Hoosier Banker 55 What happens if you don’t fix this? How much is it costing you? Is that a problem? Do you want to fix it? Recruit advocates Understand that business owners want to meet professionals through introductions, not cold calls, so always ask for introductions as your first prospecting strategy. Ask your best client advocates the simple question, “If you were doing what I do, who would you talk to?” Then ask them if they would be willing to make a call on your behalf. We all know that prospecting is essential to finding and building relationships. And you know you can’t consistently grow your business unless you consistently prospect. You can’t count on market conditions or new products or low rates to create opportunities. You must find prospects that fit your profile, call them, and see if they qualify to do business with you. So ask yourself which of the above might help you most today. Implement this change for the next 30 days, until it comes naturally. Commit yourself to changing one prospecting behavior or business practice that will dramatically impact your business. HB Michael E. Schrage, CEO and chairman of the board at Centier Bank, Merrillville, has completed 50 years of service with the bank. He is the fourth generation of his family to own and operate the bank, which celebrated its 125th anniversary in 2020. Schrage first joined the bank, originally called Bank of Whiting, in 1972, and was elected chairman in 1982. He was named a Sagamore of the Wabash in 1995 and is a member of the Indiana Bankers Association 40 Year Club. Schrage has volunteered with numerous organizations including the Northwest Indiana Symphony, St. Jude House, American Red Cross, American Heart Association, YMCA and the Calumet Council Boy Scouts. Deborah Moyars, vice president at The Farmers & Merchants Bank, Boswell, has completed 30 years of service with the bank. Her time was split between two stints – first from 1983 to 1989, then again from 1998 to today. Moyars has previously served as a cashier, Bank Secrecy Act officer and security officer. HB FARMERS & MERCHANTS STATE BANK Member FDIC NMLS# 407535 FOR ALL YOUR UNIQUE BANKING NEEDS, F&M HAS YOU COVERED. Since 1897. 800.451.7843 | fm.bank Congratulations IBA on 125 years! We’re proud to be a part of your community! ANNIVERSARY MILESTONES Saluting 20+ years of banking service
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