Business Development Strategies for Lenders

This webinar teaches those charged with business development responsibilities the primary skills, thought processes and behaviors necessary to expand relationships and client acquisition.

Business development isn’t about luck or magic. It’s not about being pushy. It’s about following a process, it’s about having a plan, and becoming deliberate and on purpose when it comes to exploring and acquiring new business.

Lenders are expected to seek out new business as well as retain and expand existing business.


Eleven Steps to Elevate Your Effectiveness:

  1. Know and Exceed What is Expected
  2. Manage the Impression
  3. Overcome Obstacles
  4. Sharpen Product Knowledge
  5. Identify Targets
  6. Set Goals
  7. Build Your Plan
  8. Execute Your Plan
  9. Use Best Practices for Effective Calls
  10. Document Your Effort and Your Results
  11. Follow Up; Follow Through

The lender is obligated to represent the brand of the company, develop a tactic for knowing products and services, setting goals, building a sales performance plan that is well-managed, executed and adjusted in order to obtain the desired results.


Loan Officers and those responsible for sales training and leading the Lending and Business Development programs.


Honey Shelton brings the best of both worlds to her speaking and training engagements. She has 25 years of experience as a training and quality improvement consultant for banks and banking associations across the country. Her banking background includes spending three years as Executive Vice President/Chief Retail Banking Officer with First Victoria National Bank.

Nationally recognized as an outstanding speaker, over a half million bankers have participated in programs Honey has presented. Her depth of knowledge, enthusiasm, and compelling personality has left her lasting mark on InterAction Training, the firm she founded in 1983.

As a graduate of the School of Bank Marketing from the University of Colorado, she realizes the value of quality education. Honey invests time as a faculty member for banking schools around the country. She is a repeat presenter for most of the state banking associations.

Credit Information

Institute of Certified Bankers: Visit http://www.icbmembers.org/login.aspx for instructions regarding self-reporting. Estimated credits: 2.5 CE Credits.


Either Live or 6-Month On-Demand Webinar: $255

Both Live and 6-Month On-Demand Webinar: $355


Online: Click here.

Phone: Call Total Training Solutions at (800) 831-0678

Register online up to day of event. Earlier registration allows time to check your computer for an optimal experience.