Do you believe this?

For the last 18 months I’ve been “eavesdropping” on conversations at community banking conferences and what I’ve heard is shocking…

Bankers are being lied to…

And some are believing these “false truths”…

The history books are filled with common—accepted—beliefs…truths…

That aren’t true…

‘The world is flat…”

“The Earth is the center of the universe…”

“Bigfoot is real…”

“Premium rates only come on high-risk deals…”

In today’s video, I’ll reveal the three ‘lies of banking’ debunk each one,

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Why The “Hunter-Farmer” Approach Is Flawed And What You Should Do Instead

The “hunter and farmer” model of sales is so broken in most banks we see, it’s not even funny anymore…

There’s a long list of so-called-sales-trainers that have tried to get banks to train their way out of the problem, but all of that is like a Band-Aid® on cancer…

So today, let’s strike the root of the problem in sales:

Wrong people in the wrong seats.

See, when we hire sales people we’re looking at all the wrong measurements (and sadly, some aren’t looking further than a resume).

Eighty-percent of sales results are driven by emotional intelligence.

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STOP! Motivating Bank Employees is a Waste of Time

You’re in luck…

At conference, after conference, after conference, when I speak to audiences of bank executives the talk lately has been “culture, culture, culture.”

Much ado about culture…why?

There’s good reason. Culture is proven to be the leading predictor of YOUR future growth and profitability.

Read that again…

CULTURE is PROVEN to be the LEADING PREDICTOR of future growth and PROFITABILITY.

Take that in for a moment.

That’s a scary statement for most bankers, heck for most business leaders anywhere. Most think culture is this touchy-feely,

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Three Steps to Increasing Sales Results, Part III

Click HERE for your free coaching session on sales

Last time we talked about research that was shared by Professional Selling Power magazine that declared that:

Number 1) Having a selling system that works can increase sales effectiveness and net results by as much as 30 percent.

2) Following a selling program or procedure can increase selling effectiveness and net results by as much as 20 percent.

And 3) Maintaining a positive mindset or attitude can influence your selling effectiveness and net results by as much as 50 percent!!!

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Three Steps to Increasing Sales Results, Part I

Do you want to increase your sales proficiency of your people by 100 percent? Professional Selling Power magazine reports this formula:

Number 1) Having a selling system that works can increase sales effectiveness and net results by as much as 30 percent.

Number 2) Following a selling program or procedure can increase selling effectiveness and net results by as much as 20 percent.

And number 3) Maintaining a positive mindset or attitude can influence your selling effectiveness and net results by as much as 50 percent!!!

So let’s start with the biggest bang for the buck —attitude.

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The 3 Biggest Lies Told to Community Bankers

I’ve been eavesdropping in on conversations at banking conventions for the last 18 months and I have to tell you…I’m a little shocked.

Because again and again, I’ve heard very smart bankers repeat three…lies to one another. Now, I don’t think they’re “liars”—in fact, I’m sure they’re not. But I do think that they’ve lost their grip on the truth. So, today, right here, I’m going to debunk many of these so that you can inoculate yourself from them before you, too, are infected by these things that will cause you to not have great profitability.

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What to Do if You’ve Tried Sales Training and Still Don’t See Results

What if you’ve put together a great incentive program…and it’s not working?

What if you’d had phenomenal sales training…and that’s not working?

Perhaps you’re solving the wrong problem.

If fact, research shows that emotional intelligence has more to do with sales results than anything else. And, knowing what it is that most matters about the emotional intelligence can create a transformation in your sales results.

In fact, 80 percent of sales results are impacted by and driven by emotional intelligence.

So, how do you start to understand the emotional intelligence of your people and how to hire in the right people into the right spots?

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Removing the Risk Roadblock

We’ve all been there. The car salesman slides the paperwork across the desk at you, pointing at the signature line. Just this one last step, he says, and there’ll be no way out.

At least that’s how it can sound to the customer as she wipes her sweaty palms on the Naugahyde, wondering if she’s doing the right thing, wondering if she’s considered everything, wondering if she’s taking too big a…

RISK.

Risk is the dark underbelly of every opportunity, our mother’s voice warning us that there’s no free lunch,

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Just say NO to Strategic Planning Land Mines

Is your strategic plan the right plan—and one that can and will get completed?

If you’re like most bankers, you probably pulled your strategic plan together eight or nine months ago. But is everyone in the bank on a weekly process to make sure they all hit the outcomes?

You are hearing everywhere that those who run their banks like they ran them five years ago won’t make it in the not-so-distant future. Heck, based on the news reports over the past year, they may no longer be in business.

The same goes for the strategic planning process.

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Is It Over Yet?

We’ve all been in those meetings…

Everyone saunters into the room, they sit down, pull out pen and paper…

…and the agony begins.

Conversations run in circles, the clock seems to almost stand still, and an hour later everyone leaves the room having accomplished nothing.

Benjamin Franklin said it best:

“By failing to prepare, you are preparing to fail.”

Taking extra time to create a focused, actionable agenda is the only way to run efficient meetings that create results.

In today’s video you’ll discover how to run a super successful—and efficient—sales meeting…

New case study reveals how a small Ohio bank is beating the big banks,

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