You can find countless articles and insight into the 80/20 rule where 80% of your business comes from 20% of your customers. Or 80% of your organization’s production comes from 20% of your employees. If you run the numbers, the
Read more →We hear stories every week of sales occurring after multiple contacts by the employee. Sales occurring 2 weeks to 2 years and longer after the initial contact. We also see countless contacts made with no follow up and those same
Read more →Like it or not, we live in an age where the entitlement mentality is rampant. Many people have a sense that they are “owed” something for just being. We won’t get political and discuss the entitlement culture in government but
Read more →Take 2 minutes to listen to one of our favorite authors, Jim Collins, explain what he means by “Good is the Enemy of Great” (audio link below). I think we just lost half our readers! They’re too busy to continue…
Read more →Here’s another great article on the value of the relationship. Community bankers really need to get this. Here are a few of our favorite points in the article… Cultivate an over the top customer service culture. In our words… a
Read more →If you want to grow your business you need to grow your relationships. Your relationships are the foundation. The larger the foundation, the greater your capacity for growth becomes. So what’s the best way to build these relationships? Here are
Read more →I had breakfast this past weekend at a place called Hub City Diner. I always enjoy eating there because the food’s great and the service is remarkable. Right when you enter you’re greeted by a few different employees, all with
Read more →Ask your customers this question. What do you like most about your other banking relationships? It’s safe to make the assumption that your customers are doing business with other banks. Then listen. If you’re customer says you are the only
Read more →“How did you hear about us?” That’s it. That’s the question. Every employee that opens accounts at your bank should be asking this question of all new customers. If an existing customer is opening a new account, the employee should
Read more →> Still refuse to use a cell phone? This “email” stuff is a fad, I’m sticking with the fax machine! Still playing 8-track tapes instead of mp3’s? Wi-Fi and High-Def… what’s that? If my customers want it they’ll ask for
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