banner-blog.jpg

Latest Posts

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.

Developing a Contact Strategy That Wins Over Business Owners

Posted June 01, 2017 by Nicolle Bouffard

Having been a banker for 13 years and a relationship manager for five, I found that my sales process revolved around three basic groups: the business I had (my clients), the business I wanted (my prospects), and the people who championed my cause (my centers of influence). And a critical component of my sales process was a successful...

Vertical IQ is the Busy Branch Manager’s Life-Line

Posted May 18, 2017 by Courtney Farfour

In March 2005, I was promoted to the branch manager position for one of the local branches of the bank for which I worked. Having managed a different department for the bank, I was excited about the new challenge. But, being tasked with both management and sales of the branch was going to require a different skill-set. I was ready. I...

Cashing In: Consider These Niches for Growing Deposits

Posted May 04, 2017 by Bill Walker

Driving home from work recently, I saw a new “For Sale” sign in the yard of a house in our neighborhood. The home is tidy and well-maintained, but it isn’t necessarily someplace that would grab your attention while driving down the road. Then I noticed a smaller placard affixed to the “For Sale” sign, which read, “I’m Gorgeous...

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...

What’s the Big Deal About Dental Practices?

Posted March 23, 2017 by Drake Branson

Dental practices and other privately-owned medical practices have long been attractive to banks for both financing and deposit products. Big picture, while dental practices need financing for initial capital expenditures and ongoing updates, and have operating costs that can reach 75 percent, they also have extremely low failure...

Putting the “Relationship” Back into Relationship Banking

Posted March 09, 2017 by Kevin McNamara

The Wells Fargo fiasco has put the words “sales” and “banking” together like oil and water– bankers now are scared to even imply that they are salespeople or selling something. After all, when one of the largest banking institutions in the world opens millions of bogus accounts unbeknownst to their customers so that people could make...

Beyond the Lead: Why You Must Nurture Your Existing Customers

Posted February 24, 2017 by Courtney Farfour

During my 13 years in the business banking world, I came to realize that almost all bankers want to think they know their customers. Several years ago, my manager shared a story about a time he “knew” his business banking customer…or so he thought.

WhitePaper-Sidebar-1.png

Subscribe to Our Blog

Recent Posts