Windshield Wisdom #54 - This Single Biggest Prospecting Mistake I See Bankers Make

 

A lot of banking professionals I see put the cart before the horse when they're out looking for good prospects, but you know there are other triggers that have to come first...and that's what this week's Windshield Wisdom is all about.   

Three Big Takeaways

1.  All too often, when we're prospecting what we're really doing is looking for deals we can add to our pipeline.  

2.  Problem is, because we're coming into the prospect's buying cycle later, those deals are often a lot less likely to close.  We're setting ourselves up to be at a competitive disadvantage...where rate, term, or factors beyond your expertise and value, are the most likely differentiating factors.

3.  Successful bankers don't play that game if they have a choice.  Instead, they look for prospects earlier in the buying cycle and create engagement which attracts customers to their personal brand.

Matt Middendorp is a nationally acclaimed speaker and sales coach with over 20 years of experience turning connections into customers and advocates. In 2013, Matt founded Sales Math, and debuted his “Formula for Success” sales training system to bankers across the country. From the beginning, Matt’s clients have experienced learning that is fun, meaningful, and makes a difference in the real world. Today, Matt’s core philosophies of “Learn Together, Do Together, Grow Together” are taught through in-person coaching, online as part of the Cool Bankers Academy, and by his leadership of the Cool Bankers Club Facebook Group. His clients are making their goals faster and easier based on the confidence and skills gained from learning a sales process tailored to ensure they aren’t “just another banker” in the communities they serve.   

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