The Community Banker 23 Closing SBA loans keeps doors open. Call 800.340.7304 to start www.holtandmon.com Your customers have never needed capital more than they do right now. Plus you need to offset narrowing margins by increasing noninterest fee income. SBA/USDA lending is the perfect answer. And ICBA recommends just one provider to make the process hassle-free: Holtmeyer & Monson. Give customers exactly what they need, at no net cost to your bank. Small businesses count on your expertise. You can count on ours. that solve their problems. The interest rate is seldom a consideration because the decision to use a bank’s services is based on a solution surrounded by improvement to the client’s situation. DEFINING THE PROBLEM We believe most business development efforts that falter are because the wrong person was called on and/or the wrong message was delivered. Somehow the idea has invaded the land that growing a bank’s business is a game of luck. Some reps are lucky and get the business, and others are not. Regardless of the type of business development reps who may dominate your organization, underneath it all, is the concept of delivering the right message to the right person. NAVIGATING A NEW DIRECTION IN BUSINESS DEVELOPMENT Delivering the right message to the right person, if it is to drive success and grow your bank’s business, must be part of a consistent, repeatable business development process, and business development skills are the key. Reps must be equipped with the necessary skills to identify problems and provide a banking solution to improve a client’s situation or be in an interest rate battle with the loser winning the contract. To improve this situation, a bank should look at the two factors that control the results you will derive from your business development efforts. On the skills side, you must identify and improve the factors that govern the message your reps deliver. On the process side, you must examine and repair the activities that govern who your reps call upon to deliver their message. When you examine both of these factors, on the one hand, reps get agreements quicker and with a higher spread because they are improving their client’s situation. On the other hand, they make fewer wasted client calls because they call on the right person, which inevitably increases the productivity of your business development efforts. By implementing this approach, you will find that each of your reps is eminently more productive, the profitability of your business development efforts has gone up, the number and size of your accounts have increased, and you will be able to beat your competition consistently and predictably. The value of this business development approach will be measured by how quickly you get extraordinary results from ordinary people. To contact Joe Chimera, call him directly at 623-236-2511 or at the office, 858-205-0088.
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