Not Attracting Enough Ideal Customers?

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1 Not Attracting Enough Ideal Customers? NEW 3-Part Seminar Series For Your Lending Team! Are You Ready to Make 2015 Your Best Production Year? SPECIAL OFFER! Private Group Coaching Sessions Available Thursdays from 9am to 4pm February 26, 2015 April 23, 2015 June 25, 2015 Denver, CO

2 Program Overview How do certain companies manage to set themselves apart from their competitors? Companies like, Apple, Coca Cola, McDonalds, Disney, Virgin Atlantic, Mercedes Benz, BMW, Nordstrom, Southwest Airlines and Harley Davidson have carved out their niche and built strong followings of loyal customers. These companies are not commodity providers and with the exception of Southwest Airlines, none are low cost providers yet all compete in highly competitive markets. Being distinctive and delivering unique value to a receptive market offers many benefits: Greater customer loyalty Strong repeat business Greater relationship profitability Less price sensitivity More referrals and warm introductions Are You Tired of Approaching The Market Exactly Like Your Competitors? Did you know most bankers LENDERS... Tired of not having enough sales appointments scheduled weekly? Frustrated your customers won t move their entire relationship to your bank? Worried about losing business to cheaper competitors? Concerned many of your customers just aren t that loyal to you and your Bank? If you answered Yes to any of these questions, the ATTRACTING IDEAL CUSTOMERS 3-Part Seminar Series is a must-attend event! Sound and sell alike. They use the exact same words and acronyms as their competitors! Seek referrals from the very same CPAs and attorneys as their competitors. Rush the sales process in an effort to get the deal off the street Present their customer service as the quality that sets them apart from their competitors. If most bankers approach the market in the same manner as you do, that s not a good thing! Who Should Attend? Seminar Series Facilitator Founded in 1999 by Ray Adler, BTI Growth Advisors, Inc. is a nationally recognized leader specializing in the modernization of bank sales practices. Many banks and bankers today still utilize the same sales practices used over the past two and three decades! For the past 15 plus years, Ray and his team of consultants, trainers and executive coaches have provided its bank clients with more effective and more targeted strategies and more productive methods for consistently developing high quality new business opportunities and closing business with better margins that improve earnings. Ray has been a long time speaker at State and National banking conferences where he shares his fresh ideas and unique perspectives that have been field-tested with dozens of BTI s clients over 15 plus years of working exclusively with banks. Ray s warm introduction strategy and consultative sales strategies enabled me to find and close $2,500,000 credit and $300,000 deposit relationship resulting in well over $100,000 in income to the bank. BTI s business development and negotiation strategies enabled us to close a $3,300,000 facility with a 25bps premium over the competition. BTI s strategies were instrumental in retaining a $1,000,000 customer against an extremely aggressive Big Bank offer of 3% fixed with no fees and no appraisal. The Attracting Ideal Customers Seminar Series is designed and ideally suited for everyone in your financial institution s lending team,: CEOs Presidents Regional Vice Presidents Sales Managers Chief Lending Officers Lenders Relationship Managers Branch Managers Business Development Officers Ray s consultative sales strategies enabled me to close a $510,000 loan with a 84bps premium over our competitors. Are you ready to make 2015 your Ideal Production Year? If so, our 3-part seminar series is the ideal solution to start the year off with a focused process, new strategies and skill sets to insure 2015 is your best year yet!

3 Seminar One Thursday, February 26th from 9am to 4pm Creating Your Ideal Year of Production Blueprint What is the fastest, most efficient and most personally enjoyable and fulfilling path to attaining your annual production goals? Would that be of interest and value to you and your team to figure that out? That is the central question the Attracting Ideal Customers Seminar Series will help you discover. This series is designed for bank CEO s, Presidents, Regional Vice Presidents, Sales Managers, Relationship and Branch Managers and Business Development Officers hungry to: Take much of the stress, worry and frustration out of attaining annual production goals Attract more ideal customers with greater ease Have more enjoyment and personal satisfaction from their work Work fewer hours and have greater work / life balance A few of the subjects covered in Seminar One are: How our thinking strongly influences our behaviors and beliefs as to what is possible The power of choice we have as humans to create our reality and our future How mental clarity, focus and intention positively impact our production How the lack of mental clarity, focus and intention negatively impact our production Recognizing the many paths available to attaining your annual production goal and determining which path is right for you. The personal power and confidence that come from goal setting, planning and having a production blueprint to guide your use of time The importance of deciding what sales activities you re not going to spend time doing Seminar Take-a-Ways: Each participant will leave with a binder full of their own notes, insights and action items in addition to a set of questions and their very own Ideal Year of Production Blueprint to work on and develop between Seminar One and Seminar Two. Seminar Benefits: Gain clarity on the activities you re not going to invest time doing Decide what types of companies you re not going to call on Learn to stop wasting time with the wrong prospects Develop a marketing focus that makes you far more productive Be more strategic in all of your marketing activities Begin to learn how to differentiate yourself from your competitors Learn to fill your calendar with better quality initial prospect calls Achieving your annual sales goals with greater ease Seminar Two Thursday, April 23rd from 9am to 4pm Strategies for Pursuing and Attracting Your Ideal Customer The ways in which bankers develop business isn t unique regardless of whether you re a banker in a major metropolitan city such as Los Angeles, New York or Chicago or rural markets such as Coeur d Alene, Walla Walla or Bismarck. Bankers today have been using the same means to develop business for the past 30 plus years: Referrals from customers Referrals from CPAs Referrals from attorneys and financial planners Networking While these methods still work at some level, the problem is that the quality, quantity and consistency of these new business opportunities are all over the board! Certainly a minority of these new business opportunities convert to new customers. That said, a great deal of time is wasted with countless poor quality prospects not to mention dealing with the embarrassment of getting a referral from a good customer or referral source and not being able to do a deal with the prospect because of extenuating circumstances. Is there any conversation more undesirable or uncomfortable? Times have changed! Your thinking and strategies have to evolve too. There are more effective and more targeted strategies and methods for consistently developing high quality new business opportunities. Seminar Two focuses on honing, upgrading and introducing new customer pursuit strategies as well as beginning to touch on more advanced new customer attraction strategies. A few of the subjects covered in Seminar Two are: What are pursuit and attraction strategies and how to incorporate both into your Ideal Year of Production Blueprint Recognizing the hidden and untapped new business potential in your existing network Understanding why most of the referrals you re getting are poor quality and how to fix that problem What is a warm introduction and why are they so powerful and priceless Strategies for creating warm introductions Why settle for a referral to anybody when you can create a warm introduction to your ideal customer? How a dog whistle can help you transform and modernize your entire approach to developing business Seminar Take-a-Ways and Benefits: Learn specific, proven step-by-step strategies for creating high quality warm introductions on a weekly basis Learn how to execute advanced new customer attraction strategies designed to have your ideal customers seek you out! Learn how to create more value in all of your relationships Learn how to differentiate yourself from your competition Enroll in the Entire 3-Part Seminar Series and SAVE $50 or Attend Only Those Seminars Applicable to Your Training Needs!

4 Seminar Three Thursday, June 25th from 9am to 4pm Strategies for Differentiating Yourself with Your Ideal Customers Bankers sound and sell alike. We re not kidding. Bankers from competing banks use the same jargon and make the same claims and promises. The sales process used by competing banks is also identical. With little to differentiate one bank from another, customers tend to rely on pricing and terms as primary differentiating factors. In today s ultra-competitive market, there are two primary keys are required for winning business that is more profitable: Your ability to set yourself apart from your competitors Your ability to provide customers with more value than your competitors are offering Knowing how to do this effectively is the missing element for many bankers. How do you move a relationship from being a commodity provider who is offering a product to a strategic partner who is offering quality business counsel, advisory and financing services? Having a relationship with a customer is not the same as selling a relationship. In Seminar Three we will provide an in-depth look at some simple ways you can begin to truly start to set yourself apart from your competitors. A few of the subjects covered in Seminar Three are: How differentiation actually occurs between bankers What is intrinsic and tangible value and what are all the ways bankers can deliver this value Understanding the difference between a product-focused and a relationship-focused sales process The phases of the consultative sales process and the intent behind each phase How to approach each sales call with a more strategic plan and roadmap What questions to ask in each phase of the consultative sales process How to gain a much deeper understanding of each customer s needs and wants. Seminar Take-a-Ways and Benefits: Learn how to set yourself apart from your competitors Discover how to create a unique customer experience Increase the value of your solution to improve your margins Learn how to open a sales call uniquely Win the business more often Certificate of Achievement awarded to those who attend all 3 Seminars in this Series! SPECIAL OFFER! Private Group Coaching Sessions Want to Achieve a Better ROI? Provide Your Team With Private Group Coaching! Every athlete utilizes coaches to help them develop and achieve their personal best. The same holds true when it comes to executive and sales coaching. Ray Adler is available to work privately, by phone with your team to help them better execute the new strategies and productivity improving methods he ll be presenting throughout the Attracting Ideal Customers Seminar Series. Repetition, support and coaching are crucial to improving employee performance. Have Ray support your sales managers and relationship managers throughout this exciting seminar series. OPTION #1: Three, 50-minute phone coaching sessions spread throughout the seminar series = $499 OPTION #2: Six, 50-minute phone coaching sessions spread through-out the seminar series = $799 Training Investment MEMBER EARLY TUITION RATE 3-PART SEMINAR SERIES = $835.00* (Save $50!) Register by FEBRUARY 12, 2015; Tuition will increase by $75 after this date. INDIVIDUAL SEMINAR = $295.00* Register at lease TWO WEEKS in advance of each Seminar; Tuition will increase by $25 after this date. *NON-MEMBER 3-Part Seminar Series = $1, / Individual Seminar = $ Not a member? Contact Christine Bumgardner today for details. 10% DISCOUNT APPLIES! Register more than one person for the SAME Program (Series or Individual Seminar), and receive a 10% discount beyond the first registration. CANCELLATION POLICY 3-PART SEMINAR SERIES: On or Before FEBRUARY 12, 2015 = $ INDVIDUAL SEMINAR: At least TWO WEEKS prior to the Seminar Date: $75.00 NO REFUNDS WILL BE GIVEN AFTER THESE DATES, ALTHOUGH A SUBSTITUTE MAY ATTEND. Questions? Contact Christine Bumgardner at or christineb@cftws.org

5 Attracting Ideal Customers 3-Part Seminar Series Registration Form FAX: ONLINE: Programs MAIL: CFTWS, 5310 Ward Rd., #211, Arvada, CO TRAINING CHOICE Attending 3-PART SEMINAR SERIES (02/26, 04/23, 06/25/2015), #N4550A1S15 = $835.00* Attending SEMINAR ONE Only (02/26/2015), #N4551AS15 = $295.00** Attending SEMINAR TWO Only (04/23/2015), #N4552A1S15 = $295.00** Attending SEMINAR THREE Only (06/25/2015), #N4553A1S15 = $295.00** 10% Multiple Registration Discount Applies Additional Registration Form(s) attached. *Non-Member Rate $1, / **Non-Member Rate $ Please contact me regarding the Private Group Coaching Sessions! Name: Phone No.: *3-Part Seminar Series = Tuition will increase by $75 after February 12, 2015 **Individual Seminar = Tuition will increase by $25 on registrations received less than 2 weeks prior to event. Name: Title: Organization: Street Address: City/State/Zip Code: Business Phone: Cell Phone (in case of emergency): Address: Student Signature: 10% Multiple Registration Discount Applies Additional Registration Form(s) attached. METHOD OF PAYMENT TOTAL AMOUNT DUE $ TUITION PAYMENT OPTIONS: *Bill Organization Check enclosed (payable to CFTWS) *Authorized Signature for Billing: VISA/MC #: Exp. Date Cardholder s Name: Signature: 5310 Ward Road, Suite 211, Arvada, CO (fax) info@cftws.org CFTWS does not discriminate on the basis of race, color, gender, age, and national or ethnic origin.