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How to Sell Bank Loans

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This powerpoint was created to teach commercial lenders how to sell their bank as a more expensive (but more valuable) alternative to regular banks. The slides themsevles were kept clean - the "meat" ...

This powerpoint was created to teach commercial lenders how to sell their bank as a more expensive (but more valuable) alternative to regular banks. The slides themsevles were kept clean - the "meat" is in the speaker's notes.

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  • POSITION THE BANK FIRST. This workshop is about how to sell the Bank as a whole to an influencer or prospect – as opposed to negotiating a particular loan or CG transaction.

How to Sell Bank Loans How to Sell Bank Loans Presentation Transcript

  • “ Apples ain’t bananas!” Selling the BDC.
  • AGENDA
    • What makes us different.
    • Overcoming objections.
  • We don’t compete We complete .
  • No longer the lender of last resort.
  • 1. The stuff that makes us different.
  • They sell good ol’ bananas…
  • … while we sell juiced- up apples .
  •  
  •  
  • the relationship over any one transaction. We value
  • “ Don’t keep your eggs in basket...” all one
  • “… you may come to regret it.”
  • Security is up. not our big hang-
  • We don’t have a short fuse.
  • We don’t colour the facts.
  • Not a formulaic lender.
  • We are amazed by our clients.
  • We have Smart Money .
  • We ask a lot of good questions...
  • We are, after all, a development bank.
  • We give you a lot.
  • We are not a pain to deal with.
  • We don’t overwhelm clients with administration
  • regular bank not a We are
  • No personal security.
  • Non-demand loans.
  • We’ll break bread with you (and pick-up the tab).
  • We bend backward. over
  • We can be pretty creative.
  • are always on. The taps
  • 93% > 58%
  • We are a great alternative.
  • 2. Overcoming Objections.
  • Go face-to-face.
  • Don’t argue the objections. Turn them around.
  • While we don’t compete on rate… %
  • … they need to feel you sharpened your pencil.
  • Once you spill the beans…
  • DEMO: Interest Rate Comparative Model “ A straight beats a blend…”
  • Sticker shock math.
  • Cup of coffee math.
  • “ I don’t give my bank a personal guarantee!”
  • “ Why should I pay a study fee?”
  • “ Why should I provide Review statements?”
  • Coffee Break. Ten minutes.