Building Your Business

Internal Strategy1. teller line2. problem resolution 3. existing clients4. cold calls External Strategy1. COI’s 2. networking groups3. cold calls

It’s All About The Mix

Get specific about the industry you are targeting.

What Business Owners Want1. decision maker2. someone who understands their business

YOU are the expert - but how?

Who’s Your Target

First Research 1. Business Forecast2. Business Challenges3. Critical Issues

Clients Website1. mission statement2. what sets them apart3. testimonials4. philanthropy

Becoming The Expert

Oh yes.. it’s an interview and time to prove yourself.

What do Business Owners want?1. to deal with the ____2. to speak with someone who ____

It’s all about them1. lead the conversation2. find ways to show you’ve done your research3. ask open ended questions4. find common ground

The Interview

To sell a product? NO!

The goal is to:

1. learn how they are managing their money day to day2. what lending needs they may have now or in the future3. how they are protecting their money4. plans for the future

OK, now that you have this information what do you do with it?

The Goal

The “thank you” is imperative. E-mail is best unless you have someone opposed to technology. In either case:

1. thank for time2. bring up something you discussed/learned3. touch on common ground4. identify need5. set the expectation

Follow Up

There will be a follow up.

You will become their Banker.

They will be doing business with you.

To get started you need:1. another appointment to dive deeper2. talk to all decision makers3. statements4. etc...

The Expectation

Teach! Your! Staff!

It’s not a secret!

It’s not what you say it’s how you say it! Enthusiasm! Confidence!

Be BOLD!

Follow Up! Follow Up! Follow Up!

Tips

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Questions