Small Business Banking Sales Skills
Calling on Small Business Customers
Length: 4
hours
Member price: $95
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NOW
Course Description
Calling on
Small Business Customers
teaches students how to plan effective calls with
small business clients. It begins with an exploration of small business
fundamentals including business legal structures/characteristics, types,
needs/expectations, and operating/life cycles. Students then learn the Call
Planning Model steps, and practice applying them with fictitious clients.
After completing
this course, students will able to plan calls with a high degree of skill and
confidence.
Audience
Bank personnel
responsible for face-to-face small business customer calls.
Learning Objectives
After completing
this course, students will be able to:
-
Describe small business fundamentals including business legal structures/characteristics, types, needs/expectations, and operating/life cycles
-
Explain the importance for planning calls and setting call priority
-
Identify call situations and associate them with the four call types: Introductory, Profiling, Presentation, and Follow-up
-
Summarize and apply the Call Planning Model steps including:
-
Identify internal and external resources for planning calls
-
Formulate first and second goals for calls
-
Strategize actions for calls including: opening a call, asking questions, responding to objections, and closing a call.
-
Relationship Selling
to Small Business Customers
Length: 2 hours
Member Price: $95
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Course Description
Relationship Selling to Small Business Customers covers how to apply
foundational sales skills when selling banking products to small business
owners. Using your skills effectively will help the customer see that, in the
long run, he or she will save money, increase revenues, and run a business more
smoothly. You are making a commitment to your customer to find the best way to
solve his or her problem.
Audience
Bank personnel who are new to the small business market and who are
responsible for selling bank products and services to small business customers.
It is suggested that participants attend the
Fundamentals of Small Business Banking before taking this
course.
Learning Objectives
After completing this course, students will be able to:
- Identify the six steps in the relationship selling process
- Use rapport-building techniques to establish a professional relationship with the small business customer
- Interview small business customers by using open-ended and closed-ended questions to identify needs
- Identify where a customer is in the business life cycle and the business operating cycle
Servicing and Growing Small Business Relationships
Length:
4
hours
Member price: $95
Course Description
In Servicing and Growing Small Business Relationships, students will learn techniques to nurture a business relationship with a small business once it has been established. This course begins with an overview of small business fundamentals, including the different legal structures of small businesses, types of small businesses, and the needs and expectations of small businesses. From there, students will learn different types of information to monitor a relationship with a small business: financial information, client records, and other resources. Finally, students will learn why site visits are important and how to uncover different kinds of information on a site visit.
Audience
Bank personnel responsible for managing and growing a portfolio of small business customers.
Learning Objectives
After completing this course, students will be able to:
Describe small business fundamentals
Explain the benefits of following up after a sale
Act on opportunities to service and grow small business client relationships
Monitor client relationships by analyzing financials, client records, and resources
Explain the benefits of conducting site visits
Probe to uncover facts on the people and business components during a site visit
Small Business Banking Fundamentals
Credit Products for Small Businesses
Length: 6
hours
Member price:
$95
Course Description
This course will give students the tools needed to recognize factors that drive the need for small business credit, use profiling questions to better understand individual customer needs, and match bank credit products to customer needs. The features and benefits of small business credit products will be reviewed. Techniques will be discussed to aid in communicating credit decisions, including approval, counter-offer, and decline. Bank regulations related to small business lending will be reviewed.
Audience
Bank personnel responsible for selling credit products to the small business customer and/or responsible for identifying sales opportunities and referring small business lending prospects to the appropriate bank contacts.
Learning Objectives
After completing this course, students will be able to:
-
Describe characteristics of the small business market that make it desirable for lenders.
-
Describe how business cycles drive the need for credit.
-
Ask questions to determine a business's life cycle and asset conversion cycle.
-
Identify typical borrowing causes and loan purposes.
-
Identify features and benefits of small business credit products.
-
Match business credit products to customer needs.
-
Use techniques for communicating credit decisions, including approvals, counter-offers, and declines.
-
Describe bank regulations related to small business lending, and the actions taken to ensure compliance.
Deposit Products for Small
Businesses
Length: 2 hours
Member Price: $95
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Course Description
Deposit Products and Services for Small Businesses will provide
students with an understanding of general banking needs. The course will discuss
common deposit and non-credit products by focusing on the benefits to the small
business customer. Special emphasis will be placed on connecting the needs of
different bank products with the life cycle of the business.
Audience
Bank personnel who are new to the small business market and who are
responsible for providing services to small business customers.
Learning Objectives
After completing this course, students will be able to:
- Define the small business market and identify the banking needs of small business customers
- Explain the importance of small business customers to banks
- Describe the features and benefits of business products and services
- Compare and contrast features and benefits for the products and services available to small businesses
- Identify the life stages of a small business and the products and services that target their needs
Fundamentals of Small Business Banking
Length: 6
hours
Member
price:
$95
Course Description
This course will provide students with the background required to interact successfully with small business customers. Core business terminology such as business legal structures, business types (industry sectors), operating cycles, and business life cycles will be defined and explored. Business cycles and how they drive the need for bank products and services will be examined.
Audience
Bank personnel who have had limited exposure to the small business market but are responsible for servicing or selling to small business customers.
Learning Objectives
After completing this course, students will be able to:
-
Identify common characteristics of the small business market, including business statistics and owner demographics.
-
Describe the different types of business legal structures.
-
Describe the most common small business types (industry sectors), and identify the operating cycle for each type.
-
Identify the four general banking needs, and list small business banking products that fall within the four need areas.
-
Explain how operating cycles (day-to-day operations) drive the need for bank products and services within each of the small business types.
-
Identify the life stages of a small business and describe how they shape a business' priorities and need for different banking products and services.
Introduction to Analyzing Financial
Statements
Length: 6 hours
Member price:
$95
Course Description
This course introduces financial statement analysis as a means of determining the viability of a small business loan request or monitoring the financial solvency of the business. The course covers analyzing the income statement and balance sheet, determining key financial ratios and trends, and performing basic cash flow analysis. Students learn how this information interrelates and is used in making the credit decision.
Audience
Bank personnel responsible for reviewing financial statements for the purpose of assisting in making lending decisions, monitoring the ongoing health of the business, or conducting the initial financial analysis.
Learning Objectives
After completing this course, students will be able to:
-
Define financial statement analysis and explain its importance in the small business lending process.
-
List the basic steps of financial statement analysis and the purpose of each.
-
Analyze an income statement and balance sheet.
-
Calculate and interpret key ratios.
-
Perform a simple cash flow analysis.
Overview of Financial Statements
Length:
4
hours
Member price:
$95
Course Description
This course provides an overview of small business financial statements, including IRS tax returns. The course introduces the income statement and balance sheet, as well as the cash flow cycle and statement, and explains how they are used in making lending decisions and monitoring the health of a small business.
Audience
Bank personnel who are involved in any aspect of the small business lending process but who have little experience with financial statements.
Learning Objectives
After completing this course, students will be able to:
-
Describe types of financial statements and explain their purpose in the small business lending process.
-
Explain categories of information contained in a balance sheet and income statement, and the relationships among them.
-
Identify key business tax return forms used by small businesses, and explain how information on the forms may be compared to other financial statements.
-
Describe the significance of business cash flow cycles and the purpose of a cash flow statement.
Retirement Products for Small Businesses
Length:
4 hours
Member price: $95
Course Description
Retirement Products for Small Businesses teaches students how to refer small business clients to retirement product specialists successfully, by learning about retirement products, small business needs and the referral process. The course begins with an overview of the small business market and the opportunities that exist to sell retirement products to small business owners. Students will learn referral process steps, how to match client needs, and how to refer them to a retirement specialist using the H.E.L.P. tool.
Audience
Bank personnel responsible for managing small business relationships with responsibilities for referring and/or selling retirement services and products.
Learning Objectives
After completing this course, students will be able to:
-
Define the benefits associated with retirement planning for the small business owner
-
Identify various retirement products appropriate for small business owners
-
Compare characteristics of various retirement products
-
Match characteristics of retirement products to small business owners' needs
-
Refer small business clients to retirement specialists using the H.E.L.P tool
Length: 6 hours
Member price: $95
Course Description
This program will give you an orientation to the essential principles, concepts, and operations of banking and a firm grounding in the business of banking.
Audience
Bank personnel new to the banking industry at all levels, specialists in non-banking functions such as marketing, information systems and human resources.
Learning Objectives
After completing this course, students will be able to:
-
Explain the impact of banking on the economy
-
Describe the competitive environment of commercial banking
-
Identify key trends and how they affect the banking business
-
Identify the key measures and drivers of bank profitability
-
Identify the key products and services of commercial banks and how they provide them
Business Etiquette
Length: 4 hours
Member price: $95
Course Description
This course is designed to promote professional behavior in the workplace. Professional behavior decisions can be confusing and the consequences for making an inappropriate decision can have lasting professional and personal consequences. Business Etiquette covers the most current etiquette guidelines for day to day situations to help students avoid making inappropriate etiquette decisions. Students are given guidelines for making the appropriate choices in areas such as personal appearance, making introductions and shaking hands. A variety of everyday etiquette issues are addressed such as:
-
What to do if you forget someone's name
-
Food in the work area
-
Impact of certain behaviors in a close environment such as cubicle workspace
-
General guidelines for interpreting dress codes
Audience
Bank personnel in the branch and administrative office environments.
Learning Objectives
After completing this course, students will be able to:
-
Make appropriate introductions.
-
Shake hands with confidence.
-
Describe the impact of personal appearance on the work environment.
-
Demonstrate how to choose the appropriate behavior in day-to-day activities including opening a door, arriving late for a meeting and food in the work area.
-
Recognize how his/her behavior in a close work environment affects co-workers.
-
Discuss the business consequences of making a choice that is outside the described etiquette guidelines.
-
Describe how common behaviors in the United States may be interpreted by different cultures.
Dealing Effectively with Co-Workers
Length: 6
hours
Member
price: $95
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Course Description
This course is focused on behavior between co-workers. Students will discuss and practice a set of basic guidelines for interaction with each other. This course will also introduce information about social styles and how the different social styles impact communication between co-workers and colleagues. Diversity is presented as a theme throughout the course. Strategies for dealing with difficult co-workers and the resulting conflict between colleagues is introduced and practiced during the course.
Audience
Banking professionals at all levels.
Learning Objectives
After completing this course, students will be able to:
-
Demonstrate appropriate/professional behavior with co-workers.
-
Use basic guidelines to enhance professional relationships.
-
Understand the impact of different social behavioral styles on communication.
-
Describe methods for dealing with difficult co-workers.
-
Identify and use strategies for dealing with conflict in the work environment.
Ethical Issues for Bankers
Length: 4
hours
Member price:
$95
Course Description
This course covers business ethics from a banker's perspective. Students explore the importance of ethical behavior in banking from a personal and organizational perspective and focus on ethical considerations in many areas including confidentiality, conflict of interest, information security, personal transactions and accepting or giving gifts. In addition to learning about federal regulations and guidelines for ethical practices, the course introduces an approach to identifying and responding to situations that present ethical dilemmas in banking.
Audience
Bank personnel at any level.
Learning Objectives
After completing this course, students will be able to:
-
Describe the importance of ethical practices in banking.
-
Define the nature and elements of ethical dilemmas.
-
Describe business practices commonly covered in financial institutions' codes of conduct.
-
Identify main regulatory parameters prohibiting unethical practices in banking.
-
Use an effective approach to determining appropriate action in situations holding potential for ethics violations.
Managing Time at Work
Length:
4 hours
Member price:
$95
Course Description
Managing Time at Work teaches students how to effectively manage their time to be more productive during the workday. Students will learn to create daily plans, as well as manage work areas, interruptions, phone calls, and other daily activities that take valuable time. Through scenario-based examples, students will be able to customize these techniques into a daily planning system that works specifically for them.
Audience
Bank personnel who are not currently using an organized method to plan and manage their time or who want a refresher. This includes managers, supervisors, sales staff, and other bank employees who are responsible for completing varied tasks in a typical day.
Learning Objectives
After completing this course, students will be able to:
-
Plan time effectively
-
Create a task management plan
-
Organize the workspace
-
Manage interruptions and daily activities
Meetings That Work
Length: 1 hour
Member Price: $95
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Course Description
Meetings That Work focuses on how to effectively lead meetings and
use them as productive methods to communicate, solve problems, and make
decisions. It covers the appropriate reasons for holding meetings; the
characteristics and typical structure of meetings; principles and tools for
planning, leading, and participating in meetings; and how to handle distracting
problem behaviors.
Audience
Anyone who leads or participates in meetings within or outside an
organization.
Learning Objectives
After completing this course, students will be able to:
- Describe the benefits, risks, and costs of business meetings
- List valid purposes for holding meetings
- Evaluate a group meeting against other methods of achieving a stated purpose
- Determine the appropriate type and number of participants to include in a meeting
- Complete detailed steps to prepare an effective agenda
- Evaluate alternative meeting room set-ups
- Use key principles and specific techniques to effectively lead and participate in meetings
Presentation Skills
Length: 2 hours
Member Price: $95
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Course Description
Presentation Skills covers the basics of planning an organized,
audience-focused oral presentation. The course covers the physical aspects of
presenting, such as body language, voice and gestures, handling nervousness, and
dealing with disruptive audience members.
Audience
Any bank employee who makes stand-up, verbal presentations to schools,
community groups, business prospects, staff, senior management, and so on.
Learning Objectives
After completing this course, students will be able to:
- Write a purpose statement for their presentation topics
- Write an opening statement that catches the audience’s attention
- Identify components of a presentation that gain attention and keep interest
- Describe effective uses of visual aids (flipcharts and overheads)
- Define and demonstrate the benefits of using open-ended and closed-ended questions
- Develop a closing statement that calls the audience to action
- List methods for dealing with disruptive audience members
- Identify ways to control nervousness
- Demonstrate appropriate body language
- Deliver a presentation that meets the needs of the audience
Telephone Etiquette
Length: 2 hours
Member Price: $95
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Course Description
Telephone Etiquette covers fundamental skills and techniques for
using the telephone effectively on the job. It spotlights the importance of the
telephone as a business tool and provides practical tips and techniques for its
effective use.
Audience
Branch and administrative office staff who answer calls or who make calls to
customers and other bank staff. This course is appropriate for call-center staff
as an introduction to telephone skills.
Learning Objectives
After completing this course, students will be able to:
- Prepare for typical calls
- Set up work area to support organized telephone communications
- Use professional call greetings
- Use appropriate language and voice inflection during telephone conversations
- Use questioning and listening skills that support effective telephone communication
- Handle special telephone tasks professionally
- Use effective skills when working with technology tools
Writing Bank Correspondence
Length: 6
hours
Member price:
$95
Course Description
This course prepares students to write effective business correspondence. It introduces a four-step writing process of planning, drafting, revising, and polishing memos and letters. The course also considers the format and use of handwritten and fax correspondence and e-mail messages. Students will apply their new skills in many brief exercises and in redoing a sample of their own writing, which they bring to the course.
Audience
Anyone who writes business correspondence such as letters to customers, memos, faxes, or e-mail messages.
Learning Objectives
After completing this course, students will be able to:
-
Identify common barriers to writing effectively.
-
Describe a four-step process to write business correspondence.
-
Plan correspondence by analyzing the purpose and audience; determine the appropriate tone; and consider effective logistics.
-
Follow specific techniques to draft effective opening and closing lines and to organize the body of a written message.
-
Use three principles of clarity to revise and improve writing drafts.
-
Polish correspondence by placing it in an appropriate format and proofreading it for final edits.
-
Describe special considerations in the format and use of faxes and e-mail messages.
Coaching for Success
Length:
4 hours
Member price: $95
Course Description
This course provides techniques for ongoing performance feedback and skills for recognizing a coaching opportunity. It will encourage students to get involved with the performance growth of other employees to develop and enhance their skills.
Audience
Any employee responsible for coaching others with or without a reporting relationship. This could include managers, supervisors, team leads and mentors.
Learning Objectives
After completing this course, students will be able to:
-
Recognize the need to encourage others toward personal growth opportunities.
-
Seek out the potential of another person and support the person's need to take on additional responsibilities.
-
Invite others to stretch their comfort zone of skills and reach new levels of potential.
Corrective Action
Length:
4
hours
Member price:
$95
Course Description
In Corrective Action, students will learn how to facilitate their employees' improvement, instead of merely disciplining them. The course covers when and how to apply corrective action, and provides strategies for motivating employees to improve. Students will learn to use a range of corrective modes in a balanced and objective manner, including applying the progressive disciplinary model, documenting corrective action through a standard documentation template, and counseling employees towards improvement in a professional manner.
Audience
Any supervisor or manager who has responsibility for evaluating and documenting employee performance.
Learning Objectives
After completing this course, students will be able to:
-
Define corrective action and its significance
-
Describe an employee's performance or behavior gap specifically and objectively
-
Document corrective action completely by including the standard elements
-
Prepare for a corrective counseling session with an employee
-
Conduct a corrective counseling discussion with an employee
-
Take appropriate corrective action based on an employee performance or behavior issue.
Hiring the Best
Length: 4 hours
Member price:
$95
Course Description
This course presents a structured process for hiring the best candidate for a job. The process is based on a behavioral approach to hiring and reviews compliance issues associated with each component of the process.
Audience
Any supervisor or manager who participates in the position analysis and selection and hiring of employees.
Learning Objectives
After completing this course, students will be able to:
-
Analyze a job to identify minimum technical and performance skills.
-
Prepare applicant selection criteria for the skills identified in the job analysis.
-
Write interview questions that are legal and focus on behavior relevant to applicant qualifications.
-
Screen applicants for interview.
-
Conduct an employment interview using prepared interview questions.
-
Select a pre-employment test.
-
Select the most qualified candidate for a job, based on information obtained during an employment interview and from references.
-
Make a job offer that is not an implied employment contract.
Improving Productivity
Length: 6 hours
Member price:
$95
Course Description
Improving Productivity teaches students how to evaluate and improve productivity in the workplace. Students will learn how to consistently and systematically apply a six-step process to resolving productivity problems in the work environment. These steps will keep students focused on what needs to be done to resolve the problem and enhance current productivity levels.
Audience
Any employee that leads a work team on a full or part-time basis.
Learning Objectives
After completing this course, students will be able to:
-
Describe the manager's role in productivity challenges for banks
-
Identify the three elements of productivity
-
Pinpoint the production problems in everyday scenarios
-
Identify obstacles that are keeping their work group from reaching optimal performance levels
Determine the best method to identify potential productivity obstacles through the use of interviewing, fishbone diagrams and flow charts
Use rating, ranking and matrix screening methods for evaluating productivity solutions
Describe the steps for implementing productivity solutions.
-
Define corrective action and its significance
-
Describe an employee's performance or behavior gap specifically and objectively
-
Document corrective action completely by including the standard elements
-
Prepare for a corrective counseling session with an employee
-
Conduct a corrective counseling discussion with an employee
-
Take appropriate corrective action based on an employee performance or behavior issue.
Length: 4
hours
Member price: $95
Course Description
Managing Change covers the typical effects that change events can have on individuals and organizations. This course will teach strategies for demonstrating change leadership. Through honing communication skills and applying them to a four-step change communication process, students will be prepared to manage the effects of the change. Throughout the course, students will have several opportunities to observe effective and ineffective change communication techniques. These examples are set in real-world change scenarios and offer solutions that can be applied immediately in the workplace.
Audience
Any employee who is leading a group in a changing environment.
Learning Objectives
After completing this course, students will be able to:
-
Distinguish between change and transition
-
Identify seven typical effects of change
-
Describe the primary reactions employees have to change events
-
Examine the three stages of change
-
Identify possible reactions to each stage of change
-
Identify the seven strategies to demonstrate change leadership
-
Identify the influence and action you can take in change situations
-
Describe the key elements of effective communication
-
Identify the four steps to communicating change effectively
-
Describe the impact of the four-step communication approach on a change event.
Managing Employee Relations
Length:
6
hours
Member price: $95
Course Description
Managing Employee Relations provides managers and supervisors with a four-step strategy for managing employee relations compliance with legislation, managing diversity, handling work and personal issues and fostering open communications. After an overview of the importance of employee relations and their impact on the workplace, the course reviews the legislation that protects employees from discriminatory and unfair practices. Students will learn how to identify diversity issues in a team, how to respond to personal issues that affect the work environment, how to promote open communications and how to establish formal and informal problem resolution processes.
Audience
Any manager or team leader with one or more reporting relationships..
Learning Objectives
After completing this course, students will be able to:
-
Describe the impact of a manager's role in establishing and maintaining sound employee relations in an organization
-
Identify four management strategies that support positive employee relations
-
Describe the purpose and intent of employment legislation governing workplace supervision
-
Identify diversity issues in a team and overcome related barriers to productive employee relations
-
Use effective guidelines for handling work and personal issues in a team
-
Implement management activities that facilitate open communications.
Performance Management
Length: 6 hours
Member
price:
$95
Course Description
This course will provide students with a proactive approach to performance management. By focusing on setting clear expectations, specific performance feedback and objective performance evaluations, this course will help managers avoid many common performance problems.
Audience
Any supervisor or manager who has responsibility for directing, documenting and evaluating employee performance.
Learning Objectives
After completing this course, students will be able to:
-
Write performance objectives based on measurable criteria and standards.
-
Communicate clear performance and behavior expectations.
-
Objectively observe performance.
-
Provide feedback to employees and document the conversations.
-
Prepare and conduct the performance appraisal.
Project Management
Fundamentals, Part One
Length:
2 hours
Member
Price:
$79
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Course Description
Project Management Fundamentals, Part One
examines the phases of the Project Management Life Cycle, and a project
manager's role in each phase. It defines basic project success criteria and
common reasons for project failure. Finally, it describes techniques for setting
up a strong project team and determining the elements of a Risk Management Plan.
Audience
Those with project management responsibilities or who are part of a project
team.
Learning Objectives
After completing this course, students will be able to:
-
Describe the differences between project management and regular management
-
Identify the major phases in a project
-
Identify criteria for a successful project
-
Describe the major elements that define all projects
-
Construct useful project goals and objectives
-
Identify the elements to be included in a statement of work
-
Describe the purpose and key elements of a project charter
-
List the basic approaches to handling risk
-
Identify the components of risk assessment
-
Select appropriate tools for analyzing risk
Project Management
Fundamentals, Part Two
Length:
2 hours
Member Price: $79
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Course
Description
Project Management Fundamentals, Part Two describes techniques for planning and sequencing
project activities. It describes how to identify the Critical Path for
completing a project on schedule. It identifies the cost elements that should be
included in a project budget and describes techniques for managing deviations
from budgets and schedules. Finally, it describes key elements of project
management communications and reporting tools and the key activities of project
close-out.
Audience
Those with project management responsibilities or who are part of a project
team.
Learning Objectives
After completing this course, students will be able to:
-
Organize a project into sub-projects
-
Identify dependencies between work projects and use those dependencies to establish a logical order for work projects
-
Calculate the Critical Path, or set of activities which cannot be delayed, in order to accomplish project work on time
-
Identify the cost elements to be included in a budget
-
Describe the key tools for monitoring progress on a project
Identify variances in the schedule and budget
Rewards and Recognition
Length: 4 hours
Member price:
$95
Course Description
Rewards and Recognition provides students with the knowledge and skills necessary to recognize, reward, and motivate employees toward continued and improved performance.
Students will learn the core principles and characteristics of recognition, and understand the benefits that giving rewards and recognition can bring to individual employees, departments and the institution. The course covers how to choose and convey effective rewards and recognition, including selecting an appropriate reward and the time and place to communicate recognition to employee. Students will get hands-on practice in planning a reward and recognition program using planning and recording forms included in the course.
Audience
Any employee responsible for motivating, staff regardless of the specific reporting relationships. This could include managers, supervisors, team leaders and mentors.
Learning Objectives
After completing this course, students will be able to:
-
Define the terms reward and recognition
-
Identify the elements of rewarding and recognizing employees
-
Describe the consequences of failing to reward and recognize employees
-
Describe how to link a specific company value to specific employee behaviors
-
Determine a reward/recognition that is appropriate to the individual
-
Communicate the reward/recognition effectively
-
Describe the steps in creating a recognition plan
-
Create a recognition plan for employees
Consumer Credit Products
Length: 6 hours
Member price:
$95
Course Description
This course will provide students with the skills to identify the features of consumer credit products. The course will also provide a link between these features and how they meet the needs of different customers.
Audience
Any branch personnel who will be discussing or selling consumer credit products.
Learning Objectives
After completing this course, students will be able to:
-
Define basic terminology used when discussing consumer credit products.
-
Identify features and related benefits of consumer credit products.
-
For secured credit, determine the maximum dollar amount available based on collateral value.
-
Match consumer credit products to customer needs.
-
Identify bank regulations that impact consumer credit.
-
Identify appropriate products to cross-sell.
Event Based Selling
Length: 1 hour
Member Price: $95
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Course Description
This course will
focus on using group events as a marketing tool to promote sales. Students will
learn how to target their market, plan group events, and use networking
techniques to increase the number of business contacts made at group events.
Audience
Those bankers whose responsibilities include attending, participating in, or
hosting community-based group events. Students should have a working knowledge
of their institution’s products and services.
Learning Objectives
After completing this course, students will be able to:
-
Identify group event opportunities within their market
-
Identify common characteristics within groups
-
Identify common financial needs within groups
-
Identify networking strategies to increase the number of contacts made at group events
-
Maximize sales opportunities gained through group events
-
Create an action plan and timeline for hosting a group event