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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Windshield Wisdom #60 - 4 Reasons People Hate Being Sold To


Sales isn't a dirty word.  We covered that a few weeks ago in Windshield Wisdom #55 (She Said the "S" Word!).  

Yet like most of you, I hate it when the person who is supposedly here to "help" turns out to be...something else.

As a public courtesy, here's a short list of my absolute sales DO NOT's that will turn you into "something else" for your prospect faster than you can say "Prepayment Penalty".  

  1. Don't put words into your prospect's mouth.
  2. Don't change who you are because you have a goal to make.
  3. Don't assume what's important to you is important to them.
  4. Don't make the competition a bigger deal than they really are.  

Simply put, don't be THAT person...and that's what this week's Windshield Wisdom is all about.  

Three Big Takeaways

1.  Making assumptions about your customers and prospects almost always gets you into trouble.  If you don't know the answer to an important question...ask.  

2.  Your...

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Muskies Teach Sales Too


In case you're wondering how ideas like this happen...

I was in the middle of a mini vacation to our cabin in Northern Wisconsin last week, partaking in my favorite "Up-North" pastime of Musky Fishing with my 13 year old son, when I got a call from a customer who was in the middle of a vicious prospecting/follow-up loop that she couldn't seem to get out of.  

As it turns out, my boat was the perfect place to create a piece of wisdom that allowed her to find a prospecting solution we all can use...and that's what this week's video is about.  

Three Big Ideas

1.  It's not just enough to put yourself out there and network.  The biggest fish are found at specific locations...the "spot-on-the-spot".  

2.  You will find customers by working through the same sales process every time, but the number of big fish you catch goes up when that process is aligned with what gets their attention on that specific day. 

3.  It's not enough to...

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Windshield Wisdom #55 - She said the "S" Word!


Believe it or not SALES isn't a dirty word, even though we often treat it that way.  Like most things in the banking world, when it's done right and ethically, being good at sales has the power to change the lives of our customers and prospects for the better.  It's time to reset the discussion about the role sale plays in our success...and that's what this week's video is all about.

Three Big Takeaways

1.  Bankers who are good at sales don't get there by living up to the cliche, used-car salesman stereotype of "think fast, talk faster."

2.  Yet somehow, our perception of what a good sales person really is almost never matches a more realistic definition.  In reality, during the buying process rarely (let's be honest, almost never) is trying to manipulate someone into choosing your solution going to work.  

3.  The truth is, great sales results often comes from an individual's desire to provide extraordinary customer service, and that's...

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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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Are You A Business Card Ninja?

influence networking Aug 19, 2017


Did you like my Wisdom? Please share it with someone who isn't going all Ninja with their business card at your next networking event.  - Matt


I was meeting with a potential customer the other day, and came across a misconception I see pretty consistently in my classes and at networking events.  You see, when I asked this prospect where he's going to find new customers he boasted about the progress he has made in his networking efforts.  So, being a curious type I asked one more question, "How do you define success when you're networking?"

The response, "I handed out 20 business cards last night.  That's 20 more people who now know how to find me."

Not wanting to appear like an insufferable know-it-all at our first meeting (I usually save that for after the contract is signed), I dug in a little deeper.  "How often do you network, and is 20 cards going out a normal night?"

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How To Lose Friends And Not Influence People

influence social media Aug 19, 2017

What Kind of Impression are You Really Making on Social Media?

Did you like my Wisdom?  If so, please share it with anyone who's social media presence hasn't left a positive impression on you.  - Matt


When I was 6 years old my tonsils were removed.  On the whole it was a pretty awesome experience.  I was allowed to eat all the ice cream and Jello I wanted to.  I think the Dukes of Hazzard was on TV.  My parents even surprised me with a Rubik's Cube to keep me busy for the overnight stay in the hospital (the year was 1981, and it was a pretty big deal...don't judge me).  There was only one problem.  In 1981, a Rubik's Cube didn't come with the steps to solve it, and my parents didn't spring for the solution book.

My tonsils may be gone, but emotionally the scars have never healed.

This week was kind of like that.  I started something that I'm really proud of and completely jazzed about.  Until I shared it with the world on...

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Would You Rather Be Liked Or Respected

influence relationships Aug 19, 2017

The Value of Being Liked in Creating Influence

Did you like my wisdom? Please share it with someone who is struggling to have influence in their professional and personal relationships, and would like to learn a better way.   -Matt


This 34th edition of Windshield Wisdom does something I've long wanted to do, combine banking with wine tasting and sprinkle in a lesson on being liked and having influence.  At risk of sound overzealous, let me just say I had a lot of fun living the stories behind this Wisdom.

Unfortunately, it's also a theme that reared its ugly head often in my banking days.

Financial services is one of those industries where the actors often fall into one of two camps, "the Liked" and "the Respected".  If you want to know which of the few bankers were able to conquer both ideas, all you had to do was look at the lines outside their offices, check their inboxes, or listen to their voicemail.

They were the ones who were in demand.

They were...

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