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Conferences & Education
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Business Development, Sales & Growth Forums |
PDFs of Speaker Handouts and Presentations from the Forums available. Click on the appropriate link(s) below.
Day 1
Trends in
Deposit Gathering Marketplace - Business Customer Expectations & the
Competitive Landscape
Steve Brown, President & CEO, Pacific Coast Bankers' Bank
Our kick-off speaker will provide his insights on one of the hottest topics today - strategies and tactics to raise more business deposits in today’s competitive marketplace. This presentation will focus on what products and services community and large banks are using to increase business deposits.
High-Leverage
Prospecting (Newport Beach
Only)
John Callos, CEO, IdeaBridge
This session will focus on how to be successful in your prospecting for new customers. Statistics show that cold calling doesn’t pay off anymore! To succeed, your sales approach must include knowing your ROT (return on time) and keeping sales momentum going. Rainmakers invest and guard their time carefully. If a prospect won’t commit to the next meeting, then they aren’t really playing ball. This session will highlight ROT, mining referrals, maintaining sales momentum, addressing objections, staying in touch, following-up and developing a good sales process.
Prospecting
& Lead Generation to Get the Business (Sacramento
only)
Larry Mersereau, Owner, PromoPower.com
It’s critical to continually bring new business into your organization’s pipeline, and this program is loaded with information and ideas you can use immediately to make it happen. You’ll pick up strategies and tactics that will help you get improved results at every stage of the business development process, from lead generation and prospecting, to effective sales presentation, to follow up and loyalty-building. You’ll learn both what motivates prospects, and what motivates successful sales people, and how to keep yours (and yourself!) focused and productive. If your bank need a sales boost, this program alone will be worth your trip to Sacramento .
Stories from the Trenches: Developing and Maintaining a Business Development & Sales Culture
Sacramento
Panel
Mike Popovich, SVP, Corporate Banking, The Mechanics Bank, CA
Sean Morreale, First Vice-President, Business Banking Division, Affinity Bank,
CA
Tom McGraw, CEO, First National Bank of Northern California, CA
Newport Beach Panel
Tom Dobyns, CEO, Enthusiology & Fullerton Community Bank, CA
Sean Morreale, First Vice-President, Business Banking Division, Affinity Bank,
CA
Stu Bailey, President & CEO, Sunrise Community Bank, CA
Our panel of experienced, sales-focused bankers will share their experiences in the challenges of developing and maintaining a business development and sales focus during their tenure in community banks, large banks and commercial finance environments.
Day 2
Negotiating
Win-Win Results
Tim Dayonot, U.C. Berkeley’s Haas School of Business
Shrewd negotiating can often spell the difference between success and failure of a deal. This session will review key elements to improve your negotiation skills. You’ll hear how to: avoid common negotiating mistakes, defend against tricks and ploys, handle a difficult or hard bargainer, creatively resolve disputes, and understand the impact of your negotiating style and personality.
Recruitment
and Compensation Trends for BD Officers
Gayle Appelbaum, Vice President, Clark Consulting, CA (Newport Beach
Only)
Julianna Graham, SVP, Wells Fargo Bank
David Weiant, Chief Lending Officer, Provident Savings Bank, CA (Newport Beach
Only)
Tom McGraw, CEO, First National Bank of Northern California, CA (Sacramento
Only)
Dennis Wooten, Managing Director & Senior Consultant, TriNet (Sacramento Only)
Sacramento Handout |
Sacramento Presentation
Newport Beach Handout
| Newport Beach Presentation
Our panel of a community banker, large bank sales executive and a compensation consultant will share their expertise and experiences of recruiting and keeping rainmakers happy. You’ll hear from three different perspectives the trends in the marketplace plus strategies and tactics to help you refine your approach to the increasingly difficult challenge of finding and keeping a great sales-focused BD team.
How to Disengage
Clients from Big-Bank Relationships
Steve Brown, President & CEO, Pacific Coast Bankers' Bank
This session will cover techniques and strategies banks are using to combat the increasing aggressive big bank focus on smaller businesses. The focus will be on small business trends, interests and needs and specifically what products and services community banks can leverage to land these customers. You’ll hear about some weaknesses of larger banks that could be your target areas so you can get and keep business customers.
Lunch with Speaker
Change Warrior Secrets
Revealed: Causes, Cures and Prevention of Sales Resistance Inside
Community Banks
Dale Biron, Co-Founder, Core Action
Many community banks are unwittingly creating show-stopping amounts of internal resistance for their most critical change efforts. Which is why the critical transition to a more proactive sales culture often slows, stalls or simply fizzles out. This session will detail how to analyze, cure and prevent the kind of internal sales resistance that can cost your bank significant money, opportunity and long term cultural vitality and resiliency. Learn how to avoid the biggest mistake banks routinely make before their sales culture change effort gets off the ground; three surprising types of change resistance and how to handle each one differently; the power of emotion and context for melting resistance; powerful formulas to predict the success of your current or planned sales culture change and the four phases that every change plan must include if it is to realize the significant benefits desired.
Wrap Up General Session
Winning the
Deposit War Against the Netbanks & the Megabanks
John Waupsh, CEO, First ROI
Netbanks and Megabanks have made massive gains online - at the expense of community bank core deposits across the country. Learn how they’re doing what they’re doing and what you can do today to fight back. Waupsh will cover the variety of tactics that these banks use to successfully market online, and give you the tools you need to begin implementing these techniques today. This fast-paced session will have you looking at what your bank needs to do differently to stay competitive.
Peer Exchange Sessions
New Business Banking Relationships
How are you prospecting for and cementing relationships with new customers? This banker-only session will allow you to share best practices with peers outside your market area. Please bring one example of a tactic or strategy which helped you bring in a new customer. A list of all ideas submitted will be distributed to all attendees after the forum.
Disengaging Clients from Big-Bank Relationships
How is your bank’s value proposition helping to disengage clients from larger banks? This banker-only session will allow you to share with peers outside your market area. Please bring one example of a tactic or strategy which helped steal a large bank’s customer. A list of all ideas submitted will be distributed to all attendees after the forum.
Advisory Committee
Michael Popovich, Chair, SVP - Region Manager
The Mechanics Bank, San Francisco, CA
Cindi Borges, VP, Business Development Officer
Redwood Capital Bank, Eureka, CA
Steven Brown, President & CEO
Pacific Coast Bankers' Bank, San Francisco, CA
Don Gruhl, SVP, Business Development Officer
Point Loma Community Bank, San Diego, CA
Bruce Gunther, Business Development Officer
Bank of American Fork, American Fork, UT
Steve Herron, SVP, Commercial Banking
Exchange Bank, Santa Rosa, CA
Bev Hoeft, AVP, Business Development Officer
Bank of Sacramento, Sacramento, CA
Nancy Lee, EVP, Chief Marketing Officer
Pan Pacific Bank Fremont, CA
Ray Lucero, VP, Business Development Officer
Silver State Bank, Henderson, NV
David Stepp, SVP, Director of Marketing
Affinity Bank, Ventura, CA