EventSpan

Speaker:

Nick Miller - Clarity Advantage

Full description:

Changes in regulatory and competitive environments mean big changes in bank revenue.  Whether the economy recovers quickly or slowly, small business households can and should generate significantly more revenue to offset revenue losses.  Because consumer revenues are dropping, branch staff and small business bankers HAVE to go for more small business revenue; it's a matter of survival for each branch and each business banker.

In this complimentary, one-hour webinar, Nick Miller, small business banking specialist and president of Clarity Advantage, will offer tips and techniques that can increase a bank's revenue per small business household 300% or more through:

• Significantly deepening single-product and two-product small business relationships,
• Expanding small business households to include business plus owner plus employees, and 
• Attracting clients who keep higher balances and use more products.

Nick will offer tips and techniques about:

• Facilitating initial assessments and recommendations.
• On-boarding new clients - planting the seeds for bigger harvests.
• Identifying "hidden" small business owners in branch consumer portfolios.
• Opening "seasoned relationship" expansion dialogue with both "managed" and "un-managed" small business customers.

Nick will also address some of the chief obstacles to expanding small business households including:

• Time - business banker and branch staff time and resources. 
• Information - incomplete or dispersed client information that hides household penetration.
• Fear of credit turn downs.
• Fear that internal partners will "mess up my relationship" and that "I'm better off defending the deposit I have rather than risking it."

Intended audience: Bank senior managers (if they can get out of all the meetings and reporting about increasing revenue) and their small business bankers, business bankers, branch small business specialists, platform financial services representatives, assistant branch managers, branch managers and their managers.

What you will learn: Attendees will learn strategies for increasing revenue from small business household relationships.