Business Development Best Practices
Bankers are typically very good at the analytical functions of banking but struggle with developing sales skills and practices that open doors and lead to new clients. The prospecting phase and follow-up disciplines are essential to sales success but unfortunately are seldom taught or developed thoroughly. This seminar is designed specifically to help develop those critical sales skills! Agenda • Call Budgeting and Production Planning • Prospecting vs. Sales • Keeping in Touch - The Follow-up Discipline • Sources of New Business • Determining Referral Quality • Pipeline Management • General Benefit Statements - Getting Started • Pre-Call Planning • Relationship Sales Skills • Profiling - How Well Do You Know Your Customers? Objectives Participants should be able to: • Structure a comprehensive business development calling program encompassing the five sources of new business; • Establish a pipeline management process intended to satisfy management as well as individual sales staff needs; • Apply the basics of relationship sales skills including in-depth profiling skills for prospects and clients; and • Use fundamental sales skills in all aspects of cold calling, follow-up, and ultimately closing business. Speaker Prior to joining Robert H. Franke & Associates in 1999, Michael Dixon served as a corporate accounts sales professional for more than ten years. In addition to his consulting work, Dixon serves as president of the firm and is responsible for managing the complete line of training programs, including class room offerings as well as one day sales and service forums. He has broad experience in sales leadership development, strategic planning, and executive coaching and development. Who Should Attend Commercial, Consumer and Ag Lenders, Trust Officers, Business Development and Marketing Officers, Branch Managers and all staff involved in outside calling. Schedule and Locations Registration: 8:30 a.m. Class: 9:00 a.m. – 4:00 p.m. Tuesday, September 11, 2007 Lewis University, Oak Brook Wednesday, September 12, 2007 Doubletree Hotel, Bloomington
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Business Development Best Practices
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Tuesday, September 11, 2007 Lewis University, Oak Brook 2122 York Road 630-573-1740
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Wednesday, September 12, 2007 Doubletree Hotel, Bloomington 10 Brickyard Drive 309-664-6446 Title _______________________________________________
Name _______________________________________________
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Registration Fee
IBA Member Nonmember First Registrant @ $225 + Additional Registrant(s) @ $195 per person = $________________ First Registrant @ $385 + Additional Registrant(s) @ $355 per person = $________________ _
Method of Payment
■ Check payable to Financial Education Services, PO Box 19237, Springfield, IL 62794-9237 ■ Visa ■ MasterCard
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The Institute of Certified Bankers™ (ICB) is dedicated to promoting the highest standards of performance and ethics within the financial industry. This program content has been reviewed and approved for 6.75 continuing education credits for the CLBB designation.
General Information
Confirmation will be sent 7-10 business days in advance of the program via e-mail. Dress Code – Business casual attire is appropriate. Tax Deduction – All program expenses including fees, travel, meals and lodging intended to maintain and improve professional skills are tax deductible subject to the Internal Revenue Code. Certificate – Each participant will receive a Certificate of Completion. Continuing Professional Education – The IBA is recognized as a public accountant continuing professional education sponsor by the Illinois Department of Financial and Professional Regulation. Public accountants licensed in the state of Illinois will earn 6 hours of continuing professional education credit for attending this seminar. Cancellation Policy – A refund less $75 processing fee will be furnished if cancelling within five business days of the program. No refunds will be honored less than 24 hours prior to start of the program. Substitutions are permissible. Satisfaction is Guaranteed – If you are not satisfied that the program was delivered as advertised, IBA will give you credit toward another comparably priced program. The IBA should be notified in writing within seven days after the program. Are you interested in conducting this program in your bank? Contact Phil Gelato at 800-878-2265. For more information contact Kevin Klug or Amy Ostermeier at 800-783-2265. Register online at www.ilbanker.com (credit card only) or fax this form to 217-789-5410.