Objective:This session focuses on the relationship building process to identify how to gain the trust of your client, gain a larger share of wallet, and present solutions that solve your clients’ needs.
Key Skill Transfers/Takeaways:

Mastering pre-call planning.
Learning to call virtually or in-person on the right (most profitable) clients and prospects.
Building relationships with productive referral sources.

Program Agenda:

Introductory Discussion: Our Role in Growing the Branch
Our Past Calling Successes & Challenges

The Value Proposition

Call Planning on Our Most Profitable Clients
Gaining the Virtual or In-Person Appointment
Planning for a Quality Encounter

Determining Lead Officers and Call (Individual or Joint) Strategy
Plan What to Have With You during the Call
Plan Bridging and Introductory Comments

The Initial Meeting
Listening and Communicating How You Can Help
Making a Recommendation and Asking for the Business
Earning Referrals
Call Follow-Up
Expand Your Notes to Capture the Call
Calendar Follow Up Activities
Assess the Call
Discussing an Upcoming Client Call
Discussing Challenges & Opportunities
Complete an Action Plan for Skills Transfer back to the Job
TOOLKIT: Forms for use back on the job

About the Presenter:
Jennie Mitchell is Owner and CEO of Focused Results, a sales and marketing strategy, consulting, and training firm concentrating on results-driven process consulting and training experience in community banks and other financial institutions. An expert in designing and implementing sales efforts and processes, she designs solutions to drive top line growth through better utilization and training of existing sales forces, including sales management.
Jennie is a graduate of Indiana University and has a certificate in consulting services from Ball State University. Prior to joining Focused Results, she was Director of Sales and Marketing for a $3 billion bank holding company, Sales Manager for a high-performing mid-level Indianapolis bank, and Director of Corporate Training for a large Midwest insurance company. A charismatic speaker and consultant, Jennie consults with numerous financial service organizations on revenue, sales, sales leadership, and organizational performance.