by Shaun Heuerman | Jan 14, 2020 | Sales Training
Most banks have three solutions they implement in the hope of having a breakthrough to increasing revenue that generates high profits: They hire more lenders. They ask each lender to make more calls. They hope one of those two plans work. However, they hardly...
by Shaun Heuerman | Dec 31, 2019 | Increase Net Interest Margin
The constant “need” to match rates to win a deal is a symptom, not the cause of the net interest margin crisis in banking today. The cause is much more profound. It’s inside each of your lenders, and it may be inside of you. Frankly, it’s not your fault (or...
by Shaun Heuerman | Aug 29, 2019 | Sales & Marketing, Sales Process, Sales Training
I’ve had the opportunity to review hundreds (maybe thousands at this point) of strategic plans from community banks. Sadly, most don’t have even ONE strategy in them. They have goals, visions, and purpose. But no strategy. Strategy is the “how...
by Shaun Heuerman | Mar 11, 2015 | Sales Process
We’ve all been there. The car salesman slides the paperwork across the desk at you, pointing at the signature line. Just this one last step, he says, and there’ll be no way out. At least that’s how it can sound to the customer as she wipes her sweaty palms on the...
