Fast, Focused, & On Fire!
As competition grows fiercer both from banks and non-bank competitors, and margin pressure negatively impacts the bottom line, yesterday’s sales strategies certainly won’t give you a competitive advantage or improve profits. In 2020, you need fresh ideas, new approaches, and strategies to compete and win quality business in today’s
By participating in our Kick Off 2020 Fast, Focused, & On Fire Conference
you’ll leverage two pre
-conference assignments to develop and hone several strategic areas associated with finding and closing quality new business
, battling margin pressure
, and generating more business from existing customers
. You’ll hone your management and leadership skills enabling you to better develop and coach your lending teams
. This conference is designed for and will benefit: Presidents, directors, sales managers, lenders (junior and senior), relationship managers, calling officers, business development officers and branch managers. Please bring your laptop to the conference.
Day One Focus: Pursuing Quality New Customers
Morning Focus: Developing a 2020 Optimal year of business blueprint
Throughout the morning you’ll be facilitated through an innovative and unique process designed to create a marketing plan for 2020, called “An Optimal Year of Business Blueprint.” You’ll develop a very clear understanding of the activities necessary to not just meet your 2020 sales goals but to exceed
Afternoon Focus: Generating quality new business opportunities
Discover how to hone your existing business development strategies and develop several new strategies for generating quality warm introductions. In addition, you’ll build a follow-up methodology to stay top of mind with prospects and customers while ensuring quality sales opportunities no longer “fall through the cracks.”
Day Two Focus: Generating More Business From Existing Customers
Morning Focus: Proven strategies for combating margin pressure
While margin pressure is real, it’s also created when bankers sound and sell alike. Did you know that 74% of bankers make the same, identical claims as the competition on sales calls? Learn how to strategically differentiate yourself and how to develop value-added strategies proven to help showcase the value you and your bank offer as a means of closing business with better margins.
Afternoon Focus: Deepening existing customer relationships
During this portion, you’ll continue to learn how to execute a consultative sales process and will be provided with an extensive library of questions proven to expand and deepen relationships with existing customers.
90-Day Action Plan
Bonus! You’ll receive a “roadmap” and action plan that’ll help you stay focused as you put these new ideas and strategies into practice. Working closely with your team, you’ll feel a meaningful lift in efficiency, effectiveness and most importantly, production.
Follow-Up Coaching Sessions
Because a training “event” alone doesn’t change behaviors, you’ll participate in two
follow-up, 60-minute, webinar-based coaching sessions with Ray Adler designed to reinforce new behaviors.
ABOUT YOUR SALES CONFERENCE LEADER
- Coaching Session #1: 9AM Friday, March 6
- Coaching Session #2: 9AM Friday, March 20
is nationally recognized as one of the foremost authorities on sales culture evolution, leadership, and sales development in financial institutions. He is the CEO and President of San Diego-based BTI Growth Advisors, a management consulting firm that has been producing tangible improvements in financial institutions around the country for 19 years. Ray helps identify and implement the right strategic changes needed to take you and your institution’s sales efforts to the next level. Ray’s guidance is comprehensive and includes targeting and creating quality new commercial relationships, deepening existing relationships, and much more.
WHAT YOU NEED TO KNOW
Federal Reserve Bank of Kansas City, Denver Branch, 1020 16th
Street, Denver, CO.
There are numerous hotels in the downtown Denver area. The closest hotel to the Federal Reserve is Courtyard by Marriott, 934 16th
Street Mall, 303-571-1114. IBC has not
reserved a block of rooms for this conference.
– register on or before December 31 and $ave $75!
IBC Education Program Members $429*
Each additional registrant from same organization $379
IBC Members $479*
Each additional registrant from same organization $429
IBC Non-Member $599*
Each additional registrant from same organization $549
When registering online IBC NextGen members use promo code FFF2020NG and IBC Education Program members use promo code FFF2020EM.
* Significant discount for five or more participants. Call Maelynn, 303.832.2000, to discuss.