5 must-do-now strategies to growing core deposits

Interest rates are on the rise…

There is a growing need to get and keep quality deposits in order to weather the next storm.

Your traditional sales tactics won’t work.  There isn’t a fancy sales shtick that’s going to consistently pull in the million-dollar accounts that you need.  As you’ve probably figured out by now…

Sales is a system—not an art.

I’ve put together a short video with 5 must-do-now strategies. These strategies will help you begin reeling in and keeping those A+ quality credits.

Today’s video is a great tool to get started.

Continue Reading

The question that stops prospects in their tracks

  Finding it more difficult to get the attention of prospects “shopping” for a mortgage rate??

They’re busier than ever, and they already have a bank…so why on Earth would they want to sit down and listen to you?

If your answer is “we have competitive rates” you lose…and so does your prospect.

I don’t mean to offend you, but think about it…you lose two ways…

You either win the business by giving away the profit…

OR, you’ll lose business because you (rightly) gave a rate you like,

Continue Reading

Stop Scaring Away New Prospects with Old Tactics

  A prospect just walked into your bank, you have 60 seconds to woo him, GO….

 

Your heart probably just skipped a beat and your head began racing through a plethora of old sales approaches you’ve used in the past.

 

The reality is…this small window of opportunity is all you get in today’s fast-paced environment.

 

If you think today’s small business owners are going stop and listen to the same questions like “What kind of things are keeping you up at night?”, then you’ll soon be the one tossing and turning at night as you continue losing customers.

Continue Reading

Cross-Sales…Its Sad State of Affairs

Truly depressing really…

Imagine if you came to work for two decades…busted your hump and looked back over your 20-year career, only to discover you’d made absolutely no progress.

What a waste…

That’s exactly what our beloved industry can do right now.

Turn around and reflect on the last two decades…and realize that as a group, no progress has been made in cross-sales success.

Not a lick!

For decades the industry average has hovered around a too-low-to-admit-publically 2.2 cross-sales per new account.

So, on average,

Continue Reading

Winning Business in a Mobile Banking World

So, I’m curious…

How much is your branch lobby traffic down in the last 5 years?

Second question: Are your personal bankers getting out of the branch, into the community where the customers are? Or, are they waiting for them to walk in the door? (It’ll be a long wait.)

The behaviors and skills that made your best personal bankers successful for the last 30-years won’t help them going forward.

They’ll need a different and new set of skills, starting with absolute mastery of cross-sales. If they don’t make the shift,

Continue Reading

Rate Matching Isn’t Required: Follow My 3-Step Process to End Rate Matching Forever

 

 

I believe rate matching is the most destructive force in community banking today…because of it, community banks are underpaid for the value you deliver. I believe you should be paid more.

Today, I’m going to show you how to stop your prospects from asking you to match a rate to “win the business” and start getting paid more within the next two weeks.

Deal?

Great!

You’re going to love this IF you’re the kind of person…

  • Who has team members at your door saying,

Continue Reading

Turn “Okay” Sales People into Superstars

I believe that most people really want to do a good job.

In this session, I’ll show you how to help your “okay” performers focus on what matters so they can create far better sales results than they ever dreamed possible.

If you’ve got great accountability already, you’ll love this episode because I’ll show you how to get lenders to quickly up the ante on their performance.

If you feel like you struggle to get accountability in your workplace and people all “look” busy but they just can’t unleash true high levels of performance,

Continue Reading

How to deal with team members who truly believe they need to match rates

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 slash the limiting beliefs that keep them stuck in the Rate-Matching rut.

If you follow what I cover in this video, your team should start getting bigger and better quality customers and substantial premium pricing within weeks. Watch the video now.

 

Continue Reading

3 Essential Questions to Increase Sales

What I’m about to say to you is sales heresy…

The most successful sales people don’t actually “sell.”

That’s right. They don’t sell.

They facilitate buying.

You’re thinking, “But wait Roxanne, that’s just semantics.”

If that’s true, then ask yourself… “Are 100% of your people comfortable with (and using) the sales script your last sales trainer taught them?”

Of course they’re not…because that kind of “selling” (really just clever manipulation) is uncomfortable for most and, when taken to the extreme…unethical.

Yet, in bank after bank, after bank (hundreds now),

Continue Reading

Busting the #1 Myth About Sales

There’s this myth in community banking…

It goes like this:

“Sales is hard. Sales is uncomfortable. It feels, well, salesy…”

If it feels like sales, you’re doing it WRONG!

Sales is, more than anything else about service.

You SERVE the customer by asking great questions, delivering deeper understanding and guiding them to the best possible solution for their specific situation…

Today’s video show you exactly how to do all of that…

But before you go watch it, you might just want to grab a new tool we just released…

It’s called the Team Selling Checklist and it’s for community banks who are making the shift to “team selling” (and you should).

Continue Reading