focus on who the best customers are. TEG is like a franchise for banks that helps you know what to change—culture, sales, profitability—and success follows.
—D. Davies
Chief Financial Officer, OSB Community Bank
We’ve always had a good culture but especially the last few years it’s been wonderful and people have wanted to come to work for us because they hear the good things we’re doing, and we have Roxanne and her approach to culture transformation to thank for that. We’ve got 10,000 customers. Knowing that those 100 or 150 best customers are really providing 100% of our net income, we’ve focused on them and on getting more people like them. That’s helped us stay focused on profit-growth, not just account growth.
—B. Grimstad
CEO, Decorah Bank and Trust
Since working with TEG our culture scores have improved and we’ve had tremendous success with commercial loans (over 60% since last year) without having to change our rates.
—J. Rios
Chief Financial Officer, FNB Syracuse
Thriving through challenges like those we face today is exactly why we have this long-term relationship. The Emmerich Group is all about culture, and they have helped us establish systems, processes, and people development so that we can differentiate BY our culture.
—K. Knudsen
Chief Executive Officer, Security Bank, 2017 Extraordinary Bank of the Year Award Recipient
One of the key phrases of our strategic plan is: “Do more with less.” We’ve done just that. That shows up in our culture scores, and it shows up in our productivity, based on the amount of assets under management per employee. And because we’re doing more with less, we have higher-paid people.
—N. Grigsby
President, Farmers State Bank
Today, profits have increased 44% over last year! All this in a market with many tough competitors. All because we decided to change our culture.
—P. Steele
President & CEO, First Volunteer Bank
We have been partners with TEG for 6 months and employee engagement has increased thanks to implementing morning huddles and bank wide celebrations. We really exceeded expectations on the impact to our culture.
—T. Rudy
EVP, Citizens and Northern Bank
“Our focus on the sales process has led to growth in our core deposits, adding significant value to our organization in the long run. Twenty-six of our twenty-nine banks are in excess of their target levels.”
—T. Etcheson
Chairman, Hoosier Heartland State Bank
Loan Growth
In the last three years, the ‘Blueprint’ has helped us have a breakthrough we never dreamed possible. Assets have grown 44%, loan growth is up 64%, net income has doubled, AND we were ranked #2 by SNL for banks under $1 billion. Best of all, we were named the 2019 Extraordinary Bank of the Year™, and our clients are all thrilled to see what our bank in our small community has accomplished!
—C. Floyd,
President & CEO, First National Bank of Syracuse, #2 on 2016 SNL Top 100 under $1 Billion, 2019 Extraordinary Bank of the Year™, 2022 Best Banks in America™ Hall of Fame Inductee
Roxanne showed us how to double our growth. We hit our loan growth goal for the year by the end of June…in our first year with Roxanne Emmerich’s help! We’ve had employees in banking for 20 to 30 years who say they wish they’d started this program 20 years ago.
—C. Floyd
President & CEO, First National Bank of Syracuse, #2 on 2016 SNL Top 100 under $1 Billion, 2019 Extraordinary Bank of the Year™, 2022 Best Banks in America™ Hall of Fame Inductee
Our loan growth was up $100 million in less than five months during the heart of a recession while we improved loan quality. Return on equity increased from 7.18% to 10.44% in a year. Net interest margin increased from 3.63 to 3.95% in a year.
—J. Marcuccilli
Chief Executive Officer, Star Financial Bank
In two years, loans are up 34%, assets are up 21%, and we’ve added 60 basis points to Net Interest Margin, but the really dramatic change is our cross-sales. We tripled cross-sales, from 2.9 to 8.4, on average across the bank—we view this as the ultimate vote of trust from our customers.
It’s unbelievable, but very real.
—K. Knudsen
Chief Executive Officer, Security Bank,
2017 Extraordinary Bank of the Year™
Since working with TEG our culture scores have improved and we’ve had tremendous success with commercial loans (over 60% since last year) without having to change our rates.
—J. Rios
Chief Financial Officer, FNB Syracuse
Net Interest Margin
The real progress on the margin is on the deposit side. We have the second lowest cost of funds of any community bank in Utah. And even though rates have moved up, we’ve managed to keep customers.
—J. Jones
President & CEO, First National Bank of Layton
We increased net interest margin by about 100 basis points in just one year. It’s just like you said – the A+ credits now bring in A+ credits…and they don’t expect us to match pricing.
—K. Beckmeyer
President & CEO, Legence Bank
Over the last decade as an Emmerich Group client, we have more than doubled assets while becoming very profitable. We look like we’ll end the year with a 5 NIM and a 2 ROA. We had a record year for earnings and growth.
—P. Steele
President & CEO, First Volunteer Bank
We increased net interest margin from the 27th to 82nd percentile in the time we have been working with you. We drew the line in the sand about matching rates—that was huge. We drove our deposit costs down. I don’t think we could have come out of those tough couple of years without The Emmerich Group.
—J. Burnett
Chief Executive Officer, Libertyville Savings
Bank
Our net interest margin is now over 5.0—an increase of over 40 basis points in the past year. We realized our three-year goal for net income in the first year working with The Emmerich Group.
—C. Floyd,
President & CEO, First National Bank of Syracuse, #2 on 2016 SNL Top 100 under $1 Billion, 2019 Extraordinary Bank of the Year™, 2022 Best Banks in America™ Hall of Fame Inductee
Strategic Planning
Historically, the leadership team would spend months—plus two days together in-person—struggling over a 50+ page annual strategic plan. Once we finalized it, the board would approve it and everyone would put the doggone thing in a folder until the next strategic planning time the following summer. Today, it’s a one-pager. And we’re now a working, functioning leadership team that is very engaged in the strategic direction we are following.
We know what to focus on.
—B. Koopman
Senior Vice President, MetaBank
The process [taught during Strategic Planning Think Tank] removes barriers in the executive management team and empowers all of us to create strategy. The structure encourages us to stay on a path to design strategy. We are energized to continue.
—C. Holland
CEO, Farmers State Bank of Alto Pass
2022 Extraordinary Bank of the Year™ Award Winner
The focus time dedicated to the strategic planning process is second to none. Having Roxanne and her team at your side for two days keeps the focus and keeps you out of the weeds.
—B. Monts
President, Hoosier Heartland State Bank
[Strategic Planning] Think Tank allows you to get laser focus and walk away with clarity on what is going to be important for the bank moving forward the next several years. It allows you to walk away with a plan.
—C. Adams
Senior Vice President, SouthEast Bank
For the first time in 25 years, we really have a strategic plan with a purpose and a roadmap.
—R.C. Burson
Chief Executive Officer, Valley Bank of
Commerce
This has been, by far, the best strategic planning session we have ever done. We are leaving with a concise, well-defined strategic plan in a single page.
—T. Schueler
President & Chief Executive Officer,
Cleveland State Bank
Hands down the best education for successful community bank strategy and learning how to differentiate your business.
—H. Wirtz
Chief Experience Officer, Richwood
Bank
Cross-Sales
The real progress on the margin is on the deposit side. We have the second lowest cost of funds of any community bank in Utah. And even though rates have moved up, we’ve managed to keep customers.
—J. Jones
President & CEO, First National Bank of
Layton
This has been incredible. [After talking about doing it for decades]… now, in two months, we improved our mystery shopping scores from 7.5 to 9.3, and we increased our average cross-sales ratio in 7 weeks from 2.9 to 5.1. One of our CSRs is now averaging over 7 cross-sales for each new customer. The best part is that we are creating a sustainable system that [will] keep our scores up year after year.
—K. Knudsen
Chief Executive Officer, Security Bank,
2017 Extraordinary Bank of the Year™
Our cross-sales number started at 2.84 and now we’re at 7.4. We’re focused on the right target markets and our Top 100 most profitable customers are really making an impact on asset quality.
—T. Etcheson
Chairman, Hoosier Heartland State Bank
We have seen a significant increase in our cross-sales since implementing your proven Retails Sales process. We have increased from a team-wide average of less than 3 to finishing 2020 at 5.91. We have also seen individual teammates grow from being fearful of “sales” to routinely building customer trust resulting in individual cross-sales of +10! Utilizing weekly huddles, our leaders follow the Retail Sales process with precision, leading to a deeper understanding that these are win-win interactions.
—D. John
President & CEO, Minnesota National Bank
When we started with The Emmerich Group, cross-sales were in the 2s, and now we’re in excess of 5 on average across the company, with some banks well in excess of 7.
—M. Scheopner
Chief Executive Officer, Landmark
National Bank
For a team that didn’t ever think about sales before a year and a half ago, that’s wonderful. We’ve hit a 6.7 average for cross-sales for our whole team and have had individuals as high as 12!
—S. Jones
CEO, Home State Bank
We’ve worked with The Emmerich Group for a little over a year now. In the past, we had tried implementing a sales program and didn’t get the results we wanted. Now, we’re taking the approach of identifying what the customer needs and then providing that to them. And, we see that as something of service to our customers, and the customers appreciate that approach. A year ago, we averaged 2.7 cross-sales per new account. Now we expect to finish out the current month averaging just under 7 – more than double… in a year!
—S. Lewis
President & CEO, Thomaston Savings Bank
