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Bobby Martin

Recent Posts

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...

What I Learned at The Barlow Research Conference

Posted July 06, 2017 by Bobby Martin

Why Keeping Up with Your Banking Competition Keeps Getting Tougher

I love the annual Barlow Research Conference because the content is based upon thoughtful research. This year’s event in Chicago was no exception. Entitled “The Next Big Thing,” the forum speakers emphasized the rapidly changing banking environment. Banks better keep...

Become Your Clients’ “Mini-Economist” in 5 Minutes

Posted June 15, 2017 by Bobby Martin

When I was a banker calling on businesses, company owners frequently would ask me, "What's going on with the economy? Is it growing? Should I be worried? What are you hearing out there?" It struck me that they were looking to me, their banker, to be a “mini-economist” of sorts.

How to Call on Growth Companies

Posted April 21, 2017 by Bobby Martin

In our last blog post, 8 Reasons Why Bankers Should Call on More Growth Companies, I made the case for why bankers should be calling on more startups. While banks have traditionally been somewhat wary of these fast-growth, new idea-type companies, believing that they were too risky, I contend that there are numerous advantages to...

8 Reasons Why Bankers Should Call on More Growth Companies

Posted April 06, 2017 by Bobby Martin

Startups. They’re all the rage lately, aren’t they? Incubators and accelerators are springing up all over the country, and the startups and growth companies they foster make up an exploding part of our economy. In fact, according to research by the Kauffman Foundation, startups account for up to 50 percent of the new jobs being...

5 Reasons Every Business Banker Should Have Industry Niches

Posted January 26, 2017 by Bobby Martin

Knowing a little bit about a lot of things increases your odds of winning at Trivia Night, but if you are a business banker, being a generalist does very little to win over new client relationships.

The Secret to Small Business Banking Client Loyalty

Posted June 07, 2016 by Bobby Martin

I was recently at my son's soccer game when I struck up a fascinating conversation with another dad. I'd never met the guy, but we started chatting, and though I did not mention what I do for a living, he shared that he owns several hotels. I began inquiring about his career–asking him questions like, "How do you survive the...