Boost Your Bank’s Bottom Line with One Change [VIDEO]
I believe in the unlimited upside potential in your team, and I believe that with the proper tools, they are capable of so much more. In this video, I’m going to...
Welcome to the Top 5 Percenter™ Blog
They Buy Today, You Cry Tomorrow
I drove by a bank’s temporary sign and gasped… “Best pricing on CDs… guaranteed!”
We train our customers how to think about us. When we teach clients that we should always have the best pricing, they will surely expect that for decades to come… and you will be crying tomorrow. The reality is that people don’t expect you to have the best pricing. They will pay more for a Cadillac than they will for a Grand Am.
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What is your opportunity cost per inbound call? In other words, how much profit is lost per mishandled call that doesn’t turn into a lead, then a customer, then a full...
More Than a Feeling—How Bank Culture Drives Profit [VIDEO]
Does bank culture really matter? Gallup tells us that if you have an average amount of disengagement, it will rob $3,400 from your bottom line for every $10,000 of...
How Do You Stop “Matching Price” and Set Yourself Apart as a Category of One
I've heard it a thousand times—a CEO will say to me, "I am so tired of lenders walking into my office and saying, 'Boss, I'm going to lose this deal unless we match the...
Why Is It So Important to Hold On to Low-Cost Deposits
When everyone is competing for a scarce item, it becomes difficult unless you improve at it. This is exactly what we need to do with low-cost deposits. Let’s face it,...
The Power of Cross-Sales—How to Do Them Without Being Salesy
I attended my first bank CEO conference several decades ago. You know what the theme was when people talked about cross-sales? They said, "My people are still order...
Why Culture Cannot Be Delegated
Sometimes, two different ideas seem to challenge each other. You've probably heard me say that everyone has a role in managing the culture of the organization. You've...
Everyone Is in Sales
I don't care what your position is; you have a sales position. Why? Let's say you're out with other soccer moms, and somebody mentions they're planning on building a...
Learned Helplessness
When I was working on my graduate studies in organizational development, I learned about the concept of learned helplessness. What I've discovered is that it’s a...
Can Strategic Thinking Be Taught or Nurtured? [VIDEO]
Ken Blanchard wrote several books years ago and conducted a research study. What he found was that the number one concern for business owners was the lack of people...