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 | 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 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 | Mar 28, 2018 | Sales Goals, Sales Training
Sadly, Your Employees are Likely “Un-selling” Members For many credit unions, the struggle to get their employees to reach out to their members and sell is real. Often when speaking to credit union leadership, they are frustrated with their staff because...
by Nick Brown | Dec 15, 2017 | Sales Goals, Sales Training
***As featured in CU Business Magazine in October 2017*** Your Credit Union is a retail sales establishment, meaning you sell products and services direct to consumers. As a retail sales establishment this means your credit union has a sales culture and a sales...
