SalesCU’s Post

In order to have an effective and productive sales initiative, a credit union must hire individuals that value the processes of selling. Often what we see are team members who are shy, afraid of selling, or unwilling to adjust their “order-taker” ways. If the credit union wants to stop stinking at selling, they need to hire effective salespeople. #creditunionsalestraining #creditunionsalestrainingprogram #creditunionsalegoals #creditunionoutboundsalestraining #creditunionsalesleadership #creditunions #CUadvantage

In my previous role, one of my myriad responsibilities was leading the retail/branch network. When I took over the branches, I adopted a department with a high turnover rate, low morale, and inconsistent production. We had work to do to transform from a system of "order takers" to a "sales and service culture". We began our transformation strategy with four initial tactics. Each tactic could be built upon as each manager progressed through the steps. The four steps of our transformational strategy were: 1) Title change: We changed their titles from "Branch Manager" to "Relationship Manager". This was vital to engrain the paradigm shift from processing member transactions to building and maintaining relationships. 2) Invested in the people: We began teaching the Relationship Managers how their decisions in the branch impact overall credit union performance and how to manage their P&Ls. 3) Empowerment: We empowered them to make decisions by making them CEOs of their branches. We encouraged them to make decisions on the go instead of "calling corporate" for direction. 4) Breaking down silos: We created opportunities to bring them together to show they are not alone. Yes, they are in their individual branches but their branch team was a part of the credit union branch team. As a team of teams, we orchestrated gatherings for them to share best practices and "ahh-ha" moments with their peers. There were several phases to each step above which took place over years. The strategy was a resounding success. A few of the key results were: 1) A decrease in branch staff turnover. 2) Branch efficiency ratios improved as the Relationship Managers made great business decisions and managed their P&Ls. 3) Branch loan production increased as the Relationship Managers invested more time in their branch staff. 4) Branches began to see improvements in their Google review scores as the teams began making member decisions based on building and maintaining relationships instead of processing transactions. Many times credit unions expect branches to excel on their own. In my experience, the most successful branch networks excel and grow when there is a defined branch strategy and the credit union invests in the development of the branch staff at all levels. Please don't put your branches on cruise control. They are the face of your credit union to your members.

What a weekend! I have 11 branch managers reach out to me this weekend. Thats a 1st. I have had 1 or 2 over a weekend, but 11 WOW!!! Of the 11, there were 2 brokers and 9 retail managers. (6 different IMB's) Top 5 Complaints in order 1) Leadership - Company going in wrong direction. 2) Operations - Getting loans closed 3) Rates & Margins - Company taking too much! 4) Broker branch model - No way to make any money 5) Training/Mentoring - Company not trying to make anyone better There will be people who comment saying their company do all of these. Most of them have no idea. If you don't know what your competitors are doing, you do not know if your company is better or worse. On average, I speak with 15 to 25 BM's a week. I probably know more about most people's company than they do. I tell people all the time that they should or shouldn't stay at their current company. The truth is most companies out there are doing a disservice to their managers and loan officers. Most managers have their head in the sand and don't want to look up to see what is really going on. At this point, I believe you have 4 1/2 months to get yourself in a better position or rates will start coming down and your stuck where you are.

Branch Managers, struggling to recruit top talent? This story might just change the game for you. I’m about to share how a 30-year industry veteran just hired the highest-producing loan officer of her career. It all boiled down to three simple strategies. Recruiting in this industry isn’t easy, especially when you’re up against tough competition. But one branch manager cracked the code, bringing in a top-producing loan officer by mastering three key moves. Here’s what she did: - Relentless Follow-Up: She stayed in contact with this loan officer for 7 months. Even when he said he wasn’t ready, she didn’t let the conversation end. She built a relationship, staying top of mind for when he was ready to make a move. - Leveraged the Company: She flew him out to California to meet everyone behind the scenes—technology, marketing, processing, underwriting, credit policy—and most importantly, the leadership team. She made sure he knew exactly who was leading the company and that he had access to those same people. - Stayed Classy: While the other company bad-mouthed the competition, her strategy was to focus solely on what the loan officer wanted in his career. She never mentioned the other company, choosing instead to determine if they were the best fit for him. In the end, he chose to work with her and her team, because their values aligned with his. It wasn’t about tearing down the competition—it was about building something better together. This story is a powerful reminder: If you follow up diligently, believe in your company, and lead with class, great things will happen. Don’t let the noise distract you—focus on what truly matters to your recruits. Need help refining your recruitment strategy? DM me, and let's craft a plan that works for you. Remember, success is just a conversation away!

Today I had a recruit ask me a great question that I haven’t really been asked by any other recruit over the last 60 days. The question was what is the most important initiative for you as the Chief Strategy Officer at Lower. I said that is a great question and then without hesitation I said I want Lower to have highest closed unit per originator ratio in retail lending. At Lower it’s not about being the biggest in size or funding the most total units or volume or competing against ABC Mortgage it’s about providing a platform where the hard working full time originating professionals of Lower achieve the professional and financial growth they desire. The McDonald’s business philosophy of a store on every street corner may work in that industry but not in ours. Elevate the performance of your own (Growth Only Coaching) by one closed loan per originator and you most likely achieve the same results as a year of recruiting. Do both and now you have done something really special.To many times companies measure strength in numbers when it really should be measured in efficiency. But that’s why we’re different at Lower. #lower #growthonlycoaching #loanofficers#branchmanagers#mortgagerecruiters#amirsyed#randallgillespie#nicholasgallagher#wecare#mortgageoriginators

RIP Cross-selling in Pvt. Bank branches⚰️as per my recent experiences. As a seasoned Banker, visiting a Bank as a Customer is a nostalgic experience, seeing it through familiar eyes. I felt good to see relaxed inbound staff on the sales front. Either they were not concerned about sales or there are no sales KRA anymore. I went to different Pvt. Banks (3 visits) for various service requests on different dates. In all instances, cross-selling was absent. No one ❌Asked me to open CA, upon informing that We have opened a preschool. ❌Requested for additional funding in SA or FD. ❌Pitched investment products. I went to 2 PSU Banks, again with service requests. In one of them, the staff asked me to ✅Start transacting. ✅Fund SA & open CA. ✅Informed me about MSME & gold loans. The service approach was excellent & all requests were processed smoothly in all instances, however, the Banker inside me was looking for some sales pitch. Is this a trend reversal, where PSU banks are becoming more sales-oriented? These experiences brought back memories of when sales productivity was the focus for all staff & appraisals emphasized sales results rather than service requests processed. Good for the Inbound Team.👍 #crosssales #banking #sales #productivity #businessdevelopment #branchmanager #banks #salesmanager

It’s tough to see a job once focused on helping customers transform into a relentless push for sales. What was once about providing real financial support is now driven by quotas and targets. This unnecessary sales presure not only increases stress for bank employees but also erodes the trust that should be the foundation of banking. When sales take over, the job becomes less about people and more about numbers—a change that benefits no one in the long run. #Bankers

Good opportunity

Hey everyone, it's Priya Anand from Boston Graphic Design Studio, Llc! I'm excited to introduce you to Frankie G., and our paths crossed earlier this year through Corridor 9/495 Regional Chamber of Commerce. From the moment we connected, it was clear that Frankie brings a special energy and expertise to the table. Frankie recently moved from sunny California to Worcester and is now part of the team at the Shrewsbury branch location Webster Five. His energy, professionalism, and friendly nature truly set him apart in the banking world, and he genuinely cares about his clients and the community. Sharing the conversation I had with Frankie: 

❓Frankie, could you share what drives your passion for excellence in banking and team management? ✅ My passion for excellence in banking and team management is rooted in helping less fortunate communities access financial education. Growing up as a first-generation millennial with immigrant parents, I witnessed their struggles navigating the US banking system, motivating me to impact others' livelihoods with integrity and ethical standards. ❓ What's one key strategy you've used at Webster Five to transform your team and achieve high performance? ✅ I implemented consistent bi-weekly sales focused sprints with my team at Webster Five. We used an MVP (minimal viable product/process) approach to test our strategies and see how our customers would respond. This allowed us to pivot and adjust our sales tactics based on the outcomes.This practice empowers the team to try new sales strategies resulting in creativity and stellar results. ❓ Can you describe a memorable moment where your coaching made a significant impact on someone's career? ✅ Certainly, back when I was a branch manager in San Diego, I coached an assistant branch manager with a negative outlook. Through guidance and collaboration, they transformed into a superstar banker, excelling in various areas. ❓ What guidance do you offer to those aiming to lead in the financial services sector? ✅ ALWAYS put your clients in the center of everything that you do. You should focus on them and their needs. If you're recommending something, it should be because they actually need it, not just to make a profit. Being trustworthy and open builds a strong bond with your clients, making you a real leader in your community. ❓Frankie, how can people reach out to you for advice ? ✅ Anyone can get a hold of me by reaching out here on LinkedIn, or through my email: fgonzalez-rauschkolb@web5.com or My direct line: 508-719-2110. I am fluent in Spanish and can help all small business owners who are looking for an honest and transparent business banking relationship. I can help with credit, savings and cash management needs for all small business. If you are someone who is looking for a new banking relationship, based on my experiences, you will be in good hands! #banking #communitybanking #SpiritofShrewsbury #bostongraphicdesignstudio

🚀 From Reactive to Proactive: The SalesCU Approach 🚀 American United Federal Credit Union, a $200 million institution in Salt Lake, discovered that a reactive sales culture led to under-serving their members. By shifting to a proactive sales approach, focusing on building relationships rather than just processing requests, they transformed their results. One year, their loan growth was negative. But after implementing structured sales training and coaching, they saw a 17% turnaround in in the following year! This is the power of proactive sales. #CreditUnion #SalesTransformation #ProactiveSales #SalesCU