1

Personal Development Accountability / Selling

Credit Products 2013 RMA-UCF Presentation)

2

Why Are You Here? Fun? The Boss told you to? Gets you out of the Bank for a

change? To Make Yourself Better!

WII-FM

3

Opportunity Not Polite or Patient Prepare for it When upon you, you must:

Identify it Grab it Jump on it Pounce on it

<10% will EVER attend a learning seminar

4

Opportunity

All Business Skills are Learnable: Silver Platter

Books CDs Internet Mentors Person Sitting Next to You Right NOW

5

Opportunity

Working Hard & Working Smart are Minimum Requirements Why Were You Hired?

No Easy Way to Success: Outwork the competition on days that

begin with “T”

6

Personal Development Accountability

You are a “Sub-contractor” Bank needs & pays for intellectual

capital You own the intellect (knowledge is

portable) Bank pays for the intellect

7

Personal Development

Accountability--- Success: Action Oriented

Want vs Decide

Increase the probabilities for success

8

Personal Development Accountability---

Success: Action Oriented

All Business Skills are LEARNABLE

Read

CDs

Seek Others

9

Personal Development Accountability--- Goals

Destined Forever Yale Study: Class of 1963

Specific, Measurable, Difficult, Public 20 years 3% set goals Out-earned the remaining 97%

10

GOALS: Big Dreams Inside Us All!

Unfortunately Limited By: Past Experiences

Circumstances Environment

Present Circumstances Financial Family

Self Imposed Doubts

11

Personal Development Accountability---

Self Concept

You Are What You Believe You Are

Man’s greatest ignorance is of himself Belief of one’s self creates your “world” Can’t live beyond the limits of your own

beliefs

12

To BE THE BEST: What Runs the World?

People, Leaders, Governments, Religions, Institutions??

Commonality at the Core of all these?

IDEAS

13

What’s Your Vision

If Perfect, What would it be like? 3 Parts of a Compelling Vision

Purpose Future Focused Values

14

Selling

Psychological block is FEAR

Of Failure (customer)

Of Rejection (sales person)

15

Selling

Buying - An Emotional Event “Emotional State” vs. “Thinking State”

“Customers don’t care how much you know until they first know how much you care”

Must Sell into their “Passion”

Must Connect at the “Feeling” Level

16

Selling

Buying - An Emotional Event

Negotiation Ability (customer always superior)

Advertising Campaigns Nike > Just Do It BMW > Ultimate Driving Machine Kodak > Memories

17

Selling

Techniques:

RELATIONSHIP: “The Friendship Factor”

Personalized note

Dinner

18

Selling

Enthusiasm

“I Like Myself”

Believe YOU are the Best

Believe your BANK is the Best

19

Selling

Personality Self Confident (Know they will be successful)

Accepts Responsibility (Blames SELF)

High Levels of Empathy (Listens)

Goal Oriented (Focused)

Determined (Customer Focused)

Honesty

20

Selling

YOU MUST

Know Why People “Buy” We Make Dreams Come True

Know What You are “Selling” Sell into the Dream

21

Selling

Techniques:

The Approach (the cold call) 20 seconds to say “Yes”.

“Would it be beneficial to you and your company if you were able to approve and price your company’s line of credit each year?”

22

Selling

Presentation

Physical

Mental

23

Selling

“Feeling” level – must connect. How??

Body Posture Voice Inflection Questioning Interest Accomplishment Recognition Establish Anticipation

24

Selling

Techniques:

Ask! Politely, Respectfully, Courteously,

Professionally

25

Selling

Techniques:

Elevate the Incumbent

26

Selling

Techniques:

Set the Closing Date

27

Selling

Opposition - Be Prepared…Anticipate

Testimonials: “that’s alright…most people in a similar situation felt the same way when I first discussed our product / company with them, But many have become some of our very best customers and now recommend us to their friends…” testimonials

28

Attitude Your Mind Set

Anyone can do a job Anyone can do a Good job

Work hard / work smart = minimum requirements

Not until Passion is present that excellence will be displayed

Excellence is a by-product of passion Biggest obstacle to greatness is overcoming

the comfort in being good

29

Passion

Your Mind Set

When driven by a purpose

The purpose becomes a passion

The passion becomes a conviction

30

Choices

We are Defined by Our Choices Act / Procrastinate, Help / Hinder,

Believe / Doubt, Succeed / Fail Life & Leadership are all about

Choices Based on Values You are a Monument to Your Choices

Tough Choices Lead to Change

31

Change

Change Requires Courage Timid = Frightening Comfortable = Threatening

Most here Success through emulating others Threatens the status quo

Confident = Opportunity

32

Change Optimal Production (U of Chicago

study) Consistently Achieved when:

Tried new things (change) Persistent with it (Gave it a chance)

Book: “Built To Last”, Jim Collins “Only sustainable competitive

advantage in the financial services industry is the ability to Change faster than the competition.”

33

To Be The Best:

Willing To Fail

Failing vs Failure

34

Sacrifice & Discipline

Discipline Requires Sacrifice Discipline Requires

Understanding the Consequences Disciplinarian enforces

Consequences

With Clarity of Consequences we make better Choices

35

Crisis in Leadership Unethical Behavior

All phases of society Politics, Business, Athletics, Religion

Temptation to Compromise Values

36

Crisis in Leadership Moral Deteriorization

Common Place EE theft at $40 billion in 2009 (U.S

Chamber of Commerce) Culturally Incrementalized

Movies: “Gone with the Wind” to “Crash” TV: “Dick Van Dyke Show” to “Sex in the

City”

37

Crisis in Leadership A Role we Play or a Life we Lead???

Society has become:

Infatuated with Influence & Image Preoccupied with Prestige

38

The Future

Not Living Not Breathing Not Waiting for you to encounter it Doesn’t exist until YOU DECIDE

39

The Future – You Decide

Will You Follow Your Dreams? Make Tough Choices? Be Courageous & Face Change Recognize the Sacrifice Required Be Disciplined Enough to stay the

course

40

The Future – You Decide

Seize the Opportunity in front of you?

Set High Lofty Goals? Pursue your Passion? Uncover Your Potential

41

Emerson Quote

“What lies behind you and what lies in front of you

pales in comparison to what lies inside of you.”

42

Uncovering Your Leadership Potential

Each and Every Day Absolutely Ordinary People do Extraordinary

things.

Starting today, starting now, only you can decide if that person is

you!