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Officer Calling: Prospecting, Preparing and Presentation (MLCN42F)
As a banking official, you need to be well-versed with prospecting, preparing and presentation. Learn how!
The hallmark of a good community bank is when it can provide high quality personalized service at a profit. So, it is important that community banks change their motto for additional services from, "our customers will seek out the bank if they need additional services" to "Take nothing for granted."
The lending process isn't limited to just ascertaining the credit worthiness of a potential customer. It is a detailed process, which is rooted in the prospective, investigative and evaluation phases. If this is followed properly, it will give you the accurate information to base your decision on lending potential. It is a crucial step for the actual lending process—where many lenders misinterpret the data, which yields negative results.
As a lender, it is possible that you have missed some of the techniques of business development, which are going to yield positive results. To develop and retain these techniques, you need to include the ability to build and maintain several principles that are required to ensure more suitable lending practices. The principles include the prospect tracking of potential clients and customers and understanding the totality of the customer and their market potential.
As you understand the process, your skills of a business development officer are polished, and it either helps you or hurts you in the prospective and investigative process. Also, negotiation is an art that a lot of people haven't mastered. Join this session, where expert speaker Craig Nelson shows distinct methods and examples of situations that are relevant in the initial process.
This session will discuss:
The steps involved in lending and managing a consumer or commercial relationship. These steps can be grouped into seven broad categories in the lending process. The categories include:
Solicitation (business development)
Defining culture and identifying the difference between sales and marketing
Calling to win: Converting average business developers into high performing business developers
The 10 things customers want from their bankers
Who you are as a business development officer
Attention to details
Ability to communicate
Ability to listen and observe
Purpose of negotiations
Types of negotiators - which one are you?
Who should attend?
Credit Officers, Risk Analyst
Regulatory & Compliance Managers
Senior Credit Officers
*Single User Price. For multiple users please call 1-800-223-8720
Craig Nelson has over 33 years of bank experience with progressively growing responsibilities and expertise and leadership. He began his career in banking with Wells Fargo (formerly named Northwestern Bank Corporation a/k/a Norwest) serving as a staff auditor in 1980. After 33 years of banking Craig...
Disclaimer: The content herein does not represent any association between CFPB and Eli Financial LLC. CFPB neither endorses any product of Eli Financial LLC nor warrants accuracy of the content hereto.