Financial Services, Speaker and Coach

Yesterday I had conversations with two of my [tag]bank advisor[/tag] [tag]sales coaching[/tag] clients.  The first conversation was with an advisor who came to me as part of a corporate sales coaching agreement.  Take a look at the excuses he made in only one hour:

  • Our customer base has no money
  • (My former bank) is better / has wealthier, older clients – has fantastic relationships.
  • (Present Bank) is different
  • Branch managers are order takers / sell the product of the month / have poor product knowledge
  • Branch managers don’t market
  • Branches don’t have many commercial customers
  • Branch managers turn over every six months
  • Does not see any business potential coming from the branch managers or loan officers
  • Has to get loan officer approval to call on their clients
  • Tellers provide referrals but he gets “none, nada…they don’t have the relationship”

In case you wondered, he has very poor production.

Later in the day, I spoke with another advisor who could see nothing but opportunity.  He earns a great income, but still wants to grow his business.  He views his relationship with his banking colleagues as a partnership, and looks for ways to help them grow their business.  In addition to reviewing his marketing plan, he wants me to help him improve his fundamental sales skills.

This advisor sells six times more than the previous advisor.

What comes first – the attitude or the production?  Consider your attitude toward all aspects of your business.  Examine how you can improve, and make plans to pursue that improvement.  Your basic beliefs about your opportunity always translate into tangible results.  Ask yourself if your attitude empowers or hinders you.  Guard your attitude with your life, and constantly look for ways to improve – and you will!

Good selling!