“I don’t want to work with any other bank but you” [VIDEO]

If you don’t care about premium pricing, you can stop listening right now.

This is for bank executives who want to figure out how to command premium pricing despite the too-common assumption that banking is a commodity. Therefore, they cannot command premium pricing—or, at best, maybe 25 basis points more on the loan side.

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“I don’t want to work with any other bank but you” [VIDEO]

If you don’t care about premium pricing, you can stop listening right now. This is for bank executives who want to figure out how to command premium pricing despite the too-common assumption that banking is a commodity. Therefore, they cannot command premium pricing—or, at best, maybe 25 basis points more on the loan side.

(more…)

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150 Basis Points More… [VIDEO]

Terry Slattery, the Legend of IBM, the person who brought in more business for IBM than anyone has before or since, has been a dear friend and partner of mine for almost two decades now, helping our banks figure out how to grow their revenue streams.

Terry recently said he has never seen a harder sales environment in his career across every industry.

(more…)

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How High-Performing Banks Use Emotional Intelligence Audits to Increase Sales

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 ever do.
  • Research shows that just a few lenders, usually about 6% that have a business development profile, carry the rest. Moreover, even that happens only if that 6 % know how to implement the right sales process. Otherwise, those naturally gifted lenders sell only by matching rates,

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    How to win at YOUR game

     

    You’ve seen it before…

    Someone becomes a millionaire and then loses it all…

    BUT they manage miraculously to gain back their millions in almost no time.

    How in the world are they able to do this?  Are they just luckier than others?

    No—they simply realize that they are in control of their results.  For great leaders, external factors are an afterthought.  They know that they can accomplish greatness regardless of their circumstances.

    Community Banks are no different.  The banks that are achieving lofty cross-sales numbers and getting A+ quality credits at premium pricing believe they are worth more,

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    The Question That Stops Prospects in Their Tracks

    Finding it more difficult to get the attention of prospects “shopping” for a mortgage rate??

    They’re busier than ever, and they already have a bank…so why on Earth would they want to sit down and listen to you?

    If your answer is “we have competitive rates,” you lose…and so does your prospect.

    I don’t mean to offend you, but think about it…you lose two ways…

    You either win the business by giving away the profit…

    OR, you’ll lose business because you (rightly) gave a rate you like, but offered no added value to the prospect to make them happily pay you more…so they walked down the street for a lower rate.

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