Extreme Accountability—How to Get Executives to “own it”

 

 

I believe most people have a little bit of a fear that they won’t be successful.

In this episode, I’m going to show you a powerful way for you to get your executives to understand that they own all the results for the entire organization—not just their silo—and what to do with that knowledge.

If you’re the kind of leader who feels like you’re still the one who is “nagging” your team to hit deadlines and outcomes, or if you’re tired of being the “bad cop,” then you’re going to love this because I’m going to show you how to get your team to hold themselves accountable.

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How to Get Your Executives-to-Be Ready to Run a Bigger, More Challenging Bank

 

 

I believe the culture of your organization is your golden goose.

In this episode, I’m going to share with you how to protect your bank from the carnage that happens by bringing in executives from the outside who don’t get your culture.

  • If you’re the kind of leader who feels like your executive team is ready to run a bank twice its current size and the next-in-line are ready to do the same, don’t go anywhere because I have a few nuggets for you to make things even better.

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How to Deal with Your Team Members Who Believe They Need to Match Rates

 

 

I believe you have people on your team right now who are capable of so much more.

In this episode, 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.

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Get Your Price Sales System

I believe that most of your sales people 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 with 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.

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How to Use USPs to Get Paid More

 

 

I believe you can and should be paid more for what you do.

In this episode, I’m going to show you a few ways to highlight your USPs—“differentiating value”—the right way in your sales process. Customers will sit up and pay attention…and you won’t lock yourself into a rate match.

If you’re the kind of leader…

  • Who has spent hundreds of thousands of dollars on “branding,” yet found that you’re still kicked in the teeth on pricing…and your customers aren’t willing to pay more for the fancy “brand” you’ve paid for…you’re going to love this.

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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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