How to Build a “Culture-Score-Improves-Every-Year” Iron-Clad System

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  I believe a great culture makes running an organization delightful.

In this episode, I’ll share with you a system we use with our clients, who, almost without exception, improve their culture scores every year compared to the year before—often for over a decade.

Maybe you think your culture is spot on—couldn’t be better, the accolades keep coming in, and you’re seeing it, as you are constantly on top of peers in growth and earnings, which is the outcome that hundreds of studies show happens with improved culture. If so, you’re going to love finding out how to sustain and advance further,

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A Line in the Sand—Stop Crazy-Making, Culture-Destroying Behaviors for Good

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  I believe that sometimes, sadly, a workplace can feel a bit like an adult day care.

In this episode, I’ll show you how you can stop the behaviors that keep you stirring at night while your ability and “safety” to lead is pulled out from under you.

You may feel that you have a good culture, but a few people “stir the pot” and bring drama—whining, complaining, game-playing, and other destructive behaviors. It stomps on your soul when those things happen, because you can see how it takes away your ability to lead a good culture.

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The Real Reasons a Customer Leaves Your Bank

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I believe people want to trust their banker and count on them for guidance on making good financial decisions. In this episode, I’m going to show you how to not only recover from the damage that was done to the industry when a mega bank was called out on sales practices that caused improper cross-sales, but to deal with the potential skepticism that each customer will have going forward when a banker is recommending a product in their best interests.

There are a few challenges:

First, your employees may take the media impact and use it as an excuse to never sell—thinking they are taking the high road,

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Here’s How Banks Double Their Cross-Sales in 4 Months

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I believe that great organizations have mastery of 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 person who:

  • Has had a few false attempts at fixing the “order taking” pain point at your bank, you’ll love this episode because you don’t need to give up OR take it in the chin one more time with another false attempt where someone tells you they can rope the moon…but they don’t own the rope.

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How to use “positioning questions” to boost cross-sales (ethically)

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I believe that people like to pay more for someone who provides a unique benefit that is valuable to them. In this episode, I’ll show you how to win all of the business of your prospects without them ever asking about rate or fees. REALLY. I know it sounds crazy, but in our seminars, I hear people tell me all the time that they’re now averaging 7-8 cross-sales when they never had more than 2 in their lives. If they can do it, your people can too.

If you’re the kind of leader who:

  • Knows you have some great unique selling points,

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How to stop rate shopping with one simple question

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I believe banks deserve to get paid far more for what they do.

In this episode, I’m going to share with you a process to get your people to stop rate matching for good. They’ll never again give a rate when someone calls in to ask for a rate.

If you’re the kind of leader:

  • Who has been on the bandwagon for years about not having to match rates but you still have team members who think you don’t “get it” –that they HAVE to match rate or lose the business,

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Getting your team EXCITED about why cross-sales matter

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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 people 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, 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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Make More Profitable Decisions in Less Time

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I believe good business is just a series of good choices strategically and effectively implemented.

In this episode, I’ll show you how to help your executive team make better decisions faster.

If you’re frustrated because when someone comes to you with a recommendation it is half-baked, and the person with the idea has essentially “delegated up” the work to get better information so a solid decision can be made, you may be doing some backflips after the next few minutes—they will give you back a good chunk of your life.

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Communication Strategies for a More Effective Team

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I believe that being a great executive requires us to each grow as individuals.

In this session, I’m going to share with you how to get your executives to grow in how they communicate with each other.

If you feel like your executives get along well but they don’t always go into the eye of the needle to address tough subjects as effectively as you’d like, you’ll love learning that there is more they can do.

If you think your executive team has a tremendous amount of growth potential as individuals to bring their A game to get more results,

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