The Purposeful Banker

Gita Thollesson, PrecisionLender's SVP of Market Insights, comes on the podcast to share some of the findings from her upcoming webinar on the pursuit of commercial deposits. 

What do commercial bankers think about their pricing processes and technology, and about the deals their RMs price each day? PrecisionLender got the answers to those questions in a recent survey. Dallas and Jim discuss some of the eyebrow-raising results. 

Is Libor really on the way out? Is SOFR the most likely index to replace it? And how will these changes affect the loans already on your commercial books and the ones you're going to price in the future. Those answers and more are in this week's episode of The Purposeful Banker. 

In this episode, we look back at the BankOnPurpose 2019 talk given by former poker champ Annie Duke, author of the book, "Thinking in Bets." We discuss the ways in which Annie's insights on decision-making and risk can be applied to the challenges faced by commercial banks. 

How do you tap into the value of your top RM's behaviors? What should you measure? How do you do measure it? And how do you scale that knowledge?

Greg Martin, a business services offer for BB&T, shares his approach to developing his commercial book. He makes the case for pursuing industry specialization to find "the riches in the niches."

During this interview at BankOnPurpose 2019, 11:FS chief-of-staff Leda Glyptis talks about how banks should balance the need to innovate with the need to minimize risks. She points out where banks have fallen short in their innovation efforts, but also where there's hope for the future. 

We talk to Gita Thollesson about her latest report, "Commercial Renewals: Market Best Practices." Why don't banks reprice more often? What's the right increase to ask for? Why do some banks excel at renewals while others struggle? Gita shares her findings and insights on this week's show. 

How should bankers handle those moments when their clients "test" them on the price of a deal? Are there ways to avoid that moment? Or, if it's inevitable, to actually benefit from it?

Commercial banks have "attracting deposits" at the top of their priority lists this year. Which banks are faring the best in this battle? And what are they doing to stay ahead of the competition?

What can community banks learn from story of the decline and eventual demise of the National Bank of Delaware County? What mistakes should they avoid? What are the areas where they can continue to compete and win? 

You never get a second chance to make a first impression, yet so often the onboarding experience starts off the business-customer relationship on the wrong foot.  In this episode, Dallas and Jim share stories of onboarding experiences gone awry and discuss the lessons banks can learn from them. They also share tips on ways banks can get it right, right from the start. 

Gita Thollesson, SVP for Client Success and Market Insights at PrecisionLender, returns to the podcast to discuss more winning tactics of top commercial relationship managers. In this episode, she focuses on structuring deals with performance-based pricing or grid pricing.

Why is that banks sometimes struggle to sell new products? Where are the pain points, and what should they be doing differently in their sales processes? 

Lot of banks have implemented or are in the midst of implementing CRMs. But a lot of those same banks aren't getting the most out of their CRMs. What's causing the problem? And how can banks fix it? 

"Coaching" is becoming a very important topic for commercial banks. What does "coaching" mean? Where can it provide an impact, and what role does tech play in it?

We close out 2018 by replaying our most popular episode of the year - Gita Tholleson sharing the tactics of the best relationship managers that set them apart. 

PrecisionLender's Tim Shanahan comes on the podcast to recap his recent trip to the Small Biz: Banking Conference. Among the event's hot topics: Hiring bankers who can sell; building your bank's tech stack; partnering with fintechs; and a potential credit turn.   

PrecisionLender's Tim Shanahan comes on the podcast to recap his recent trip to the Small Biz: Banking Conference. Among the event's hot topics: Hiring bankers who can sell; building your bank's tech stack; partnering with fintechs; and a potential credit turn.   

NBKC is a community bank that is not only surviving, it's thriving - growing its lending business into new markets. What are some of the lessons other bank's can take from NBKC's success?

Talking deposit strategies during a rising rate environment, with Neil Stanley of The Corepoint. 

Banks measure all sorts of key performance indicators; which are the ones that show the strongest connection to how these institutions are valued? Jeff Marssico of The Kafafian Group joins the Purposeful Banker podcast to talk about his articles on this topic, and what he found. 

Why were bankers talking about Iron Man suits? How much of AI in banking is about retail, vs. commercial? Will automation actually create jobs? George Neal shares his last impressions from the BankAI conference. 

What are bank leaders saying about important topics such as: tech investment, how banks can deliver value, competition among community banks, and alternative growth strategies? 

Doug Engelbart's 1968 computer demo was hugely influential for the tech industry, but it took some time for his vision to be accepted by his colleagues. In fact, some of his ideas are just now being implemented. Why does it sometimes take so long for the future to take hold? And why is it that some "get it" much earlier than others? And what does that mean for the banking industry? We tackle all t...