Loan Acquisition & Retention

“Like most banks, our employees come from a variety of other banks and cultures! To create long-term consistency of skills and results, we had to have a system to graduate from a group of individuals to a team of professionals. I can’t imagine achieving better results! The team at IntegratedQSG continues to deliver the skills and tools to help us build long-term professional employees, customer advocates and shareholder-value!”
- Bob Rhodes, SVP
  Select Bank & Trust

Overview
IntegratedQSG’s Loan Acquisition & Retention (LAR) is designed to provide your calling officer team with the tools, techniques and skills to develop new business from existing customers, acquire new customers and retain high-value customers. QSG customizes your LAR to your strategic needs, your team’s experience and your business development culture. Six (1 to 2 hour) private sessions form the foundation of LAR and are conducted (usually semi- monthly) using the efficiencies and flexibility of webinars. Webinar results are proven to equal on-site engagements at a fraction of the cost. On-site engagements, however, are available. Each session is engaging and interactive, and includes pre and post session projects. Optional coaching sessions are available. A Train-the-Trainer model is also available. Each session can be recorded to provide you with ownership of a customized library. Sample LAR contents follow:

Loan Acquisition & Retention

• Understand the benefits of the “niche” concept
  
  
• Analyze your market using the SWOT analysis method
  
  
• Research internal and external resources to identify opportunities to build customer relationships
  
  
• Develop a targeted list of customers to contact
  
  
• Develop a targeted customer calling plan
  
  
• Understand the value of reducing defection and improving retention
  
  
• Learn the right ‘reasons to call’ on both customers and non-customers
  
  
• Learn how to read loan applications as three dimensional opportunities
  
  
• Analyze case studies to improve ‘real world’ applications
  
  
• Learn how to get business without ‘selling’
  
  
• Learn the different personality types to achieve call effectiveness
  
  
• Learn how to plan and prepare for an initial on-site visit
  
  
• Learn how to prepare a presentation using unique and specific benefits
  
  
• Learn how to identify and effectively respond to customers
  
  
• Discover how to follow-up with target customers and non-customers to acquire, retain and build relationships
  
  
• Create a formal follow-up strategy to create long-term customer advocates
  
  
• Learn how to create Remote Deposit opportunities from non-customers

LAR Summary Outline

Introduction
Get new business, develop existing business and retain more of your business! These are the three core strategies to maximize client success, and business development officer and shareholder success! The tactics described in this summary are based on a comprehensive view of building long-term relationships with clients and providing solutions for their needs by providing you with the tools and skills to best serve your client’s needs.

No two business development officers are the same. Some will find Loan Acquisition & Retention as a best-in-class breakthrough to their every need to grow their business. Some will find some of the sessions to be “must haves” to add to their knowledge-base and processes. Still others will find “bits & pieces” of information and learning that help them sharpen their skills. Professionally-facilitated expertise and experience encourages team sharing of information and discussion amongst team members. Learning and assimilating ‘best practice’ tactics that best fit your mission, vision and strategies, creates consistency of expectations and results.

LAR is not a lecture! It is a participatory learning experience!

Summary Description

Schedule your private, customized and highly-profitable LAR soon!

Call Pam Stadler or John Cotton at 800-943-9638 or email at