The 4 Levels of USPs



I believe community banks deserve to get paid for what they are worth—and never have to match rates.

In this episode, you’ll discover how to use extreme differentiation to get 150 basis points more on the loan side and improve your deposit pricing as well.

If you’re the kind of leader…

Who feels strongly that you can’t follow the herd that believes NIM compression is inevitable…you’ll love this.

  • Or if you are one who has some lenders who get extreme pricing but are frustrated that others are still falling back to rate matching…you’ll want to watch this.

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The “No-Sales Approach” to Grow Sales



I believe people want to trust their banker and count on them to guide them to good financial decisions. It’s been harder these days to get that trust thanks to a mega bank that was called out on sales practices that caused improper cross-sales.

In this episode, I’m going to show you how to not only recover from the damage that was done to the industry, but also deal with the potential skepticism that customers will have about who’s best interest it’s in when a banker is recommending a product.

There are a few challenges to keep in mind…

  • Your employees may take the media impact and use it as an excuse to never have to sell.

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How to Double Cross-Sales at Your Bank in 5 Months



I believe that truly great organizations have mastered two things—great people and great systems.

In this session, I’m going to share with you a system that has consistently and predictably doubled cross-sales in 4–5 months.

If you’re the kind of leader:

  • Who has had a few false attempts at fixing the “order taking” pain point at your bank, you’ll love what I’m going to share. You don’t need to give up OR take it on the chin again with another false attempt where a sales trainer tells you they can rope the moon but forgets to mention that they don’t own a rope.

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Get a 250% Boost in Wallet Share


I believe that people are happy to pay more for someone who provides a unique benefit that creates a substantial ROI value to them. I want that someone to be you.

In this episode, I’ll show you how to win all the business of your prospects without them ever asking about rate or fees. REALLY. I know it sounds crazy. But in our seminars, people tell me all the time that they’re now averaging 7–8 cross-sales when they never had more than two in their lives. If they can do it, your people can too.

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Ask the Magic Question and You Never Have to Talk Rate


I believe banks deserve to get paid far more for what they do. One of the biggest factors in this inequity is rate matching. But the good news is, it’s preventable.

In this episode, I’m going to share with you a process to get your people to stop rate matching for good. It will be ingrained to never again give a rate when someone calls in asking for one.

If you’re the kind of leader:

  • Who has been on the bandwagon for years about not having to match rate,

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Why Traditional Sales Training Never Helps and Often Hurts Cross-Sales


I believe people get energy and feel good about themselves when they help other people.

In this episode, I’m going to show you how to get your team excited about having your clients acquire all the products and services that would help them. I believe cross-sales is a measure of trust. If they trust you and see extreme value, they bring everything to you immediately and continue to add more as they need it. It’s not sales. It’s a measure of great service.

Now, if you’re the kind of leader:

  • Who has been begging,

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How to tap into the “referral circle” of the wealthiest customers in your market


I believe that an organization’s profit matches the profit of their clientele.

In this episode, I’m going to show you how to find more profit-rich clients—the elite customers who are lower risk, lower hassle and who willingly pay more for better value.

If you’re the kind of leader who already has the top tier elite customers coming in your door, willing to pay a premium price, you’ll love this because I’ll show you how to systematize it in your bank.

If you’re the kind of person who has struggled with landing high-quality loans without plunging into the “match my price”

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Finally, a blueprint for convincing your lenders that you’re worth premium pricing


I believe that people operate out of their “worldview” and that they are fairly committed to their “belief systems”—which can serve them well but also keep them stuck.

In this episode, we’re going to talk about how to get the ship to turn so your team BELIEVES that it IS possible to get the best customers and get extreme premium pricing.

Until they have that belief, you’re going to wear yourself out trying to get them out of rate matching. Don’t you get tired just thinking about repeating yourself ad nauseam while they quietly ignore you,

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The Dangers of False-Attempt Sales Training



I believe people don’t like hassles. Who does? Whether it’s at work, at home, or out shopping. But it’s a dangerous attitude among your people because it causes them to not put 100% into their sales conversations.

In this session, I’m going to show you how your people (like many bankers before them who couldn’t, but now do) can get 6–7 cross-sales and all the deposits in a way that never feels sales-y.

If you’re the kind of leader:

  • Who has been preaching to the point of losing your voice about the need to get cross-sales of deposit accounts to make those accounts both profitable and sticky (and you’re a bit fit to be tied at this point),

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Differentiation Value that Drives A+ Quality Credits in Your Door


I believe that high-quality customers love high-quality attention.

In this session, I’m going to show you how our client banks are transforming their safety and profitability by creating the kind of differentiation that attracts the highest quality credits and makes price irrelevant. If you’re thinking that the best customers get the best pricing because everyone wants them, then you have to watch this episode, because it can and IS being done.

  • If you’re the kind of leader who feels overwhelmed because your team is stuck—they’ve done the same thing year after year,

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