We're losing the battle to keep customers. Here's what we can do about it.
When speed and convenience is king, FIs are relegated to the position of financial utilities, generic banking monoliths existing only to process transactions and facilitate purchases.
Bank attempts to stem customer attrition are not working.
Their only solution is niche banking, a slate of limited services focused around a narrow customer segment where they can reign as market leaders.
Stephen Covey's Best Selling Strategy: Talk About Results, Not About Your Product
by Victor Clarke
Selling is not about you, your product, or your company. So, stop pitching along those lines. It's about results. It's about what former customers have gained, and legitimate outcomes for the prospective client.
Successful sales people no longer thrive on simple, trusted services. That's a commodity, not a differentiator. Growing businesses want innovative, expansive and-above all-solution-based vendors.ClickHEREto read more.
We recently worked with a bank that was closing a multi-million dollar commercial loan. Exactly one day before the scheduled loan closing we met with the borrower to discuss the final steps to closing and funding. We were astonished to learn that the borrower did not know how the loan would be priced or what index would be used to set the rate. Except for the short commitment letter, the borrower had not reviewed any marketing materials from the bank. The borrower did not know the conditions or covenants for the loan and knew only the amortization and fixed rate terms...bankers must decide if they want to practice transparent marketing or hide their business process and pricing from clients.ClickHEREto read on.
When it comes to the mortgage application process, it appears that most homeowners prefer to fill out their paperwork in person rather than online.
According to the newly released
2017 Borrower Insights Survey from Ellie Mae, 57 percent of homeowners applied for and completed their latest mortgage completely in-person with their lender, 28 percent combined online and in-person interaction when filling out their mortgage application.
ClickHEREto read on.
"Courage is not the absence of fear; it is acting in spite of it."
~ Mark Twain ~
**Remember to offer your borrowers Owner's Coverage on their most valuable investment. It's a one time premium with a lifetime of security. In addition, they will receive a reduced premium rate when they obtain it simultaneously with your Lender's Coverage.**
WANTED: YOUR FEEDBACK
What Topics Are On Your Mind?
Bankers Title Shenandoah wants to provide you with pertinent information in future E-Blasts and Webinars. What questions are on your mind regarding the real estate and mortgage lending industry? What topics would you like addressed in future E-blasts?
Send us your thoughts.
Settlement Services Office: 2040 Deyerle Avenue, Suite 106 Harrisonburg, VA 22801 540.437.9560 1.888.437.9560
Integrity. Security. Excellence.
Bankers Title Shenandoah is committed to maintaining customer satisfaction by delivering quality title insurance products and closing services in an accurate and timely manner.
Our professionalism, technical knowledge and experience provide security as we insure protection for your most valued investment.
Hello, just a reminder that you're receiving this email because you have done business with or expressed an interest in Bankers Title Shenandoah, LLC. Don't forget to add brutherford@bankerstitleshenandoah.com to your address book so we'll be sure to land in your inbox!
A Survival Strategy for Smaller Banks
