Outside Calling School


Outside Calling School
2-Lesson Spring Series

The 2-lesson Outside Calling School will deliver the most up-to-date selling techniques to help you and your company deliver loan and deposit results. You will go through the selling process to identify how to gain the trust of your client, gain a larger share of wallet, and sell what your client truly needs. We will also address how to effectively manage the pricing discussion, how to overcome objections, and how research and profiling the client/ prospect will improve targeting, prospecting and presentations.

The school will focus on three main areas:

  1. Outside Calling
  2. Negotiation Skills and Selling at Higher Margins
  3. Researching and Profiling Your Clients and Prospects

Register Here for the Two-Part Spring Series

Session 1: Wednesday, February 7
9:00 am – 12:00 pm Pacific Time

Session 2: Wednesday, February 21
9:00 am – 12:00 pm Pacific Time

For more information, please browse through the tabs below.



  • Calling successes & challenges
  • STEP 1: Pre-Call Planning
    • Getting out of the office both virtually and in person
    • Call planning on top clients & prospects
    • Gaining the virtual or in person appointment
    • The initial meeting
    • More, Better, Different, Less Clinic
    • Do we use technology or meet in person?
    • Plan what to bring on the call
    • Plan bridging and introductory comments
  • STEP 2: The Virtual or In-Person Encounter
    • Get them talking!
    • Listening and communicating how you can help
    • Making a recommendation and asking for the business
    • Earning referrals
  • STEP 3: Post Call Follow Up
    • Expanding your notes to capture the call
    • Calendaring follow up activities
    • Drafting a thank you note
    • Assessing the call
    • Compete on anything other than price
    • The value proposition?
  • Premium pricing
  • Negotiating techniques
  • War Games – Handling objections
  • Draft an Action Plan for skills transfer


Pricing For Price
CBA Bank Member
Bank Non-Member

$500 for full 2-Part Series

Both sessions are three hours long and run from 9:00 am to 12:00 pm Pacific Time.

Register Here for full Two-Part Spring Series

Session 1: Wednesday, February 7
9:00 am – 12:00 pm Pacific Time

Session 2: Wednesday, February 21
9:00 am – 12:00 pm Pacific Time



Any professional who has client contact would benefit from this seminar. This includes the branch staff, commercial and consumer lending staff, trust and investment staff, and the mortgage staff.


Jennie Sobecki
Owner & CEO
Focused Results

Jennie Sobecki is the owner and CEO of Focused Results, a sales and marketing strategy, consulting, and training firm concentrating on on purposeful process consulting and training experience in community banks and other financial institutions.

Jennie is a graduate of Indiana University and has a certificate in consulting services from Ball State University. Prior to joining Focused Results, Jennie was Director of Sales and Marketing for a $3 billion bank holding company, Sales Manager for a high-performing mid-level Indianapolis bank, and Director of Corporate Training for a large Midwest insurance company.

Training Partner

Focused Results

California Bankers Association is partnering with Focused Results to bring you this exciting training opportunity. Focused Results is a national sales and service training company for banks and credit unions, delivering its programs virtually for clients and state associations in 22 states across the US.