Officer Calling: Prospecting, Preparing & Presentation

Business Development is a vital part of the lending process for anyone responsible for developing good business for their financial institution. Understanding how to build and retain a profitable customer base is essential for successful bankers and financial institutions that want increased business. Successful business development allows your financial institution to shape its loan and deposit portfolios to reflect the types of credit risks your organization is willing to take and the customer profile desired.

Build skills for effective customer sales and results. Although many bankers resist selling, you'll gain understanding that your financial institution's products and services will "help" your customers and prospects become better money managers, save money or make money.

Learn how to make quality prospect and customer contacts, rather than just meeting a calling quota. Get practical ideas for enhancing your calling process by focusing on every aspect from preparing for your call to handling objections, to closing the sale and retaining your customer.

Covered Topics:

  • Preparing for Your Call
  • Developing Effective Listening Skills
  • Understanding Your Customers and Market
  • Avoiding the Top Ten Sales Mistakes
  • Developing Effective Closing Techniques
  • Establishing Strategies and Techniques to Retain Customers

Who Should Attend?

Anyone responsible for developing business for your financial institution including Commercial Loan Officers, Consumer Loan Officers, Branch Managers, Assistant Branch Managers, and Senior Loan Officers.


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   OnDemand Recording - $295   
   CD-ROM - $345