You’ve seen it before…
Someone becomes a millionaire and then loses it all…
BUT they manage miraculously to gain back their millions in almost no time.
How in the world are they able to do this? Are they just luckier than others?
No—they simply realize that they are in control of their results. For great leaders, external factors are an afterthought. They know that they are able to accomplish greatness regardless of their circumstances.
Community Banks are no different. The banks that are achieving lofty cross-sales numbers and getting A+ quality credits at premium pricing believe they are worth more and they are demonstrating that value to your customers.
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,
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.
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 to profit.
Your superstars get this, and that’s why they excel. But your good, but not yet great, salespeople 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!
Accountability is a funny thing. Everybody wants it from their team, but accountability for what?
Accountability for attendance?
For work completed?
For “doing what you say you’ll do?”
Sure, but those aren’t game-changers…
What you really want is accountability for RESULTS.
Without RESULTS, you have nothing more than a social club with the added benefit of a bi-weekly gift of money.
But how do you create accountability for results?
We’ve found that there are 5 steps…
In today’s video, you’ll discover all 5.
Do you have a “sales prevention department?
It happens every day, all day in almost every bank. The phone rings. A well-meaning staff person answers politely. The inquirer asks, “What are your mortgage rates?” to which the well meaning staff person begins to list the rates, thanks the caller for calling, and sends the shopper on to the next bank or mortgage company to get their mortgage. They make no attempt to help! Our research shows this happens over 95 percent of the time. Don’t believe it—call your own bank and see for yourself.
Are you playing the wrong game?
One of my favorite movie lines of all time is from The Greatest Game Ever Played, a golf drama based on the true story of the 1913 US Open. Twenty-year-old Francis Ouimet was challenging his idol, Englishman Harry Vardon, who had won the Open in 1900. When Harry’s wealthy sponsor said Francis could not possibly win because he was not from the upper class and therefore would fold under pressure, Harry responded, “If Mr. Ouimet wins tomorrow, it’s because he’s the best– because of who he is.
Are you as good as you think you are? Whether the economy gets better or not is out of your control. But YOU getting better—that’s entirely in your control, and it’s non-negotiable.
As a leader, YOU set the standards. And this year, those standards had better be high and focused on the right things.
Organizations thrive because the leaders within those organizations thrive. After 25 years of working with many of the top-performing financial institutions in the country to take them to a higher level, it is clear that quality of leadership is the key performance indicator—regardless of what the economy dishes up.
Do you mind if I ask what on Earth you think you’re doing?
I’m sorry, that was rude. I’m not trying to be nosy. But I couldn’t help noticing that you’re doing the old “Mission Statement, SWOT, and Goals” thing. That’s fine. I’m SURE you don’t think that’s the same thing as strategic planning.
At least tell me you’re not taking last year’s budget and making alterations and calling THAT planning. Budgeting is not planning—and budgeting does NOT create results. Never has. Never will.
But you know that.
Blow Your Competitors Out of The Water
You’ve heard it before – the bankers who are STILL calling on clients asking hideously inept questions such as, “What kind of things are you looking for in a bank?” or “Tell me about your business,” or “What kind of things are keeping you up at night?” UGH.
These slick and inept approaches from the 1980s sales training programs were somewhat effective back then, but they really don’t stack up in this competitive market—and they certainly don’t get the attention of small businesses who are running fast and running hard and really don’t have time to chit chat.