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Industry Spotlight: Physician Practices

Posted December 07, 2017 by Vertical IQ

As cold and flu season kicks into high gear around the holidays, a lot of folks find themselves in doctors’ offices. But perhaps you should consider making an appointment to call on these practices to win their banking business! With over 210,000 physician practices operating in the U.S., this may be a “healthy” niche industry for you...

Industry Spotlight: Machine Shops

Posted November 17, 2017 by Vertical IQ

Look around your office: Every chair, lamp, pen, and coffee mug likely was made using machines. There are around 18,600 machine shops in the U.S. that process various materials from metal to plastic to composites, or that produce custom parts. Some of these companies specialize in a particular process—such as lathing—or in a specific...

Industry Spotlight: Breweries

Posted November 02, 2017 by Vertical IQ

Are you a beer aficionado? There’s no doubt that people in the U.S. enjoy knocking back a good brewski with their friends…just watch the ads during any sporting event! But while beer remains the most popular alcoholic drink in the country—accounting for about half of all alcohol sales—it is facing “stiff” competition from wine and...

A 5-Minute Summary of The ABA Bank Marketing Conference

Posted October 19, 2017 by Vertical IQ

The annual ABA Bank Marketing Conference was held in New Orleans on Sept. 24–26 this year, and members of the Vertical IQ team were excited to attend. This event’s agenda is always packed with fantastic speakers, so we thought we’d share our notes on a few of our favorite sessions in case you were unable to attend.

Finding Opportunity in Small Business Transitions

Posted October 05, 2017 by Bill Walker

As the Baby Boomers reach retirement age, you can expect to see more ownership transitions for small businesses. According to the latest data from Barlow Research, 57 percent of small business owners are currently 60 years or older, a dramatic increase from 38 percent in 2008. 

Want Higher Customer Satisfaction AND Growth of your Portfolio? Download Our New White Paper

Posted September 21, 2017 by Vertical IQ

It’s pretty conclusive: The generalist sales model may still reign supreme for today’s business bankers, but your customers want more. They’re growing weary of this tired sales model that merely pushes product, place, and presumed or past relationships while ignoring the unique challenges that face their respective industries.

A More Tailored Sales Approach for the Seasoned Banker

Posted September 11, 2017 by Kevin McNamara

You’ve been a banker for years, working your way up in the ranks and gaining valuable experience along the way. Your knowledge about the banking products and services you offer is unmatched. You know your customers’ kids’ names and maybe even their golf handicap. There’s no doubt about it: You’re a true asset to your bank and to your...

Identifying Your Next Industry Niche? Go Where the Profits Are

Posted August 17, 2017 by Bobby Martin

In my January blog “5 Reasons Every Business Banker Should Have Industry Niches,” I noted that successful bankers should study up and figure out the industries on which to focus. One factor you should consider is industry profitability. Generally speaking, profitable companies accumulate lots of assets and can therefore afford to pay...

Industry Spotlight: Calling on Law Offices

Posted August 03, 2017 by Susan Bell

When I was a private banker in the late ‘90s in Wilmington, North Carolina, I found a successful niche prospecting law firms. There were a couple of things I learned first-hand about attorneys that I believe contributed to my success:

Why Private Bankers & FAs Need a “Wealth” of Industry Knowledge

Posted July 20, 2017 by Chris Suggs
As a private banker, you are tasked with understanding the “big picture” of your clients’ finances–everything from their checking account to their invested assets. And as more and more banks bring financial planning services in-house, odds are, it’s more important than ever to your own financial goals to have an understanding of how...

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