Officer Calling: Prospecting, Preparing, & Presentation

Business Development is a vital part of the lending process for Loan Officers, Relationship Managers, Branch Managers, Customer Service Representatives and anyone who has the responsibility of developing good business for their financial institutions.

Understanding how to build and retain a profitable customer base is essential for the successful banker and for financial institutions that want increased business. Successful business development will allow financial institutions to shape their loan and deposit portfolios to reflect the types of credit risks the financial institution is willing to take and the customer profile the financial institution desires.

This course is designed to assist bankers in building skills for effective customer sales and results. Although selling is something many bankers resist, this course will help the participant to understand that financial institutions’ products and services will “help” their customers and prospects to become better money managers, to save money or to make money. It emphasizes how to make quality prospect and customer contacts and not just on meeting a calling quota. The course provides practical ideas on enhancing the calling process by focusing on every aspect of the process from preparing for the call to handling objections to closing the sale and retaining the customer.


  • Preparing for the 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


Anyone who has the responsibility of developing business for their financial institution including, but not limited to Commercial Loan Officers, Consumer Loan Officers, Branch Managers, Assistant Branch Managers, and Senior Loan Officers.


Jeffery W. Johnson started his career with SunTrust Bank in Atlanta as a Management Trainee and progressed to Vice President and Senior Lender of SouthTrust Bank and Senior Vice President and Commercial Banking Division Manager for Citizens Trust Bank of Atlanta.

Most of his career has been spent in Credit Administration, Lending, Business Development, Loan Review, Management and Training & Development. He has managed loan portfolios representing a cross section of loan types including: Large Corporate, High Net Worth Individual, Middle Market Companies, Small Business, Real Estate and Non-Profit Organizations.

Mr. Johnson is now a training professional in the financial industry by leading various seminars covering important topics relating to issues in financial institutions. He teaches actively for fifteen state banking associations in the United States, Risk Management Association (RMA) and individual financial institutions nationwide. He co-authored a training course entitled “Lending to Service and Other Professional Organizations” for RMA in 2001.

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.