Sales Tips You Can Bank On

How Well Do You Know Your Clients?

Today I had the opportunity to help an existing client convert their home equity line of credit to a home equity loan.  He came into the bank with his son and sat in my office for about 20 minutes.  While on hold with the lending department attempting to convert and lock in his interest rate I began to have a conversation with him.  None of which had to do with banking.  On his jacket was a logo of a silver airplane flying over a small city.  I asked him what he did for a living out of curiosity.  He told me that he is a private pilot and flies CEO’s of companies around the world for business.  His career to me seemed very rewarding in the sense that he probably learns a lot of different concepts while flying these executives back and forth.  He then began to share with me how the company was founded and who started the company.  I brought up questions about how many employees work there? How often does the company finance new airplanes?  After this conversation of small talk I asked permission to call the owner of the company to set an appointment to meet with him.  He replied that would be fine.  Always ask for referrals!  The question could be as simple as this. Who of your family or friends is currently dissatisfied with their bank?

            A few weeks after talking to a client by the teller line a client came in and began speaking to one of the tellers.  He appeared as if he had just finished lifting weights and looked exhausted.  After listening to the conversation at the teller line I walked over and began to offer my assistance.  But first his gold chain caught my attention and I inquired about it.  I came to a conclusion that he was a weight lifter.  I then invited him into my office and he told me that he owns a weight lifting business and has traveled extensively all over the country training athletes.  I found his insight and business to be fascinating.  I then started to help him with his business concerns.  His problem was on his commercial mortgage.  After a few minutes we were able to solve his issues together.  Then a few questions later I found out that his sister owns a small boutique in town.  His sister was in need of extra working capital and had a certificate of deposit coming due and was looking for a new bank.  I asked him if it would be okay to give his sister a call and he said yes.  Later on that day I gave his sister a call and set up a time for her to come in and talk about her financial needs.  If one asks for referrals you will get them!