Banking on Sales Success with Brian Drake

Send us Fan Mail Episode 30 – The Banker Alter Ego Sabotaging Your Success Most bankers think sounding professional is the key to client trust. It’s not. In this episode, we unpack how the “banker alter ego” you step into at work is likely pushing people away — and what happens when you drop the act and just show up as you . This simple shift can lead to deeper connection, more trust, and more app...

Send us Fan Mail Episode 29: Attitude is greater than script In this episode, Brian shares the story of a banker who was using the right script but still couldn’t land appointments — and the surprising reason why. If you’ve ever felt like your calls are going nowhere, this episode will challenge what you think the real problem is. Learn how your mindset can quietly sabotage your results — and what...

Send us Fan Mail Episode 28 – Turning Check-In Calls into Real Appointments In this episode of Banking on Sales Success , we break down a proven process for turning check-in calls to portfolio leads into actual appointments—without feeling pushy or wasting your time. You’ll learn the exact steps to follow, what to say, and how to shift your mindset so these calls start producing results. This is t...

Send us Fan Mail Episode 27 – My Follow-Up Questions Failure & Lesson  🎙 Banking on Sales Success with Brian Drake In this episode, I share a painful but powerful lesson—how I blew a great sales opportunity right after the client showed interest. It all fell apart the moment I opened my mouth to ask a follow-up question. This episode isn’t just about what went wrong—it's about how you can...

Send us Fan Mail Most bankers lose the client’s interest in the first 10 seconds of a call—and they don’t even realize it. In this episode, Brian Drake breaks down the subtle mistake nearly every banker makes when starting a call—and how to fix it. He shares how he used to coach the intro, what changed his mind, and the simple verbiage shift (plus a dose of enthusiasm) that’s already proven to mak...

Send us Fan Mail In Episode 25 of Banking on Sales Success , we’re diving into a common challenge bankers face: knowing the difference between handling objections and handling excuses. Drawing from personal experience and lessons learned the hard way, I’ll share how I spent years perfecting objection-handling techniques only to realize that most of what I faced weren’t objections at all—they were...

Send us Fan Mail Struggling to get consistent results as a banker? In this episode of the Banking on Sales Success podcast, I break down the two most common banker approaches and why they often fall short.  More importantly, I share the proven method that will help you get more client opportunities, schedule more appointments, and fill your pipeline without feeling pushy. I’m Brian Drake, and afte...

Send us Fan Mail In this episode of Banking on Sales Success , I dive into a powerful skill every banker needs: active listening . Whether you’re trying to build deeper relationships with clients or improve your sales strategy, active listening is a game changer. 🔑 What You’ll Learn in This Episode: The difference between common listening responses vs. true active listening . How to uncover what...

Send us Fan Mail In this episode of Banking on Sales Success , host Brian Drake dives into a common challenge many bankers face—being "friend-zoned" by clients. You've built relationships, your clients like you, but these connections aren't translating into meaningful opportunities. So, how do you shift from casual conversations to discussions that lead to real results? Brian s...

Send us Fan Mail In this episode, I dive deep into a crucial lesson from my experience coaching bankers who are striving to increase their Advisor appointments.  Discover the transformative power of genuine conversations and learn how they can not only increase your appointment rates but also elevate your entire client relationship approach.  If you're a banker looking to fill your calendar a...

Send us Fan Mail Welcome to Episode 20 of "Banking on Sales Success."  Are you tired of watching big accounts do nothing but collect dust? We get it. It's tough when you know you can help, but getting those large balance clients to sit down with a financial advisor feels like pulling teeth.  This episode is all about changing that game. We're diving into real talk on why those...

Send us Fan Mail Welcome to Episode 19 of Banking on Sales Success . In today's discussion, we focus on the essential skill of uncovering assets beyond the bank.  We share insights from a recent coaching session, breaking down a step-by-step process to consistently reveal assets and secure a spot on the financial advisor's calendar.  The episode emphasizes the importance of building trus...

Send us Fan Mail In episode 18 of the Banking on Sales Success podcast, your host Brian Drake dives into a common challenge faced by bankers—getting referrals to financial advisors that close.  If you've struggled with this issue, Brian has the insights you need.  Discover how to shift your approach in scheduling appointments to set the stage for your advisor's success.  Uncover a strate...

Send us Fan Mail In episode 17 of Banking on Sales Success, your host Brian Drake tackles a common objection faced by bankers during the holiday season. Many clients claim they're too busy and prefer to delay meetings until after the festivities. Brian not only explores the psychology behind this objection but equips you with two powerful strategies to overcome it. Strategy one involves a str...

Send us Fan Mail In episode 16 of the Banking on Sales Success podcast, host Brian Drake dives into a frustration many bankers face: clients not showing up for appointments.  Discover the psychology behind these no-shows and unlock a game-changing strategy that not only increases client attendance but also supercharges your advisor's ability to close deals. Brian shares a simple yet powerful...

Send us Fan Mail In episode 15 of "Banking on Sales Success," Brian Drake shares invaluable insights for bankers in the financial industry, focusing on high-balance clients.  The episode emphasizes the importance of demonstrating genuine care for clients, particularly when discussing their assets and financial plans.  By adopting a caring tone, active engagement, and authenticity, banker...

Send us Fan Mail In Episode 14 of "Banking on Sales Success," Brian Drake unravels the intricate tapestry of successful banking sales.  Navigate the maze of establishing consistent investment pipelines, overcoming objections, and securing vital client appointments. Brian doesn't just skim the surface; he dives deep, addressing the five critical questions that reveal potential sales...

Send us Fan Mail "Navigating the world of banking sales? In Episode 13 of 'Banking on Sales Success,' we delve into the pivotal role structure plays in your interactions. Learn why winging it could be costing you results and why clients can sense a lack of consistency.  From understanding the nuances of tone and phrasing to ensuring clients view you as a trustworthy guide, discover...

Send us Fan Mail In today's episode, we're diving into a powerful concept – the impact of releasing your desire as a banker. Specifically, we're talking about the desire for your clients to say yes when you recommend a meeting with your advisor. In this episode, I'll share a valuable lesson I learned through my coaching experience. This lesson was born from working closely with...

Send us Fan Mail Being a successful banker isn't easy. In fact, it might be one of the hardest sales jobs out there.  Why? It's all about desire.  On this episode of Banking on Sales Success, we dive into the challenge of sparking a desire in clients who walk into the bank with no intention of meeting with a financial advisor.  But don't worry, it's not all doom and gloom. We&a...

Send us Fan Mail In this episode of Banking on Sales Success, host Brian Drake sheds light on a powerful approach to identifying and acting on investment opportunities with banking clients. This episode is a must for those striving to excel in their PVC goals. Brian outlines the hurdles bankers often encounter and how to transform client outlook from negative to positive. He shares a step-by-step...

Send us Fan Mail "Join us for Episode 9 of 'Banking on Sales Success' where we tackle a common roadblock: 'I already have a financial advisor'. We dive into why this objection can be hard to handle and share a strategy to overcome it. In this episode, we explore the main problem: the fear of conflict. Clients worry about upsetting their current advisor, and we show you how...

Send us Fan Mail In Episode 8 of 'Banking on Sales Success,' we delve into the secrets of unlocking the greater potential from your existing client relationships in the banking industry.  We provide actionable strategies for long-time bankers struggling with their PVC production, highlighting the value of client relationships and the art of turning them into a lucrative investment pipeli...

Send us Fan Mail In Episode 7 of 'Banking on Sales Success', Brian Drake reveals the secret to effectively initiating discussions about clients' account balances and transitioning those conversations to financial advisor meetings.  Explore practical techniques that can help overcome the challenge of broaching the subject and keep clients engaged. Learn from Brian's own banking...

Send us Fan Mail Dive into episode six of "Banking on Sales Success" as we demystify the client engagement process within the banking industry. Learn through a detailed role play how to pivot from simple financial options to a more meaningful conversation about your clients' future financial ambitions. Discover how this sales strategy not only paves the way for impactful conversatio...