Bank Sales Myth #3: "I don't need to prospect today"



You can check out Bank Sales Myth #1 and Bank Sales Myth #2 here.

I call it the "Ping-Pong Rule."

In ping-pong, we're facing an opponent on the other side of the table who's sole purpose is to hit the ball back to us in such a way that we can't hit it back to them.  Our goal then, is to not only handle whatever they hit back at us with ease, but to return the ball in such a way that they're forced to hit easier shots back at us.  

To put it in terms of our banking careers, whatever prospecting activities we undertake (or don't undertake) today, will come back at us tomorrow.  It's up to us to determine how hard it's going to be to hit the ball back again...and that's what this week's Windshield Wisdom is all about.    

Three Big Takeaways

1.  Successful bankers avoid the stress of boom or bust prospecting routines that plague their less successful competitors.  They understand that every day they need to be putting themselves out...

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Windshield Wisdom #59 - 5 Keys for Making Referrals Stick


When you’re on the receiving end of a referral, you might feel 
tempted to take some shortcuts and go for the deal as quickly as possible. 

After all, you were recommended by someone they know, like, and trust. 

But shortcuts rarely work in sales for us bankers, no matter where a prospect comes from.  Getting a great referral is banking nirvana, and over the years I've discovered a few wrinkles in the buying process that makes converting them even more likely...or less risky...and that's what this week's video is all about.  

Three Big Takeaways

1.  Not all referrals are considered equal.  The more involved the referral source gets, especially early in the process, the stronger the recommendation is perceived by the referral themselves.  

2.  Whatever you do, don't forget that even though you may feel like you're further along, the referral is still starting at step one of the buying process, and will move through the...

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My 3 Favorite Moments To Ask For Referrals

referrals relationships Aug 19, 2017

Referrals Don't Happen by Accident if You Know When to Ask

Did you like my Wisdom?  If so, please share it with anyone who is looking to grow their referrals by fully leveraging their greatest untapped source of new clients, the ones who have already experienced success with them. – Matt


Let's be honest, most of us treat referrals as these magical moments when we're handed well-deserved business by our adoring fans, who also happen to be our best customers.  Here's the problem with that antiquated way of thinking, it reduces the profitable art of growing through referrals to random moments that we don't have any control over.

Like Rudy Giuliani once said, "Hope is not a strategy".

In that case, allow me to introduce the required "strategy" for getting quality referrals not only consistently, but predictably.

That's right, you can make referrals one of the cornerstones of developing your business...that is, if you know when, and how, to ask for them....

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How to Give and Grow Sales

recommend referrals value Aug 18, 2017

Did you like my Wisdom?  If so, please share it with your friends and colleagues so they can learn the magic of simply making a difference. -Matt


Sometimes the pressure feels unbearable.

You know what I'm talking about.

You and your business partner just spent three hours coming up with a plan to generate good leads to grow sales...and while you came up with one, you aren't sure if it is different enough to dramatically create the change your business needs.

Or maybe you are a solopreneur and you just spent a 2 hour car ride from a client meeting that didn't end well, and you know you need to change your customer approach, but nothing you can come up with feels like it will work.

Even better, you are a sales person working for a boss who likes to remind you that you didn't make your goal last month, and if you don't grow sales soon...

What if the answer was actually fairly simple?  What if there was a way to earn the right to ask for referrals from your current...

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