Windshield Wisdom #72 - Welcome to the Juice Box Club


Being judged by a prospect sucks.  

Being judged by a prospect based on nothing more than a first impression sucks more.  

Being judged by a prospect based on nothing more than a first impression, and they proceed to share their opinion with you, sucks most of all.  

When I first put this Windshield Wisdom together, I just thought it was a good story with a good lesson for all of us to learn.  Then last week the timing was right to bring it up with one of my Cool Bankers Academy classes (we were studying the types of buyers they will come across, and one of them is the Skeptic), and every single person on the Office Hours call had a story to tell, and what they did to overcome it.  

Those stories the Cool Bankers shared led me to realize this topic is more important than I first thought. We all experience unfair first impressions that aren't related to our skills and abilities, serious and joking.  It's how we respond in those...

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Windshield Wisdom #63 - Why do we make networking so hard?


This was my home for the last 2 weeks...and it was fantastic!

For some of you, roughing it in a tent may not be your thing, but let me tell you what, I met some of the nicest people, and had some surprising conversations, while walking around the campground or when hiking on trails in the backcountry.  

All of this got me thinking, why do we make networking so hard?  After all, I had meaningful conversations with people from all over the world by following 3 simple rules of the trail...and that's what this week's video is all about.  

Three Big Takeaways

1.  When you're networking, take the pressure off by simply being interested in the stories and experiences of the person in front of you.  

2.  When in doubt, ask them questions about what they're sharing.  It may be cliche, but most people really do like to talk about themselves if the questions are appropriate.  

3.  Your experiences can add a lot to the...

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A Recent Revelation - One Surprising Key to Long Term Success In Banking



I recently volunteered to coach my youngest son's t-ball team, and after the first practice faced a horrifying revelation...I had no idea how to teach little kids how to throw a baseball.  

In the 40+ years since I had learned how, the basic mechanics behind the process of something I had done a million times were lost. 

At this point in my life, I simply thought I knew how to throw...right up until I Googled how to teach it.

You see, even though I was still pretty good at throwing a baseball, I had forgotten the little things that used to help me throw the ball further, harder, and on target.

Which explained why my elbow became sore after I played catch with my kids.    

A group of my students recently provided a similar (though less painful) revelation, and that's what this week's Windshield Wisdom is all about..

Three Big Takeaways

1.  Most of the great, long-term, career bankers I know never stop seeking learning opportunities. 


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Windshield Wisdom #50: Do You Know What Worked?


You can grab the free After Meeting Thought List I mentioned in the video by clicking here (no opt-in required).

It takes an extraordinary person to learn something new (from training, a book, a podcast, their mentor, etc...), and then go implement it...And that's what this week's video is all about. 

During my banking career, I developed a mental routine I ran through after each meeting so I knew what was working, what wasn't, and more importantly, what I had learned that would allow me to be better next time. 

Learn how to grow systematically in this week's Windshield Wisdom. 

Three Big Takeaways

1.  It's easy to learn new skills.  It's harder to know when to use them in your make them real.   

2.  To do that you need a thought process, a system, for evaluating your interactions with customers and prospects, so you can know what worked, what didn't, and what you've learned that could make a difference next time.  


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When Can I Follow-Up Without Fear of Being Annoying?


Back in my early banking days I had an epiphany that came from a completely unexpected source, a fairy tale I was reading to my then-infant son...I realized that night as I was reading the story, that I was trying to force customers into my ideas about WHEN they should engage with the fairy tale follow-up routines were "too hot".

The good news is, once I figured out how "just right" worked, my entire banking career trajectory changed.  I had confidence in the timing and message behind my follow-up routines...and that's what this week's video is all about.

Three Takeaways

1.  The 2 biggest keys to sales success in your banking career are your ability to develop a plan for your prospect and customer relationships, and do what you say you're going to do for them.  

2.  Getting the timing of your follow-up right means your prospects and customers are more likely to be receptive to your outreach, respond positively to your message, and move...

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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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You've Got To Hear This Value Story



Did you like my wisdom? Please share it with someone who struggles to be extraordinary when others are counting on them to be.  - Matt


<<Viewer Warning>>  I'm pretty fired up right out of the gate with this one.  You may never see me this excited again.

And I'm a pretty passionate guy to begin with.

It isn't every day your mind gets blown by one of your clients.  Absolutely BLOWN!

It isn't every day a banker goes to such great lengths to deliver real value...for someone he's turning down for a loan.

It isn't every day the lessons you've been relentlessly driving home for months becomes a value lesson you never even imagined.

It isn't everyday I'm this proud of a team of people and their dedication to the success of their community.

I'm sure I'm supposed to wax on about the value of delivering real value...but in this case the video captures the raw moment better than I could hope to in writing.

With luck,...

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A 4 Step System To Learn From Your Sales Success

expertise preparation Aug 19, 2017

Sales Success Happens More When You Understand Why It Happens At All

Did you like my Wisdom?  Please share it with someone who is frustrated because they’re losing deals they used to get and aren't sure why.   – Matt


We're all immersed in some kind of sales process each day.

We have processes for our selling activities.  We have processes for CRM and reporting to our managers.  We have processes for bringing loans to committee.  We may even have processes for taking advantage of the marketing department's messaging to our prospects and customers.

Why then, do we not have a deliberate, repeatable process for making sure we're the best possible versions of us?

In that spirit, my goal for today's Windshield Wisdom is to share a guide to finding your own process to evaluate your sales interactions with customers and prospects.  There is sales success to be found in figuring out what worked, and probably more importantly why it...

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4 Inspired Business Lessons From My Exchange Student

expertise passion Aug 19, 2017

Unexpected Business Lessons I'm Not Allowed to Forget

We'd been getting hounded for years.  It felt like the first request came almost before the moving van was unloaded.

"Would you like to host an exchange student?"

Now keep in mind that I live in a small Wisconsin community (population: 1,878), so there aren't really all that many candidates to be a host family, and there certainly doesn't appear to be a shortage of students looking to make the trip.  So I understand the urgency from the local placement coordinator, she has supply but little opportunity to create demand.  We thought about it, we really did consider the idea, but in the end decided the timing wasn't right.  Ditto for year 2, I had just started Sales Math.

Then the call came again last spring.  We were in...and I'm ashamed to admit I was terrified!

Now it's naturally an unnerving process inviting what is essentially a complete stranger into your home for 10 months, but a 17-year-old girl?...

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2 Simple Ideas That Will Grow Sales

Grow Sales Like Your Competition Doesn't

It can be hard to grow sales.  I have been doing it for some time now, and as a small business owner there are few things more challenging.  Especially when you consider all the things we have to accomplish on a daily basis.  I mean, for crying out loud, before lunch today I dabbled in accounts payable, accounts receivable, marketing, and human resources.  Oh yeah, and I talked to some clients and prospects as well.  And I don't believe that my day was really a whole lot different than yours.

Keep in mind these distractions are happening to a sales thought leader and professional sales trainer.  I'm not supposed to have to think twice about the "sales" portion of owning a business, but just like you, I find myself surrounded by all the things that I have to do on a daily basis.  At any given moment the need to grow sales can be dwarfed by something more urgent.

So when everything is hitting the fan, I grow...

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