Conferences & Education

Business Development, Sales & Growth Forums

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Program   

Workshop
(Optional - Additional fee applies)

Building a Relationship System for Referrals
Ken Potalivo, President & CEO, ProGrowth

Upon completing this workshop, you will understand how to build and manage a relationship system that will deliver a referral network that can achieve predictable results to capture the clients you want to achieve your business goals. Ken’s 11 year old firm has helped hundreds of service industry professionals build their businesses successfully. You’ll also hear from other independent bankers who are building their business based upon referrals.

This workshop is appropriate for both business development officers and managers of business development teams.

Forum Program & Speakers

Beyond Lip Service: What It REALLY Takes to Run a Profit-Rich Bank During Challenging Times [San Francisco Only]
Roxanne Emmerich, CEO, The Emmerich Group    

It sounds like a miracle, but some banks have made more money in the last quarter than they have in the previous several years combined just by figuring out “the secret handshake.” During this session, you’ll discover from the author of Profit-Growth Banking and Profit-Rich Sales whose firm is known for taking the highest performing banks to record-breaking profits and healthy growth and transforming average banks to top 10 percent performers in less than two years! Don’t miss this session where you’ll find out that almost everything you’ve ever learned about marketing, sales, and cultivating a culture is dead wrong and robbing your bottom line!

A Bank Leader’s Role in a Slow Growth Business Environment [Newport Beach Only]
John D. Callos, President & CEO, IdeaBridge, LLC

Presentation

Many banks are currently facing tough market conditions. Times like these require bank leaders to motivate and inspire their teams while navigating the inevitable hurdles of increased regulatory oversight and deteriorating credit quality. There’s no doubt that many banks have reduced their outbound calling efforts because they are struggling with their own internal challenges. However, regardless of bank size or condition, it’s important for leaders to encourage their teams to stay focused on retaining their existing customers while maintaining an active sales pipeline. Those bankers who maintain a consistent community presence and calling effort, regardless of the economic times, will be well positioned for success when the market inevitably recovers.

Understanding What Small Business Customers Really Want from Their Bank
Bill Handel, Vice President of Research, Raddon Financial Group [Newport Beach]
Bob O'Meara, Vice President, Director of Research, Raddon Financial Group [San Francisco] 

O'Meara Presentation

Raddon Financial Group serves over 1,000 financial institution clients by providing decision-makers with objective data gained through research techniques and unique database resources. During this session you they will share information out how small businesses interact with financial institutions related to: what products do small businesses demand/use; what delivery channels do small businesses use; who at the bank services small business clients; how loyal are small businesses to their primary bank; how does their relationship and attitude toward their primary bank change by size of company; what causes small business to change banks; and, what is an effective way of segmenting small businesses.

Keys to Performance in Any Economic Environment
Ken Potalivo, President & CEO, ProGrowth   

An independent bank must become “top of mind” to those companies and individuals that would benefit most from the bank’s independence and dedication to the local economy. It is critical that your banks have a distribution methodology that consistently delivers qualified new clients. The banking industry, like other service businesses, has been plagued by professionals that have a false belief that networking and collecting cards is a sales plan (posers vs. closers). This session will help you develop effective methodologies and disciplines that consistently deliver results. 

Adjusting Your “Sails” to Maximize Results

This session of bankers will provide examples of how some bankers are adding programs/marketing approaches to increase deposits and increase business.

Targeting Business Deposits - Mike Perdue, President, Pacific Western Bank, CA

Presentation

Deposit Funds Named Just for the Community and Green Advocates - Debra Pitts, Marketing & Sales Consultant, Community Bank of the Bay, CA 

Presentation

Using a Advisory Board to Gain Market Share – Bill Demmin, CEO, Commerce Bank of Temecula Valley, CA

Presentation

I’d Rather Have a Root Canal Than do Cold Calling!
Shawn Greene, Owner, Savage and Greene

Presentation

Outbound calling is terrific for today’s competitive yet budget-conscious environment. Learn how to make calls that not only feel far more comfortable — they also work. This program provides: customized examples and tips for B2B, B2C, and voicemail, tips for preventing frustration, and tips for coaching others. Shawn has a strong record of success with “reluctant” sellers, and freely shares the methods of that success with audiences. She is a sales performance expert specializing in consultative selling skills for those in financial services. Her book, “I’d Rather Have a Root Canal Than do Cold Calling!” is in its second edition and has earned Amazon’s five-star rating.

Relationships First...Proposals Later
John D. Callos, President & CEO, IdeaBridge, LLC

Presentation

Many bankers pride themselves on quickly issuing proposals, only to have their hopes dashed weeks or months later when the prospect decides to stay put. This regrettable outcome often reflects a breakdown in the relationship-building process. Shorten your sales cycle and avoid a commodity-based bidding war by learning how to improve rapport and get prospects deeply engaged in the process.

Getting the Next Generation of Business Owners and Leaders Connected to Your Bank
Rich Weissman, President & CEO, DMA

Presentation

More people under 35 have six figures incomes than the number of people over the age of 54. This makes their deposits and businesses a natural target for banks. This session will focus bridging the gap to the next generation of customers and employees which exists in many banks today. You can’t service, satisfy or sell to a segment unless you understand what motivates them, and the competition for these employees and younger, successful business leaders is heating up.

Mega Banks vs. Community Banks – The War is On(line)
Gabriel M. Krajicek, CEO, BancVue

Presentation

The war is on and much of it is online. Mega banks have tapped into the power of target-market specific product development and marketing to steal segments of your customers. You can fight back and win by creating your own war plan that includes dynamic online marketing and exciting, new, customer-targeted deposit and loan enhancing products.  These weapons can empower you to double per account profit, reduce attrition by 50%, accelerate account acquisitions (without increases in high-overhead retail traffic) and dramatically increase lending yields.

Luncheon Speaker

Economic Overview – The Summer of Luv. You Simply Can't Make This Stuff Up!
Brian Pretti, SVP Wealth Management, Mechanics Bank

Presentation

PRESENTATION UPDATE: 
You simply could not make this stuff up about the economy according to Brian Pretti who manages the investments for the wealth division of a $2.7 billion Northern California independent bank. Since our announcement of Brian’s original presentation focus, the economic marketplace has been turned upside down. His overview of the economy will give you clues about what’s to come and what you as both an investor and as a banker should be thinking about for your personal portfolio and your bank’s lending focus.

How will economic trends impact your clients' and prospects' ability to borrow, service debt, and cost of doing business? You’ll get tips on the segments and types of business you should be wary of and those who should thrive going forward. You’ll sail away with a few bits of advice to offer clients that can help strengthen your relationships and display your ability as a consultative banker. Brian is an economist for the wealth management group at a California $2.7 billion independent bank who is in high demand as a speaker because his wit and insights always make his comments enjoyable and pertinent!

Peer Exchange Sessions

These sessions allow independent bankers to share issues and solutions unique to their professional experience. Sessions group non-competitors together allowing free and open sharing about what works, or didn’t work for you and your bank.