Can You Retain And Win All Of Your Bank Account Holders’ Business?



Do you hold the entire relationship for every one of your bank account holders

I hope you do. But maybe you don’t. And maybe your people don’t know how to get effective cross-selling done.

If you’re not averaging five, six, or even seven cross-sales on every new relationship that is opened up in your bank …

Something’s just not right yet

And it doesn’t mean you have bad people. It just means they don’t know what to do for effective cross-selling. But they’re going to need to figure it out.

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Making a Difference This Thanksgiving With Gratitude



This  Thanksgiving holiday, I give thanks for you. And I hope that you’re in a state of gratitude. 

Gratitude is the filter with which we take in life. At every moment in time, things could be a whole lot worse. And that’s what gratitude is–seeing the good things. 

I constantly remind my team about when I was growing up milking cows, going to the barn in the morning when it was 20 degrees below zero with snow blowing sideways set a bar it has been easy to rise above.

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Build Up Your Bank’s Customer Loyalty



Quite a few decades ago, I remember going to bank CEO conferences and hearing this line uttered: “Our people are order takers, we’ve tried everything, we don’t seem to be able to break this problem.” 

Guess what? 

Well, now here we are two-three decades later. Yet, out of the 4000 or so banks that remain, most of them still haven’t figured out how to move into a relationship where they’ve built bank customer loyalty and own the entire customer relationship. 

This does not bode well for the remaining 4000 banks as we’re on our path down to 2000 banks.

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The Transactional To Transformational Model for Community Banks

Male banker sits at his office desk with open laptop computer, discussing interest rates with woman and man applying for loan.



The days of transactional banking are over. 

Yes, there was a day when the customers would walk into our lobbies. Yes, there was a day where they came looking for us. Yes, I remember those days, too. 

Those days are long gone 

And it was a rapid turn. Yes, the amount of traffic coming into our lobbies had been declining. But boy, when we closed the doors for COVID, that changed everything from transactional to transformational. And now we are in a transformational model instead.

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Can’t Miss Bank Marketing Strategies Of A Post-PPP Economy

Wooden chess knight and pawns atop paper currency, all on top of wooden chess board, illustrating bank strategic planning.



Hello. I have a question for you: how are you going to create the same kind of income that you created last year with PPP?

It May Sound Hard. And It Probably Will Be. 

That said, bank marketing strategies that are effective should help you get the job done—by creating the right strategies that define who your next best customers are since your top 100 customers account for anywhere between 50 to 140% of your profits anyway.

Your Next Best Customers

If you find people just like them by defining them,

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The 5 Biggest Marketing Traps Almost Every Bank Falls Into—and How to Avoid Being One of Them

Bank Marketing Ideas

If your marketing department is like a lot that I’ve seen, it’s filled with “creative” types. They make things that are pretty, produce lots of “stuff,” and throw great parties.

But when it comes to quantifying ROI, well…who wants to talk about that uncreative stuff, right?

Where did they get that attitude? They learned it in marketing school. But quick, name a few marketing professors who’ve made a fortune with their marketing strategies.

(Cricket, cricket.)

It’s not that they aren’t teaching anything. It’s just that they are usually setting their students up to succeed brilliantly in 1992.

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Outcome-Based Thinking Gives a Clear View of the Road Ahead

Picture yourself in the driver’s seat of your dream car, ready to go—but the windows are all painted black and there are no gauges. You turn the key and the engine roars. You push the pedal to the floor and away you go!

Oh you’ll end up somewhere, all right—but it won’t be pretty.

Too many banks operate exactly this way. People go to work every day and push that pedal to the floor. But do they have any idea WHERE they’re going? Too often, the answer is no—and the reason is a lack of outcome-based thinking.

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Leave Traditional Advertising to the Mad Men

Roxanne Emmerich shares her approach on how to attract the best customers to your bank:

I get a kick out of watching Mad Men. There’s something captivating about being transported to another time like that.

Slightly less fun is the feeling I get when I see banks in the real world and the present day throwing money away on traditional advertising like it’s 1965.

You know the game. You go to an ad agency. They come up with a slogan. You run it. Nothing happens. They say, “Just wait;

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