Tuning In to the Bank Channel

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Helping financial advisors discover the benefits of collaborating with community banks.

Published in: Business, Economy & Finance
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Tuning In to the Bank Channel

  1. 1. Tuning in to the Bank Channel Mark Hall David Rendall
  2. 2. WHY BANKS?
  3. 3. Benefits Leverage Bank Relationships Accelerate Process Build Trust
  4. 4. Obstacles 1 Protective Bank Mentality 3 Incorrect Assumptions 2 Fear of Deposit Conversion 4 View Investments as Peripheral 6 Lack of Sales/Service Culture 5 Fail to See Personal Benefits
  5. 5. Overcoming Obstacles 1 Integrate with Bank Operations 3 Introduce Bank Staff to Clients 5 Follow Up Regarding Referrals 2 Include Bank Staff in Meetings 4 Educate Bank Employees
  6. 6. this will take TIME
  7. 7. The Bank is Your Client - Internal - External
  8. 8. Three Types of Referrals Experienced a Windfall Long-Term Bank Relationship New or Small Investor often overlooked
  9. 9. Provide Direction Provide Consultation Provide Education
  10. 10. Clients to Avoid Exclusively Invested in CDs Frequent Traders
  11. 11. You need to find the right fit . . . . . . this will not work with every bank
  12. 12. SUCCESS requires a two-way RELATIONSHIP based on TRUST
  13. 13. How We Can Help Planning Consulting Presentations Guidance Experience Relationships
  14. 14. we know what makes banks TICK
  15. 15. Market Street Consulting David Rendall [email_address] 919-222-6295 Mark Hall [email_address] 919-989-7055
  16. 16. presentation design Michael Lowstetter Smooth Stone Resources
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