Bank Sales Corner

16 Things Prospectors Can't Lose Sleep Over

Posted by Ned Miller on Sun, Nov 13, 2011 @ 09:54 PM

Prospectors get down about many things they can’t control. Here’s a partial list of things most of you* should not worry too much about:

  • The economy
  • Your competition’s pricing strategy
  • Your bank’s marketing budget
  • The location of your branches
  • The location of your main competitor’s branches
  • Your credit policy
  • Your competition’s apparent disregard for their credit policy
  • The length or format of your loan write-ups
  • Upcoming enhancements to your cash management products
  • The incentive compensation plan
  • Dodd-Frank
  • Regulators
  • Credit unions
  • Your bank’s loan pricing model
  • Your CRM system (or lack thereof)
  • Slick TV and media campaigns run by your competitors

*If you are in a position of authority in your bank and are getting paid to worry or do something about any of these, disregard this article. But if you can help your teammates in any way with their prospecting efforts, please do so.

Bank Sales Leaders: Find out more about our next live webinar on November 21 on “Coaching Commercial RMs in Challenging Times” by going to

Can’t make the live session? All webinars are recorded and are available in our archive within 24 hours in the recorded sessions section of our website at  If you have questions about our webinars, call Susan Lersch at 610-296-4771.




Tags: prospecting, bank sales, coaching, sales leaders