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Latest Posts

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.

Industry Expertise & Why You Had Me at “Corrugated Products”

Posted February 09, 2017 by Kevin McNamara

I’m sure you recall the famous line from the 1996 movie Jerry Maguire, “You had me at ‘hello,’’’ muttered by Jerry’s wife, Dorothy, during a passionate discussion. I must admit that, as a business owner, I felt a lot like that when my banker asked me about corrugated box prices during a meeting. He wasn’t an “industry expert,” but he...

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.

So you wanna grow loans? Then do the work!

Posted September 08, 2016 by Kevin McNamara

The bank's vaults are open for any and everyone. Money is there for the taking; all you have to do is ask!!!

Sounds a bit on the crazy side that banks will loan money to anybody, doesn't it? But how could the educated economist or banker, for that matter, say anything different when many banks are reporting double-digit loan growth...

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...