How to Avoid the “Middle Management Meltdown” [VIDEO]

I believe that when middle managers master management, the resulting breakthroughs are profound and sustainable.

 

In this episode, I’m going to share with you how to overcome what I call “the middle management breakdown”—the block that keeps executives’ dreams from being the reality executed by the front-line team members.

If you’re the kind of leader who worries that perhaps your managers act more like “individual contributors” and don’t do nearly enough to maximize the results of their team members, I’m going to give you some solid executable ideas to get some traction for your managers.

Continue Reading

Boost Your Bank’s Bottom Line with One Change [VIDEO]

I believe in the unlimited upside potential in your team, and I believe that with the proper tools, they are capable of so much more!

In this video, I’m going to show you how to eliminate the limiting beliefs that keep your team matching rates instead of going after substantial premium pricing on better quality clients.

They’ll start getting bigger and better-quality customers within weeks.

If you’re the kind of leader…

Who feels like a broken record and is about ready to pull out your last hair begging and pleading for your team to change their ineffective sales approach—you’re going to love this.

Continue Reading

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, somethings 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.

Continue Reading

Do Your Salespeople Know When to Talk USPs? [VIDEO]

I believe that most of your salespeople have only begun to tap into their true potential. They just don’t have the confidence to go after large deals that are happy with their current bank and ask for premium pricing.

In this episode, I’m going to show you how the right sales system can help your people get excited about and effective at pulling in the very best customers…without PRICE even being brought up. You’ll get the respect of getting paid what you’re worth.

If you’re the kind of person:

  • Who is frustrated that your people fall into the trap of thinking they’ll lose a deal unless they match the rate…you’re going to love this.

Continue Reading

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. And those banks that hang on to their transactional model where they sit behind their desks cannot possibly compete in this world where the apps are stronger,

Continue Reading

What is a Bank Franchise System?

Find out the surprising things the franchise system of banking can do for your bank revenue.



What if you thought about your bank as a franchise? 

Seriously, any business should think of itself as a franchise system. And everything in your bank should be thought of as a system. And of all the bank franchise systems, the most important of those is the revenue system. 

Let’s face it.  Revenue solves lots of problems. 

But most banks really don’t have a revenue system. They have a lot of well-meaning people who work very,

Continue Reading

“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.

 

Well, here’s the problem with that. Any bank that can only command 25 basis points of premium pricing will probably not have its name on the front door five years from now.

Our industry is now in a significantly disrupted environment.

Continue Reading