Windshield Wisdom #51: How Uncomfortable Are You?


I received a testimonial from Levi, a recent Cool Bankers Academy graduate, and while this paragraph is only one small part of it...the section below made me stop in my tracks.    

"I’m not going to say that the course is comfortable, because it’s not.  Mr. Middendorp likes to put his subjects on the spot and make them squirm.  But as another classmate stated, it’s through the completion of these uncomfortable scenarios that we grow and succeed.  It was amazing how many times I could track success and failures directly to the subject matter we had discussed only a week or two before."

I had two immediate thoughts spring to mind...

First, that may be one of the best compliments I've ever received, even if Levi didn't mean it to be.    

Second, why is making my students uncomfortable during the Cool Bankers Academy Office Hours sessions an important step in preparing them for success in the real world?  

I honestly don't set out to make any of my students "squirm", but I do work hard to push boundaries so they try tactics their competition isn't. 

Let's be real, if you aren't making yourself uncomfortable in the banking world, you probably aren't trying...or worse, you're just another banker.  

This week's video is all about how you can overcome the mental barriers we set up for ourselves, especially early in relationships, that consistently stop us from being as successful as we can be?  

Three Big Takeaways

1.  Being uncomfortable is a natural part of being a banker who is "putting yourself out there" and therefore open to rejection and criticism. 

2.  Identify the types of customers you work with best, or are the best fit for your institution.  Once you lock in what your target prospect looks like, you will be better able to identify which prospects are a "fit" for your portfolio, and "put yourself out there" in front of the right people. 

3.  Knowing where you're at in the buying process, and what you need to accomplish at that stage, leads to confidence that you're asking the right questions, and seeking the proper outcomes for that specific point in the relationship.


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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