Successful Sales Strategies for Lenders
Elevate your success as a lender by following these 11 steps. You'll gain the skills and knowledge to identify targets, set goals, build and execute plans and effortlessly document your results.

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. They are obligated to represent the brand of the company, develop a tactic for knowing products and services, setting goals and building a sales performance plan that is well- managed, executed and adjusted in order to obtain the desired results. Understanding and following these 11 steps will show you the way.


1. Know and exceed expectations
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 results
11. Follow up; follow through


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 30 plus years of experience as a training and quality improvement consultant for banks, credit unions and related-associations across the country. Her substantial banking background includes spending three years as Executive Vice President/Chief Retail Banking Officer with a $1 billion South Texas 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 have left a lasting mark on InterAction Training, the firm she founded in 1983.

Credit Information

Institute of Certified Bankers: Visit http://www.icbmembers.org/login.aspx for instructions regarding self-reporting. Estimated credits: 2 hours/session


Live Webinar:

Member price: $275.00 | Non member price $550.00

On-Demand Webinar

Member price: $295.00 | Non member price $590.00


Online: Visit the CBA Webinar Catalog

Phone: Call ConferenceEdge at (877) 988-7526 (credit card payments only)

Please Note:

  • Preferred Payment Method: Online
  • Please register online or by phone when paying with a credit card
  • Payment Must Accompany Registration – Invoices are Not Provided

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