Recorded: April 12, 2018

Length: 60 Minutes

In any market, at any given time, only 5% of the qualified prospects are actively looking for financing or to switch banks. This means the other 95%, while still qualified, aren’t looking for financing or to switch banks. Consistent with “old-school” thinking, the bulk of today’s commercial lenders and relationship managers marketing efforts focus on finding and doing business with the 5% of prospects actively looking to do a transaction (Red Ocean Opportunities). For bankers seeking a fresh, “new-school” approach, the best time to begin to develop a relationship with a prospective new customer is when they have no need for financing (Blue Ocean Opportunities). Blue Ocean opportunities represent some of the most fertile opportunities to differentiate yourself from competitors, add value and close business with stronger margins and fee income. But red ocean marketing strategies will never produce blue ocean sales opportunities. It takes an entirely different approach which you will learn in this 1st webinar.

Presenter: Ray Adler, BTI Growth Advisors

Pricing:
ICBA Members: $219
Nonmembers: $319

1 CPE Credit

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