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.
- 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
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.
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.
Mr. Johnson earned a B.A. Degree in Accounting from Morehouse College in Atlanta; a MBA in Finance from John Carroll University in University Heights, Ohio; Banking diploma from Prochnow School of Banking at the University of Wisconsin and a Graduate Certificate in Bank Management from the Wharton School of Business at the University of Pennsylvania.
Institute of Certified Bankers: Visit http://www.icbmembers.org/login.aspx for instructions regarding self-reporting. Estimated credits: 2.5 CE Credits
- Live Webinar which includes 7 Day On-Demand - $265
- Six Month On-Demand – $295
- Live plus Six Month On-Demand – $365
- CD-ROM (Includes Six Month On-Demand) – $325
- Premier (Includes all options) – $395
- Additional Locations – $75
Online: Click here.
Phone: Call Total Training Solutions at (800) 831-0678
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