Windshield Wisdom #68: [Case Study] Leveraging Your Personal Brand

 

I love it when I get emails like this from my banking friends...

"I have been in contact with the practice manager at the dental clinic – cool opportunity. I can guarantee you other community banks, Hell – big banks, are not doing this. This is a stepping stone for us – I know I can build out a platform to get in front of other practices, other companies and help with these topics. They want to compensate me – I will have them direct that to a non-profit so we help the community in the process as well. This is the part of the job I love!"

There's a great story behind this message, and an even better best practice that hardly any of your competitors are taking advantage of.  I wish I had done this back in my banking days...and that's what this week's Windshield Wisdom is all about.  

Three Big Takeaways

1.  You have expertise, experiences, and stories that your best prospects would love to hear.  

2.  The trick is, some of...

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Sales Hack - Network and Meet People Who Matter

 

As a toddler, my middle child would roll off the couch, cry, climb back up, and then roll off again to see if it hurt as much the second time.  Eventually he learned that if he put a pillow on the floor it wouldn't hurt every time he rolled off...just on the occasions when he missed the pillow.

Which was more often that you would think.   

Cold calling is kind of like my middle child...eventually even he figured out the pain wasn't worth the reward.  

Fortunately, I found an easier, far more efficient way to reach prospects earlier in the buying process...and that's what this week's video is all about.  

Three Big Takeaways

1. Making sure the right people are attending the same networking events you are can save you an incredible amount of time and energy connecting with prospects who matter. 

2. Making calls to prospects, customers, as well as Centers of Influence, and inviting them to the event so you can "buy them a drink" is a great, low...

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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...

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3 Strategies for Finding Customers You Actually Want

 

A few years ago a couple of non-banking friends of mine convinced 
me to do something I had been actively resisting...Long story short, their suggestion completely transformed my banking career in a hugely positive way.

It’s a big part of how I built not just my success, but my team's success too, and now you can use this idea to build YOUR banking career as well.

Three Big Takeaways 

  1. You have a core group of customers that naturally WANT to work with your experience and expertise.
  2. Connecting with them isn't as hard as you think, especially considering you probably already know where to look.
  3. Tailor your message so your core prospects understand why you and they are ready-made to do great things together.  

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...

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