I believe it’s FUN to win.
In this session, I’m going to share with you a way to help your lenders win more and better deals.
If you’re the kind of leader:
- Whose team is already bringing in nice deals and you’re fairly happy, you’re going to love this because I’m going to show you that there is a lot more where that came from. They can, with that base, bring in so much more AND at better pricing.
- Or, if you are a leader who is frustrated that you have a few lenders who are doing all the deals and the others don’t seem to catch on and replicate results,
I believe quality loan growth is one of the top three drivers of sustainable profitability for banks.
In this session, I’m going to show you how, by restructuring your lending department, you can increase the productivity per lender by 30–40% or more within 12 months.
If you’re the kind of leader:
- Who thinks your team is kicking butt and taking names in securing quality loans at premium pricing and you’re sure it’s because of your team’s execution of a predictable success system and not driven by the competition’s recent mistakes or the economy’s impact,
I believe most everything in life should carry its own weight.
In this session, I’ll show you how to create massive ROI from every marketing dollar AND know how to prove it!
If you’re the kind of leader who is rubber stamping a marketing budget that has a few tweaks from the year before and you’re are wondering if any of your marketing is actually getting a result, you’ll love this session because I’ll show you some proven research that you can use right away to improve results.
I believe that people want to work with people who “get them” and are all about their success.
In this series, I’m going to show you how you can transform the marketing ROI so that every dollar you invest gives you $5–$20 back (or more) to your bottom line.
If you’re the kind of banker who feels like your marketing department is already targeting the very best, low-risk, high-profit prospects—and they’re getting them—you’ll love this because I’ll show you how to speed that up.
If on the other hand,
I believe every bank has a breakthrough opportunity in several of their product lines just waiting to be discovered. Watch this video to see how any one of your product lines could generate thousands of additional dollars in a few short weeks.
It creeps up on you…usually in a moment of desperation.
A prospect comes in and says “So and so bank down the street offered rate X. If you can get me a loan at a rate that is half a percent lower, then you have my business.”
Now you feel trapped. You want to close this deal, but you know if you lower your rate, the deal won’t be profitable…but you know if you don’t lower your rate, the prospect walk out the door and down the street to do business with your competitor—and then it happens…
You lower your rate to “buy the business.”
The temptation to rate match has become an epidemic in community banks across the country.
Here’s the thing about price: matching price is an addiction. When you’re discounting, it has a debilitating future impact on so many different things. It sabotages your ability to recruit, hire, and train the very best. It deteriorates your best customer service efforts, because you can’t invest in the customer service that you have. It doesn’t allow for you to have cutting-edge products and services, because the money’s not there. You have no top-line products, and you are not a salable equity, because your multiple of book is reduced when people are looking at purchasing your bank.
It’s happening again. The regulators are cranky, yet again, and this time for some good reasons. They’re a little heavy-handed right now on banks that are not mastering the deposit strategy and the execution of that strategy.
They’re looking at six key issues—first, relationship depth. Do you have cross-sales on those accounts? Especially your large deposit accounts—make sure that you’re getting the number of cross-sales up to six or seven on each of those accounts.
Number two is obvious, location. They’re thinking that deposits will stick with you if they are around.
#1. Culture trumps strategy.
Hundreds of studies now show that culture is the leading predictor of future growth and profitability.
The Gallup Organization found the increase in earnings per share for companies in the top quartile that have high employee engagement (a measure of culture) to be 2.6 times. Amazing!
Unfortunately there is a false belief in banking that culture means sales training, goals and incentive pay. Dead wrong. Culture is the mood. Motivation is a racket because it depends on others catering to an employee’s every need. Inspiration is what you want—that’s intrinsic.
Building your bank’s profits and tuning up your sales and profit culture requires a set of tools as well.
From marketing and sales performance tools, to hiring and people management tools, to strategic planning, accountability and celebration tools—there are “best practice” tools to collect in your toolkit so that whether you’re starting a new location, acquiring a competitor, or hiring a personal banker, you have a franchisable system that just plain works.
So where do you start?
It all starts with the primary tool for upleveling your sales culture and getting every employee and executive on board: leadership.