Bank Training International helps boost sales and differentiate your bank.

In-Office Presentations

Wondering what to do for your upcoming Officer’s Conference that’s a little different or unique? Tired of hearing the same types of presentations about “last year’s results” and “where the bank is headed?” While these are certainly important topics worthy of hearing at your Annual Officers Meeting or Board of Director’s Retreat, bringing in an “outsider” capable of delivering valuable, relevant information in a spirited, thought-provoking manner will certainly enhance the value and enjoyment of your Annual Conference or Board Retreat.
Please review the current selection of quality Bank Training International, Inc. presentations ideally designed for a bank’s Annual Offer’s Meeting or Board of Director’s Retreat.

Presentation #1: Selling Your Way

The term “sales culture” means different things to different bankers. Regardless whether you embrace the term, shun the term or are somewhere in between on what a sales culture really is, the fact is every bank sells it’s’ products and services! And clearly, some do it better than others.

The good news is there is not only one “model” of sales culture. Just as varied as the customer segments you serve, sales cultures can be created to reflect the values and vision of a bank’s founders and leaders. In addition, a sales culture can be tailored to the products and services offered by your bank, the market segments served by your bank and the performance management processes and incentive compensation programs utilized.

This presentation identifies some of the key strategic and employee-related elements that comprise a bank’s culture and discusses how to slowly and continuously move your culture in a direction where “sales” and “selling” are viewed as a natural extension and upgrading of your bank’s philosophy on customer service.

Target Audience: CEO, President, Board Members, Lenders and Branch Managers

Presentation #2: Culture, Competencies, Coaching & Communication - Four Critical Areas That Require Leadership In Your Bank

For banks in many parts of the country, business has been very good the past four or five years. And while competition is fierce, demand has been relatively consistent. As a result, growth and profits have been fairly easy to come by. However, with a definite softening in the market, growth and profits won’t be as easily attained as in years past.

The banks that will continue to be successful will be those in part who do not rest on the successes of yesterday and who meet today’s challenge with a commitment to organizational progress. In today’s market conditions, leadership is more critical than ever. These presentations makes a strong argument for senior management’s need to “step-up” and exert more leadership in four highly influential areas all of which have a substantial impact on employee productivity, customer profitability and bank performance.

This presentation provides research backed data that substantiates the impact a strong, vibrant corporate culture has on corporate performance and shareholder value. More specifically, where does senior management need to exert leadership with respect to more clearly defining their bank’s culture? Additional discussions will focus on how to improve your hiring and employee development efforts through developing competency models and coaching. Lastly, given the multi-cultural nature of today’s bank workplaces, the need to improve communication skills at every position in the bank is more prevalent that ever.

Target Audience: CEO, President, Board Members, Senior Management

Presentation #3: Cultural Capital – The New Frontier Of Competitive Advantage

Can the way a bank manages its employees significantly affect its financial performance? The answer is yes! The link between employee productivity, bank performance and increased shareholder value is indisputable! The state of the economy is largely uncertain, and many of the factors that influence bank performance are beyond the control of management. One factor that is within management’s control and that has a significant influence on profits and shareholder value is your bank’s human capital - your employees. This research-based presentation presents case studies and solid recommendations on management practices proven to improve bank performance.

Target Audience: Senior Management, Mid Managers, Bank Boards

Presentation #4: Differentiating Yourself In Today’s Crowded Bank Marketplace

With over 9,000 banks in existence in this country today, banking has become a commodity industry. A fact confirmed when you visit the homepage of most bank websites. They all sound alike. The very phases designed to differentiate them from the competition; “we provide personalize customer service” and “we offer competitive rates” unfortunately create the perception that there is no differentiation between “Bank A” and “Bank B.” This presentation looks at how differentiation is achieved at two important levels within your bank: the Board and Senior Management level, as well as the in-the-trenches level with your Lenders and Branch Managers. If standing out from the competition is a priority issue for your bank, don’t miss this very important presentation!

Target Audience: Senior Management, Mid Managers, Bank Boards

Presentation #5: Referral Marketing Strategies For Today’s Competitive Marketplace

Most bankers receive referrals passively. When you consider that each of the people you know has on average 250 contacts in their network, you can see just how many referrals you are not receiving. Everyone knows that the best source of new business comes from your existing clients and professional colleagues. This information packed presentation offers practical, proven and easy-to-implement methods and strategies for measurably increasing the number of referrals you regularly obtain. If working smarter, rather than harder is of interest to you, don’t miss this exciting presentation!

Target Audience: CEO, President and Lending or Retail Banking Managers.

Presentation #6: Business Development Strategies For Community Bank Boards

Most Bank CEO’s and Presidents carefully select their Board Directors for the attributes they possess - experience, financial resources and contacts. Yet, once on the Board, many Directors seem timid about contacting their friends and business associates to introduce them to their respective bank or to ask for referrals. This presentation is designed specifically to provide Bank CEO’s, Presidents and their Directors with insights, tools and strategies to develop those profitable, high-end key relationships for their banks.

Target Audience: CEO, President, Board Members

Presentation #7:Achieving Higher Margins Today’s Rate Sensitive Marketplace

Less than 20% of Lenders and Branch Managers have ever had any formal negotiation training. The result…banks are losing interest and fee income, pure and simple. In today's highly competitive, rate sensitive environment, is it possible to improve your interest and fee margins? The answer is unequivocally yes, regardless of how competitive your market is! However, to accomplish this, your lenders and branch managers will have to think and behave differently while doing a better job selling the value a customer receives when doing business with your bank. In this presentation, Ray Adler shares important, research-based findings and proven strategies that will improve the way your bankers negotiate with your customers. More specifically, he will discuss:

  • The Five Key Traits Of Top Negotiators
  • How To Achieve Higher Margins And Raise Customer Satisfaction
  • The Importance Of Developing A Concession Strategy
  • The Impact Emotion, Fear And Past Results Play In Negotiations

Assist your Lenders and Branch Managers to be more confident throughout the negotiations process and to stop making concessions that aren’t valued by the customer.

Target Audience: CEO, President and Lending or Retail Banking Managers.

Presentation #8: Cracking The Employee Code – Trends and Strategies For Today’s Competitive Marketplace

With over 32 different trends currently affecting business, today’s workplace trends are very complex and almost overwhelming. This presentation looks at the impact technology, an aging workforce, labor shortages, a global economy and rising health care costs are having on companies as well as addressing the strategies being used navigate these trends.More specifically, the objectives of this presentation are to:

  1. To review the economic trends having a major impact on today’s workplace
  2. To better understand the actions companies are taking in response to current employment trends
  3. To gain numerous recommendations on how to improve employee productivity as well as your bank’s recruiting activities.

Target Audience: CEO’s, Presidents, Board Members, and Senior Vice Presidents