by Nick Brown | May 23, 2019 | Sales Goals
What do top salespeople at credit unions do differently? A number of years ago I had the opportunity to read the book “Outliers: The Story of Success” by Malcolm Gladwell. The premise of the book, if you haven’t had the opportunity to read it, is to explain the...
by Nick Brown | Feb 13, 2019 | Sales Training
You understand the important role that sales plays in the success of your credit union. As a credit union leader you understand the important role that sales plays in the success of the organization. Now, more than ever, if your credit union isn’t effectively selling...
by Nick Brown | Jan 17, 2019 | Sales Training
A few weeks ago, I found myself standing in a teller line at the branch where I started my credit union career eighteen years ago. As I stood there waiting to be helped, I remembered the good ol’ days when this branch was one of the busiest in the credit union. That...
by Nick Brown | Dec 19, 2018 | Outbound Call Center
Recently, I attended a credit union conference and had the opportunity to sit in on a class about outbound calling. The discussion focused on how to better engage new, indirect members through outbound calling initiatives and drive additional products and services,...
by Nick Brown | Nov 8, 2018 | Loan Recapture Sales, Sales Goals
Several years ago, while I was working as a credit union outbound call center manager, I was asked to lead a series of sales training workshops as part of a loan officer refresher course. The purpose of the refresher course was to retrain employees on the most...
by Nick Brown | Oct 17, 2018 | Sales Goals
Before I present to potential credit union clients, I always do my homework. There are a number of things I research ahead of time, such as the credit union’s leadership team, the size of the credit union, and the geographic spread of their branch network. I...
by Nick Brown | Sep 24, 2018 | Sales Training, Videos
...
by Nick Brown | Sep 19, 2018 | Sales Goals, Sales Training
Who is the best coach you have ever had? For me, it was Hal, my little league soccer coach. He taught me how to play the game and how to love it. But more importantly, Hal built my confidence and helped me realize my fullest potential as a little league soccer player....
by Nick Brown | Aug 21, 2018 | Loan Recapture Sales
****As Seen in Credit Union Business Magazine in March 2018**** With a strong, growing global economy and inflation concerns, new Fed Chair Jerome Powell will likely sustain the same increasing interest rate policy over the next year. This is great for the economy...
by Nick Brown | Jun 20, 2018 | Sales Training
****As seen in Credit Union Business Magazine.**** A few months ago, I went in to my credit union branch to deposit some checks into my business account. Like many credit union branches, behind the teller line were a few TV’s playing the standard loop—the weather,...
