Integrated Business Development Program

Our Integrated Business Development Program is designed to mentally and emotionally financial professionals for the challenges they face in developing business relationships, and provide them with the hard skills required to close deals.  

One area of focus is the internal driver of the individual – what we refer to as the person’s Intrinsic Intelligence.  In developing a person’s Intrinsic Intelligence, the person learns valuable skills used to:

·         Develop and maintain a competitive spirit.

·         Recognize and maximize opportunities.

·         Develop a sense of desire to reach goals.

·         Build personal confidence and endurance to stay on course despite obstacles.

·         Generate a positive mindset.

·         Devise Mastermind Groups (business development teams) for collaboration.

·         Leverage their imagination to achieve objectives.

·         Consistently make productive decisions.

·         Develop persistence to win profitable relationships.

·         Overcome feelings of negativity.

·         Utilize specialized knowledge to reach higher levels of success.

·         Work  with other lines of business and break down traditional silos.

This valuable knowledge is the result of over 25 years of research in the fields of retail bank sales, self science, positive psychology, and emotional intelligence.  We incorporate the newest, proven, personal success principles that are vital to some of the most profitable Fortune 500 companies in America such as Cisco Systems, UPS, and Pfizer.

These soft skills provide the needed foundation to develop a dynamic and self motivated sales professional.  In addition, this program also provides financial professionals with tools, techniques, skills, and practical plans required to close sales through our proprietary business call program - called the CAMP System.  This system provides a detailed and organized approach which guides the participant to build strong relationships with business owners and close sales. 

The hard skills required to successfully navigate through the CAMP System are learned, role played in the classroom, and utilized in the field on a weekly basis.  Each individual will not only learn these skills, but also learn how to deliver them in a manner that is truly unique to your institution and reflects its culture. 

These hard skills include:

New Prospects:

• Selecting profitable prospects.
• Properly preparing before making business calls.
• Things to avoid when making business calls.
• Making a great first impression.
• Navigating through the gatekeeper.
• Overcoming objections.
• Asking relationship building questions that will lead to a business meeting.
• Asking personal questions without being intrusive.
• Mastering the power of personal interviews
• Using time most effectively.
• Prospecting through prospects.
• Making appointments at networking events.
• Customization, Customization, Customization.

Current Clients: 

• Selecting profitable businesses.
• Essential information bankers should know before making the call.
• Things to avoid when making business calls.
• Asking questions that will deepen the client relationship.
• Detecting additional needs and cross-selling additional products.
•  Identifying new prospects and getting referrals from existing client base.
• Using time most effectively.
• Mastering the power of personal interviews.
• How to conduct Integrated Sales Initiatives that include other lines of business partners from within the bank.
• Strategies that can be used to partner with existing business clients to jointly grow their respective businesses.

Regional Managers:

 As the sales person advances through the CAMP System and develops a relationship with prospects, a simple weekly progress report is used to: 

• Create an environment of accountability.
• Distinguish profitable prospects and measure progress.
• Discern areas where coaching may be required.
• Minimize potential obstacles in obtaining a business meeting.
• Uncover needs of the business prospect.
• Ascertain clear windows of opportunity to move towards close