Archive for the ‘Uncategorized’

Ask the Coach: I’m having a hard time fitting my resume onto one page – is that still a requirement?

February 16th, 2018

The short answer is no, however, it does depend on your particular situation. If you are early in your career (out of college, or one or two jobs in) it probably makes sense to have a one-page resume. Each of your jobs should have 3-5 bullets a piece of accomplishments and results. As you progress […]

Ask the Coach: What’s the best approach for exceeding sales targets?

February 9th, 2018

It all starts with understanding your target customer and what activities you need to perform to engage them. Then focus on proactively and skillfully performing those activities on a consistent basis. Those activities could include outreach calls, networking functions or gaining referrals. Seek coaching and guidance on how you can more effectively perform these activities. […]

Happy New Monday!

February 2nd, 2018

As I approached New Year’s Eve and Day earlier this month I couldn’t help but feel a sense of renewal, optimism and hope for the year ahead. New Year’s Eve was filled with excitement, reflection, closure and hope: I celebrated the accomplishments I was proud of – my wins, successes and joys I experienced. I […]

Ask the Coach: How can I sell without coming across as “too salesy”?

January 26th, 2018

There are many sales techniques that can be learned but it is more important to first overcome any limiting belief you may have about selling. For many bankers, selling is something they are very uncomfortable doing, as they fear the bank customer may be bothered or deterred by their sales efforts leading to a poor […]

The Holiday Season – A Great Gift For Bankers

December 7th, 2017

During the Holiday season we all spend countless hours considering the gifts we want to buy for those we care about. In banking, we often consider gifts for customers as a reward for their loyalty and business throughout the year. Sometimes we receive gifts in return, but isn’t customer satisfaction the greatest gift of all? […]

Stop Drawing a Blank on Sales Planning

November 15th, 2017

“Fail To Plan – Plan To Fail” has become one of the most popular quotes in bank management today, yet so many banks continue to miss the mark. Having a documented sales plan is critical for your bank to perform highly productive business development activities efficiently and effectively.  Without a plan, not only are you […]

The 6 B’s of Effective Networking

November 6th, 2017

“So what do you do?” ….. and …..”How’s business?” Two of the most common questions asked at every business networking event …. yet we all have failed to deliver a response that solicits greater interest and, more importantly, new business! For almost every banker a major component of their sales strategy is to engage in […]

Q: What Do Bankers Want To Be As They Grow Up?

October 26th, 2017

A: Happy! Do you know what makes your bank staff happy? Drive greater growth within your bank by tapping into the secret of their happiness. Happy bankers produce better results.  Legend has it that when John Lennon was in school his teacher asked him what he wanted to be when he grew up. A young […]

What Agreement?

October 12th, 2017

I notice when I’m in meetings and working with others, that getting a clear agreement from someone is like trying to catch a fish in the water with my bare hands:  it’s very slippery.  For example, I hear statements like these: I’ll try to…… Let me get back to you on this…… Let’s talk again…. […]

How To Create a GREAT Business Development Plan

October 4th, 2017

About this time each year front line banking staff who are responsible for developing new business for the bank are generally required to compile an annual budget/target for what they expect to achieve next year.