A growing number of community banks are recognizing that new and more aggressive competitors are taking new business they “believed” they would or “should” have. To help combat this they no longer accept the practice of “business as usual.” They are taking the time-proven actions it takes to train, coach and reward their key business development team members to get them out on the street. Program results are showing ROI’s of up to 30—to-1!
This isn’t easy, to say the least. A major culture change is required for most community banks when it comes to selling. Bankers have long been of the mindset that banking is a business built when prospects come to the bank and request the service they want. Unfortunately the consumer has developed a slightly different mindset lately.
“Yes, my banker and I have a good relationship but that doesn’t mean I will only consult them for financial needs and services. There are lots of other options. ” Friends are friends but when money is involved there is a different emotion involved……greed.
The CEO of First Bank in Ketchikan, Alaska, Bill...
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