Branches As Advice Centers – the long road ahead

October 7, 2019 The Financial Brand has republished an article co-authored by Nick Miller and David Kerstein, issues retail bankers should consider as they’re thinking about the role of their branches as centers of advice. Read more »

How Would I Know? (Issue 922)

In which we are reminded it’s useful to know how our clients usually handle situations AND their buying criteria before making a recommendation. Read more »

Totally Concrete (Issue 921)

In which we are reminded to clarify terms we don’t understand before presenting ideas. Read more »

Layers of Flavors (Issue 920)

In which we are challenged to communicate the experiential aspects of our products to distinguish them and stimulate client desire for them. Read more »

New Article – “How Banks and Credit Unions Can Adapt Their Branches As ‘Advice’ Centers”

Published on The Financial Brand http://bit.ly/2mebmoN . Co-authored with David Kerstein from Peak Consulting Group, we offer critical steps to focus, train, and support branch team members so that that they are better able to offer perspective and advice on the financial challenges their customers face. Read more »

Are You Ready for Some Football? (Issue 919)

In which we are reminded to ditch the cultural assumptions and  to ask open-ended questions. Read more »

Ceraldi (Backstories) Issue 918

In which we are reminded that, to a great extent, it’s our backstories that make us special. Read more »

Maintaining Momentum (Issue 917)

In which we are encouraged to include some “momentum” questions in our discussions with our clients. Read more »

Just Enough Rope (Issue 916)

In which we are reminded to position and sell only what our clients are able to absorb and implement. Read more »

It Should Have Been Easy (Issue 915)

In which we are reminded to plan ahead…and confirm…before our sales calls. Read more »

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