Deposit Growth Without Begging or Discounting—Here’s How the Top 1% of Banks Do It [VIDEO]
Why paying for deposits destroys margin—and how elite banks grow core deposits without rate gimmicks.
Welcome to the Top 5 Percenter™ Blog
Are Your Sales People Giving Away the Farm?
Unpaid consulting. What else can you call it? If your people are creating a plan for a prospect, running it past the credit committee and then not getting the deal, the expense has been hideously high and you feel a little… well… cheap. Don’t you?
Why? Because you’re doing unpaid consulting. That’s fine if you’re working for a planned non-profit. But if it’s profit you’re hoping for, it’s extremely expensive. And chasing your own tail doesn’t count as exercise.
So, how do you stop it? By following the profit-rich sales process by making sure your prospect is clearly following YOUR process… NOT their own. Your process requires that they commit to move ahead before you lift a finger.
Just because you haven’t done it doesn’t mean that you can’t. What’s the first step in the seven-step process? Getting the prospect to agree that they will follow your process. Then get ready to take them down the next six steps in sequence and keep the competitors from matching your price EVER again.
More From The Blog
News Flash—Markets Don’t Dictate Premium Pricing [VIDEO]
Banks don’t lose margin because of the market. They lose it because of belief systems that keep them competing on price.
Higher Net Interest Margin With Less Risk – Fact or Fiction? [VIDEO]
Most banks chase NIM by matching rates. Top banks raise pricing by changing positioning. Here’s how they do it.
Rate Risk is a Big Risk—Play Smart [VIDEO]
Guessing interest rates is not a strategy. Here’s how top community banks remove rate risk and stay profitable.
Why Community Banking Matters—Especially at Christmas [VIDEO]
A Christmas reflection on why community banking matters—and why your leadership impact extends far beyond transactions.
Life in the World of Over-Regulation [VIDEO]
Top banks don’t complain about regulation—they execute around it. Here’s how the elite outperform anyway.
Why Is It So Important to Hold On to Low Cost Deposits [VIDEO]
Low-cost deposits are the ultimate margin advantage. Discover how top 5% performers attract them consistently—and why most banks fail to compete.
Can Strategic Thinking Be Taught or Nurtured [VIDEO]
Banks don’t fail from a talent shortage—they fail from a thinking shortage. Discover how critical-thinking systems like the SIR Formula build your future executives now.
A State of Gratitude [VIDEO]
A powerful Thanksgiving message on how gratitude shifts leadership presence, reframes pressure, and strengthens your bank’s performance culture.
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.