Leave a Trace (Issue 499)

In which we are reminded to leave a trace or a trail for our prospects so they can find us when they want to talk to us. Read more »

Rehearsed Action (Issue 498)

In which we are reminded to over-prepare for high stakes sales calls. Read more »

Favorite Question (Issue 497)

In which we are reminded to understand at the beginning of a conversation our client’s purpose. Read more »

Save Room For Dessert (Annual Thanksgiving Issue)

In which we are reminded, again, to maintain capacity for the accounts and clients that are most important. (NOTE: This is the annual Thanksgiving Issue, one of the author’s favorites, unchanged from its first publication in 2002.) Read more »

Short and Cheerful (Issue 496)

In which  we discuss a “short and cheerful” format for distinguishing ourselves from the herd and positioning our value. Read more »

Standing Out in the Crowd (Issue 495)

In which we discuss strategies to draw attention and attract  prospects and referrals. During a training session for branch managers and small business bankers, I shifted the focus from typical networking and prospecting to “attraction marketing” – attracting prospects to you rather than you stalking and chasing them. Read more »

Winning the Head Race (Issue 494)

In which we are reminded that smaller competitors can beat bigger ones through better execution. Angelo Fausto Coppi, the dominant international cyclist in the late 1940s and early 1950s, once described his strategy as, “Age and treachery will overcome youth and skill.” Read more »

Connections That Can Be Trusted (Issue 493)

In which we discuss the power of referrals rather than magic words to secure appointments with prospects. In our neck of the woods, Harry Potter movies appear on various cable channels almost as frequently as “storm chaser” programs featuring lunatics who chase or who are chased by tornadoes. Read more »

Under Control (Issue 492)

In which we are reminded to stay focused as we pursue our sales goals. Eight a.m. Saturday broke a crisp, golden sunny, glorious October morning as the contestants in the Head of the Charles Regatta began their events. Read more »

Too Quick to Answer (Issue 491)

In which we are reminded that we need to understand the question before we answer. “Will this engagement address commercial real estate loans?”,  one of the executives in the room asked. Read more »