The document discusses the importance of talent and people in achieving high performance. It emphasizes that financial services are differentiated based on people rather than products alone. It suggests companies must attract, develop, and retain talent to best serve shareholders, associates, clients, and communities. Some questions are posed about how to identify ideal talent, keep high performers, and make difficult personnel decisions based on performance rather than emotion.

1. It’s All About People! Michael G. Comer

2. “ High Performance” is a choice! Do you have the talent to take you where you want to go? Think about it…What’s the difference between you and your competition? Financial “Service” Industry Everyone has a Checking Account Everyone has a Loan The difference is … “People” It takes High Perform ers in order to achieve High Perform ance . Execution is the Key! Southwest Airlines

3. Who Do We Serve? Shareholder Associate Client Communities We must satisfy each and exclude no one.

4. Talent “The Front line delivers the Bottom Line” Our Agenda New Talent Retain Talent Making the “Difficult Decision” Never allow the fact that “People are our most important asset” be diminished. We are not operating a “machine” We are always working with “people”.

5. What are you doing to attract new talent? What’s your story? Why should the best want to join or remain with your team? Sources of Talent Internal Development External Recruiting

6. Think of some ways you can Recruit Talent for the Future? Why should potential talent choose you? Should it be more than “money”? When do you recruit for talent? Is it an “event” or a “process”? You are always “hiring” talent? You must be ready to “not add to staff”

7. Retain Talent Ideal Associate What type of individual will excel within your Culture? Can you describe this person? How do you “create” this person? Ideal Associate Experience What keeps the best talent at your organization? What would you have to do to have talent desiring to come to your company?

8. Making the “Difficult Decision” “ If you make decisions with your Heart, you’ll end up with Heart Burn.”… Harvey MacKay Performance Factors Willingness Ability Coaching/Feedback Do your people clearly know what is expected? Do your People clearly know where they stand? The Doctrine of, “No Surprises”

9. Things to Talk About…. What type of talent do we have? What type of talent do we want? What type of person excels in our Culture? What is important to our best performers? Money is easy and obvious How do we recognize our best performers? How should we recognize our best performers? Does your entire Team understand how and why your company makes money?