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TRANSCRIPT
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7 Habits of Successful Bankers
Profiling Calling Positioning Selecting Qualifying Closing Tracking
To Change RESULTS You
MUST Change HOW You
Think and What You DO
7 Habits ©ACTGLLC 2010 2
Your Company is
Perfectly Built for Your
Current Results
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Seeing everyone who will see you.
Seeing everyone who will see you.
Seeing everyone who will see you.
7 Habits ©ACTGLLC 2010
Habit #1: Profiling: Have an ideal prospect profile
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Prospecting isThe “A” Priority
7 Habits ©ACTGLLC 2010
Habit #2: Calling
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Have a Unique Approach
7 Habits ©ACTGLLC 2010
Habit #3: Positioning themselves apart from others
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The quality of the Phone Call
determines the quality of the
Meeting
7 Habits ©ACTGLLC 2010
Habit #4: Selecting quality appointments
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7 Habits ©ACTGLLC 2010
Drill Down
Tell me more about…How long has this been a problem?
What have you done to fix it?When you spoke with your current provider …orWhat has your current vendor done to make this
problem go away?What happens if you don’t fix it?
Is that a problem?Do you want to fix it?
But not today?
Habit #5: Qualifying by uncovering ‘SMA’
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Ask for the business
7 Habits ©ACTGLLC 2010
Habit #6: Closing
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Always Track Your Activity
7 Habits ©ACTGLLC 2010
Habit #7: Having a plan, tracking the plan
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7 Habits of Successful Bankers
1. An ideal prospect profile is:
2. Our success formula requires ______ calls
3. Our unique selling approach is:
4. A quality appointment is:
5. Drill down means uncovering:
6. Getting a decision means:
7. Tracking activity is important because:
7 Habits ©ACTGLLC 2010 10
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Thank You!
www.anthonycoletraining.com877-635-5731
Kyle [email protected]
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Upcoming Webinars
October 20th – Ten Simple Rules for Tellers to Save You Thousands
October 21st – FFIEC Guidance on Employees’ Use of Social Media
October 21st – Commercial Loan Applications – What Can Go Wrong?
October 22nd – IRAs: Beyond the Basics
October 27th – 25 Lessons Learned from Nationwide Safe Deposit Litigation
October 28th – Mortgage Servicing Compliance: Meeting Extensive New Regulatory Expectations
October 29th – IRAs: Way Beyond the Basics – Beneficiaries and Distributions
November 2nd – Branch Transformation Series – Part I
November 2nd – Branch Transformation Series – 3 Part Webinar
November 4th – Robbery Procedures, Counterfeit and Fraudulent Items