Why average sales people stay average and how to get more out of them

What does your job description say for your lenders…?

Let me guess, an HR wordsmithed version of “get loans” …

The problem is, you don’t want loans, you want profit.

Your superstars get this and that’s why they excel. But your good, but not yet great, sales people may not connect all the dots.

And a big part of the disconnect is in your job descriptions. The truth is job descriptions are a joke. They enable your employees to think (and sometimes say) “it’s not in my job description”…hogwash!

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5 Banking Myths That Are Eating Your Profits

Belief is a funny thing. I’ve worked with over 300 banks and the #1 bank killer is between the ears of the leaders and the troops…

As Henry Ford famously said:

“If you think you can, or you think you can’t…you’re right!”

The bad news is that believing in myths, just because it’s accepted truth will hurt. And the pain is accelerating, thanks to our friends at the big banks and out in Silicon Valley…

They’re happily planning our demise right now—even boasting about it in TV commercials!

There is good news,

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How to Get Everyone in Your Bank Thinking Like a Marketer

 

 

Subject 1: 3 secrets to prospering in any economy

Subject 2: A “magic bullet” that makes your marketing accountable for every dollar

Subject 3: How to “turn off the noise” and finally get marketing that works

I believe accountable people make the world go around.

In this session, I’ll show you how to get everyone in your bank thinking about how to go get the next best customers at premium pricing.

If you’re the kind of leader who has the traditional marketing department and they do “their thing” and nobody quite understands the why or the how except those in the department,

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The 3 Most Regularly Violated Marketing Principles that Cost Banks MILLIONS

 

 

Subject 1: 3 marketing mistakes that cost banks millions

Subject 2: How these 3 marketing myths are stealing your profits (and you’d never know it)

Subject 3: How to turn your marketing team into a profit center in 3 steps

I believe there are hundreds and thousands of ways to do any one thing—but there’s only ONE best way.

In this episode, I’ll show you how banks destroy their potential by violating little known, yet powerful marketing principles.

If you’re the kind of leader who is thinking,

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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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