Advanced Resources

Client Advocacy Performance System - CAPS
Bankers ask “what’s next” and we respond.  Based on more than two years of research we’ve creating 35 advanced client-collaborated modules targeted to specific sales and sales management disciplines. Each one-day workshop comes complete with job aids, corresponding sales management tools and Performance Coaching. Some of those include:

Selected Business Banking Modules:

• TAPS – Trusted Advisor Prospecting System
• An integrated prospecting approach where bankers learn to source, use powerful correspondence and hold effective telephone conversations with the Gatekeeper, voice mails and decision makers. TAPS also includes a Circle Back approach that helps bankers reach out to key pre-clients over time. TAPS has generated more than $600 million in new business and is getting bankers in the pre-client door up to 80% of the time.
• Using First Research Strategically (exclusively available from St. Meyer & Hubbard)
• This one-half day module helps bankers understand how to use the power of the First Research profiles to make appointments, prepare for calls, show credibility on calls and follow up with value.
• Networthing…if its work it isn’t worth it
• This interactive module not teaches bankers the key components of preparation, execution and follow up based on a variety of networthing situations. This module also includes how to create and nurture Centers of Influence to maximize referral opportunities. The program culminates with participants participating in an actual networthing event allowing them to put their new skills to work immediately.

Selected Retail Banking Modules:

• Talking Business with Small Business (for Branch Managers and Small Business Bankers)
• We have partnered with Clarity Advantage to bring this important workshop to the industry. In a one-day format bankers become a business owner and through an interactive simulation they better understand cash flow, inventory control…the issues business owners face every day. The workshop culminates with bankers practicing tailored questions to ask on calls based on what they have just learned. TBWSB has served to increase banker confidence on calls and is producing significant results.
• Turning Call Nights into Customer Nights
• Tired of bankers calling customers and pre-customers with the same poor results? This one-day module teaches bankers to “catch” not “pitch” through the use of a Customer Check-in. Now when bankers call, they focus on the customer and products. This one-day module includes conducting an actual Customer Night and implementing effective follow up strategies.