What does your branch have that alternate branch channels like mobile banking don’t? The branch has you and your people. As the number of branch transactions continues to fall, banks must reassess the role of the branch manager. Banks must invest in the manager, giving him or her the right people, tools, client goals, and sales goals, and step back and watch the results change into a dynamic source of profitability.
This exciting, two-day series will focus on the next generation manager who will be leading the transition to client relationship management, and to managing an active advisory environment for the client to achieve financial goals. The next gen manager will be leading this vital transformation.
The program will focus on the critical skills and expectations that need to be developed to ensure that the next generation branch manager will exceed expectations and goals set for him or her. Participants will engage in discussions, small group activities, and skills practices to ensure that ideas are shared and learning is entertaining and adopted.
OBJECTIVE
The morning of the first day focuses on the foundation skills of a Branch Manager. Managers learn the key elements of managing a successful branch – selecting the team, staffing and
scheduling, procedures, and building the team.
• The Winning Branch Manager
• Staffing Model – Layers Collapsing
• Technology Revolutionizing Our Business
• Vision Review
• Defining the Performance Management Process
• Coaching, Counseling, and Disciplining
• Scheduling and Staffing Today’s Work Environment
• Bored Board Concept
• Creating a Fun Work Atmosphere
• Generational Approach in Communicating
OBJECTIVE
The afternoon of the first day focuses on: “The Manager’s Role in Building and Leading an Effective Service and Sales Organization.” Managers will learn to plan and direct the team
toward an effective business development effort. The participants will learn about:
• Vision Review
• Red Carpet Exercise
• Rhythms & Routines at the Branch
o Introduction to Sales
o Weekly Sales Meetings
o Huddles
o Mid-Week Clinics
• Mini Lesson: Listening for Opportunities
• Sales Leadership
• Discuss Challenges & Opportunities
• Action Plan for Skills Transfer
OBJECTIVE
The second day focuses on the relationship building process to identify how to gain the trust of your client, gain a larger share of wallet, and present solutions that solve your clients’ needs.
• Introductory Discussion
• Our Past Calling Successes & Challenges
• Getting Out of the Office
• Call Planning
• Gaining the Appointment
• The Initial Meeting
• Listening and Communicating How You Can Help
• Call Follow-Up
• The Value Proposition
• Discussing an Upcoming Client Call
• Action Plan for Skills Transfer
