by Shaun Heuerman | Mar 31, 2022 | Consulting
When I started as a lender, I got a briefcase, got in my car, and went up and down the street calling on folks hoping that they would bring their commercial and agricultural relationships to me. Well, sometimes they did, and sometimes they didn’t. I thought I was...
by Shaun Heuerman | Mar 17, 2022 | Consulting
I wonder what the sales fundamentals are of banks that command premium pricing and achieve their loan growth goals. Are they different from other banks? You see, what we put into a system creates the outputs we pull out of that system. And sadly, many banks aren’t...
by Shaun Heuerman | Mar 10, 2022 | Consulting
What if you’re going about loan growth in all the wrong ways? Now, you’re probably not doing it all wrong. But there might be some ways that you could be doing it a whole lot better. That’s because all loan growth is not the same. The quality of the deals...
by Shaun Heuerman | Mar 3, 2022 | Consulting
I bet your strategic plan does not have anything in it that says, “We want to match rates. We want to shrink our net interest margin. Oh, what can we do to match the rates of our desperate competitors?” Of course, those words aren’t in your strategic plan. And yet...
by Shaun Heuerman | Feb 24, 2022 | Consulting
Do you ever think you’re worth more? Yeah, you probably do. We all do. So doesn’t it feel like a violation whenever somebody says, “Hey, we can do business with you, but you’re going to have to match the rate.” That never feels okay. As soon as we match...
