We have “The Now Economy” and must learn to maneuver effectively so we grow our business all the while continuing to meet emerging client needs. Bankers all over the bank are delving into the PPP program, answering questions, and processing loans that they never anticipated being involved with. We know that we must continue to help our clients meet their needs outside of the PPP program, and we need to consider how to forge ahead for the remainder of this year and into the next when hopefully our US economy begins to recover.
We play a key role, both as coach and as a business development professional in banking. This seminar series focuses on how the bank manager can take care of the needs of today, while keeping an eye on the future. It’s challenging and exciting to be a banker today, knowing we have the responsibility to grow our team and listen to our clients’ needs and position our products and services to help our clients achieve their dreams.
No matter what the title, you play a key role. You manage a team that is the face – the image, the impression, the brand – of the bank. Your team is expected to handle the personal and business finances of your customers, cross-sell, and refer appropriately, all with a smile and without mistake. This program gives you the skills to improve team productivity – through coaching, motivating, and accountability. You will enhance your skills in how to supercharge bank performance that increases staff professionalism, customer satisfaction, and customer loyalty.
Day One: Virtual & In-Person Business Development: Growing During a Pandemic
This session will focus on the relationship building process to identify how to gain the trust of your customer, gain a larger share of wallet, and present solutions that solve the customers’ needs. Attendees will master pre-sales call planning; learn to call on the right (most profitable) customers and prospects; and build relationships with
productive referral sources.
- Discussion — Converting Virtual & In-Person Bank Visits Into Sales
- Our Past Calling Successes & Challenges
- Who Do We Call On?
- Call Planning
- Gaining the Appointment
- Do We Use Technology or Meet In Person?
- Listening and Communicating How You Can Help
- Call Follow-Up
- The Value Proposition
- Complete an Action Plan
Day Two: Leading Service Excellence
This session focuses on “The Manager’s Role in Building and Leading an Effective Service and Sales Organization.” Managers will learn to plan and direct the team toward an effective business development effort. Key takeaways include how to develop leadership skills to grow the bank master an understanding of a leading a vibrant sales process; and learn to train the the bank’s team in key listening, referring, and selling skills to improve growth.
- Vision Review
- Red Carpet Exercise
- Rhythms & Routines at the Branch
- Introduction to Sales
- Weekly Sales Meetings
- Mid-Week Clinics
- Mini Lesson: Listening for Opportunities
- Sales Leadership
- Discuss Challenges & Opportunities
- Complete an Action Plan
This program is designed for bank managers – in the branch and in any business development area of the bank, such as commercial, small business, mortgage and wealth
About the Instructor
Jennie Sobecki is co-owner of Focused Results LLC, a sales and marketing strategy, consulting and training firm concentrating in results-driven process consulting and training experience in community banks and financial institutions. An expert in designing and implementing sales efforts and processes, Sobecki designs solutions to drive top line growth through better utilization and training of existing sales forces, including sales management. She is a graduate of Indiana University and has a certificate in consulting services from Ball State University. Before joining Focused Results, she was director of sales and marketing for a $3 billion bank holding company, sales manager for a high performing mid-level bank and director of corporate training for a large Midwest insurance company.
For More Information
Contact the MBA Education Department at 573-636-8151 or email.