Windshield Wisdom #69: The Most Important Video I Will Ever Shoot

better people passion Nov 16, 2018

This IS the most important video I will ever shoot...and it isn't even close.  

I've been putting off talking about this for 5 years and 68 Windshield Wisdoms, but sometimes the moment chooses the timing.  For the two of you I specifically made this one for...I hope it helps.  

There is always a story behind every story...and that's what this week's Windshield Wisdom is all about.  

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...

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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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Bank Sales Myth #4 - Achieving Perfect Work/Life Balance

better people passion Oct 18, 2018

Big admission...I sucked at the whole work/life balance thing while I was in banking, if for no other reason than I was determined to be great at it.  

Yet despite my best efforts, it seems like I was either too hot or too cold in one area or the other at any given time.  Frustrating everyone involved.  

Miss a few networking events after going to everything for a month, and suddenly I wondered which new relationships I was missing out on. 

I wanted to feel like I was winning at work.   

Miss a few little league practices or a trip to the zoo because I had made promises to customers or prospects, and suddenly I'm angry at what I'm allowing work to take away from me. 

I wanted to feel like I was winning at home too.   

You see all three of my kids were born during my 10 years in the industry, and I was so sure I could do it all well, but before I could figure out how, there was one important lesson I had to learn...and that's...

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Bank Sales Myth #1 - "You have to be an extrovert"


This ticks me off every time someone says it to me...which, unfortunately, is often.

"I will never be a [fill in the blank with desired career move] because I'm an introvert."    -Anonymous Banker

Hearing this makes me especially angry when they get it from their back slapping, never listening, former frat boy boss who has never really been successful themselves, but somehow managed to get promoted to their level of incompetence.  

You see, I am an introvert.  Yet, I was still magically able to navigate an award winning banking career, and turn that success into my own business teaching sales to other bankers.  

It's time to squash the "good sales people are extroverts" myth once and for all...and that's what this week's Windshield Wisdom is all about.  

Three Big Takeaways

1.  You don't have to be an extrovert to be successful at sales in the banking world.  In fact, my experience has shown that the BEST selling bankers...

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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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Windshield Wisdom #49: Are You Making the Right Offer?



So my wife and I have a running joke for every time we drive past this place on the highway not far from where we live.  

I ask her, "Hey honey, want me to pull over so you can get your free hug?"

She hasn't said "yes" yet, and once you take a look at the picture, you will probably guess why.  

Apparently the offer I'm making isn't one that sounds good to her, and I can't blame her for that.  Let's be honest, would you stop?  

There's an art to making the right the right the right time, and that's what this week's Windshield Wisdom video is all about.  

Three Big Takeaways

1.  In banking we do it all the time, but if you're offer doesn't solve their problem, it isn't an offer worth making.  You can do lasting damage to your personal brand in the community if you screw the offer up in the first place.       

2.  Knowing why they have decided to solve their problem now...

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Windshield Wisdom #48: How I Stopped Riding the Pipeline Roller Coaster


Early in my banking days, nothing used to stress me out more than the ups and downs I went through with my pipeline.

I'm sure you know exactly what I mean.  I would put in a lot of time finding deals, and fill up my pipeline through networking, contacting Centers of Influence, reaching out to current customers, etc...

Then, once it was as full as I could handle, I would work REALLY hard to push the deals through the process so they would get closed on time...completely failing to continue "putting myself out there." 

Until one day, I would look up, and my pipeline would be woefully thin again, so I repeated the entire cycle...repeatedly...repeatedly repeating...the same thing over and over...

It was infuriatingly maddening...and completely my fault.    

Finally, after a lot of new grey hair, I said, "Enough!", and set out to find a system that would remove the stress, anxiety, and superhuman effort that was required to ride the pipeline roller...

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Windshield Wisdom #46 3/4: "Where the Heck Have You Been?" Edition


This installment of Windshield Wisdom needs to begin by simply saying "Thank You" to the dozens of you who have reached out over the last few weeks with congratulations, comments, and a bunch of good ol' fashioned, "Where the heck have you been for the last year?" curiosity.  

Where have I been?

Let's just say I've been learning some pretty important lessons about life, family, and growing through the unexpected twists and turns we all face.  

I honestly hesitated to share this story, but let's be even more honest.  If we're going to grow and be successful as professionals, then sometimes success won't come down to the newest sales strategy or technique, but through moving forward and learning how to become better people.

Anyone can learn from these ideas, and that's what this week's video is all about. 

Three Takeaways

1.  When you're unsure of what comes next, be sure to surround yourself with people who's advice you trust.  It doesn't mean...

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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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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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