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:
Industry Spotlight: Calling on Law Offices
Why Private Bankers & FAs Need a “Wealth” of Industry Knowledge
Become Your Clients’ “Mini-Economist” in 5 Minutes
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.
Beyond the Lead: Why You Must Nurture Your Existing Customers
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.
5 Reasons Every Business Banker Should Have Industry Niches
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 Small Business Banking Conference Strikes a Chord in Nashville
Missed the 17th Annual Small Business Banking Conference in Nashville and felt out of tune ever since? Well, don’t fret!