Program Description:
Are you making the most of your contact and referral network? This seminar enables commercial loan officers to become more proficient in developing relationships that grow loan portfolios, improve productivity, and increase profits. Develop a “game plan” to hone your preparation, presentation, and closing skills. Cement relationships through effective follow-up techniques to lock in life-long customers.
This seminar covers:
- Basics of Selling
- Preparation
- Presentation
- Closing
- Follow-up
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Improving Selling Techniques
- Style
- Process
- Negotiation
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Sources of New Business
- Establishing a referral network
- Expanding methods of making contacts
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Relationship Sales Skills
- Retaining clients
- Building relationships
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Maximizing the Business and Relationship Pipeline
- Deals in process
- Call-backs from prior contacts
- New prospective contacts
- Best Practices
- Case studies
- Knowledge sharing – what works and what doesn’t
Plus frequent question and answer sessions throughout this presentation.
Who Should Attend:
Designed for anyone in commercial lending or a support role:Commercial lenders, Real estate loan officers, Credit analysts, Mortgage brokers, and Senior management.
Presenter:
Mark Tyrpin is senior vice-president for First Federal Bank in Quincy, IL. He has 18 years of banking experience including commercial lending, commercial real estate lending, loan rehabilitation and workouts. Prior to that, Mark was an investment banker for five years, specializing in municipal finance and trading. He teaches economics classes at area community colleges and conducts seminars on lending throughout the Midwest.
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