Brian Drake’s Post

I've been trying something new lately - and would value your feedback. For the past 2 years, my posts have primarily been short videos. I have a thought, I write a script. Lately, I've been taking my thoughts or ideas and turning them into written posts instead of writing a script and recording. It seems these written posts have been just as helpful as the videos, but I don't want to make any assumptions. Are you into them or would you prefer I went back to primarily recording videos? Feedback welcome.

There is a reason why getting clients on the calendar during a call block is so hard. It's because the people you're calling: -Don’t trust you, thanks to past experiences with other bankers. -Have no interest in spending their free time sitting in a bank. -And most importantly, they already know what you're going to say—other bankers have tried before, and the client's "No" is ready to fire. The best way to get past this? Change the conversation. Instead of pushing an agenda, call them up and ask about their experience with the bank. That's it. Questions like: "How has your experience been since opening your account?" "What do you like most about banking with us?" "What have we done right to keep your business?" "What more can we do to serve you and your family?" Listen genuinely. People can tell when you’re being real. If the conversation goes well, then you invite them in: “I’ve really enjoyed our conversation, and I’d love to get to know you better. Would you be open to coming in so we can talk in person? I’d love to see how I can be of service to you and your family as one of the bankers here.” Because you cared about them—not just getting them on the calendar—they’ll trust you. And since they enjoyed the conversation, they’ll be more likely to say yes to an in-person meeting. This approach can break your call block dry spell and get you back to meaningful conversations that lead to actual appointments with the right people. Want a script? Here you go. https://lnkd.in/gs7WNzNi Happy Friday.

I once knew a banker who was an avid complainer. They practically mastered the art of complaining. First they complained about their advisor never closing business and the amount of people they had to deal with everyday who weren’t worth their time. "How can I possibly succeed if I don’t have time to make calls, and the few clients I get on the calendar don’t close?" Eventually, this banker got what they wanted: a change of scenery. They were transferred to a different branch, one filled with high-end clientele and paired with an advisor who had a strong track record. "Finally," they thought, "I can prove to myself and everyone else just how good I am." But it didn’t take long for new complaints to surface. "The clients here are too high-end. They all already have strong advisor relationships. I can’t schedule appointments. My manager isn’t helping me figure out how to handle these impossible objections." After months of failure, the banker finally had to face a hard truth: "Maybe I’m the problem. Maybe the reason I’m not succeeding is entirely on me. I’m just pointing blame elsewhere to protect my ego.” This truth was a blow to the ego but also a moment of empowerment. "If this is really on me, that means I can change what I’m doing and improve my results. I don’t know how yet, but I won’t stop trying until I figure it out and accept that I’m completely on my own.” And figure it out they did. That banker went on to become the top performer in their market and eventually hosted live workshops to help others who were struggling. That banker…..was me. The truth is, your results start to change the moment you point the finger at yourself. Nothing changes if you keep pointing it elsewhere. It's going from, "I have these external challenges, so I can’t succeed." To, "I have these challenges. What do I need to learn or what skills do I need to acquire to overcome them and succeed” This mindset is not just how bankers win; it’s how the most successful people win in life.

If you make a recommendation and the person asks you to follow up with them, ask: “What’s going to change a month from now that will make it more of a priority then than it is now?” *Use a genuinely curious tone when asking. If they can’t give a clear answer, it’s likely they’re not interested and just want to end the conversation. If they do give a logical reason, schedule the meeting for the time they’ve mentioned, and the follow-up call becomes a confirmation, not a chase. This way, you know which follow-ups are worth your time and which ones will never go anywhere.

Instead of asking basic questions like “what are you saving for?” Or “what are some of your financial goals? Ask: “I’m curious. What financial goals are important to you right now?” And if you want to turn this conversation into an opportunity, go deeper. “Of the financial goals you just listed, which one is most important to you?” Once they narrow it down to one. Ask: “What about achieving this financial goal specifically is important for you?” Then show them you care through active listening. This behavior is the secret sauce. “So from my understanding, it sounds like what’s most important to you is……” All of the sudden, the person will feel much more open to talk about their financial situation. So when you ask: “How much in total do you have working for yourself toward this financial goal?” “What strategy do you have in place and how confident do you feel about it?” “Would you find value in feeling reassured that you’ll reach this financial goal?” It won’t feel uncomfortable for you or for them. Of course, make the advisor referral if their primary goal is retirement. Deep, guided conversations like this is how you consistently win as a banker.

How hard is it to do well as a banker? Let’s look at the two main challenges you face everyday. 1. Clients often have an unfavorable belief about you because of past experiences with other bankers. 2.Most people have no desire to discuss their money or financial planning. So if you’re struggling, cut yourself some slack—this job is tough. The good news? Overcoming these challenges is difficult, but not impossible. Keep going. You’ve got this.

Become aware of common assumptions we bankers often make about clients: "The client at my desk has no money." "The client is already well taken care of by their advisor." "The client will get upset if I talk about their money or financial goals." These are often just make-believe stories your mind tells you to avoid discomfort. If you’re unsure, ask yourself: “What evidence do I have that confirms my belief is fact? Not fiction.” The cost of leaning into these assumptions can be significant. You’ve got this.

If you’re calling an assigned client for the first time, ask: “How has your experience been since first opening your account?” And “What can I do to personally be of service to you and your family as your banker?” If you try: - Introducing yourself and asking if they have anything going on you can help with - Talking with them about their balances - Or recommending they come in for a financial review You’re showing them that you’re someone they shouldn’t trust. And first impressions can last forever. So make it count.

If you're a banker listening to general sales advice on handling objections—stop. You're wasting your time. You don’t face objections. You face excuses. Most sales advice out there isn’t built for you. Good on you for being proactive though. It’s people like you that win. So keep going.

Is a second review of a financial portfolio like a second opinion from a doctor? Imagine this: You feel fine. Your doctor says you're fine. Then someone else tells you to see another doctor—just to be sure. Oh. And that someone else possibly benefits if you do see another doctor. Does that make sense? No. Not really. What you can do is spot-check to be sure they’re fine. “Oh, so you don’t think you need a second opinion? Let me ask you a question…” -How is your portfolio doing with all the political chaos right now?
 -How confident are you that you’re getting the return you need to reach your financial goals? What does that number need to be each year?
 -What strategy is in place to protect your family’s wealth long-term? Their uncertainty is the reason they should reconsider a second look. Don’t convince. Ask the right questions.