1. 1
Personal Development
Accountability / Selling
Credit Products
2013 RMA-UCF
Presentation)

2. 2
Why Are You Here?
 Fun?
 The Boss told you to?
 Gets you out of the Bank for a change?
 To Make Yourself Better!
 WII-FM

3. 3
Opportunity
 Not Polite or Patient
 Prepare for it
 When upon you, you must:
 Identify it
 Grab it
 Jump on it
 Pounce on it
 <10% will EVER attend a learning seminar

4. 4
Opportunity
 All Business Skills are Learnable:
 Silver Platter

Books

CDs

Internet

Mentors

Person Sitting Next to You Right NOW

5. 5
Opportunity
 Working Hard & Working Smart are
Minimum Requirements
 Why Were You Hired?
 No Easy Way to Success:
 Outwork the competition on days that
begin with “T”

6. 6
Personal Development Accountability
 You are a “Sub-contractor”
 Bank needs & pays for intellectual capital

You own the intellect (knowledge is portable)

Bank pays for the intellect

7. 7
Personal Development Accountability---
Success: Action Oriented
 Want vs Decide
 Increase the probabilities for success

8. 8
Personal Development Accountability---
Success: Action Oriented
 All Business Skills are LEARNABLE
 Read
 CDs
 Seek Others

9. 9
Personal Development Accountability---
Goals
 Destined Forever
 Yale Study: Class of 1963
 Specific, Measurable, Difficult, Public
 20 years
 3% set goals
 Out-earned the remaining 97%

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GOALS:
Big Dreams Inside Us All!
 Unfortunately Limited By:
 Past Experiences

Circumstances

Environment
 Present Circumstances

Financial

Family
 Self Imposed Doubts

11. 11
Personal Development Accountability---
Self Concept
 You Are What You Believe You Are
 Man’s greatest ignorance is of himself

Belief of one’s self creates your “world”

Can’t live beyond the limits of your own beliefs

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To BE THE BEST:
 What Runs the World?
 People, Leaders, Governments, Religions,
Institutions??
 Commonality at the Core of all these?
IDEAS

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What’s Your Vision
 If Perfect, What would it be like?
 3 Parts of a Compelling Vision
 Purpose
 Future Focused
 Values

14. 14
Selling
 Psychological block is FEAR
 Of Failure (customer)
 Of Rejection (sales person)

15. 15
Selling
 Buying - An Emotional Event
 “Emotional State” vs. “Thinking State”

“Customers don’t care how much you know until they first know
how much you care”

Must Sell into their “Passion”

Must Connect at the “Feeling” Level

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Selling
 Buying - An Emotional Event
 Negotiation Ability (customer always superior)
 Advertising Campaigns

Nike > Just Do It

BMW > Ultimate Driving Machine

Kodak > Memories

17. 17
Selling
 Techniques:
 RELATIONSHIP: “The Friendship Factor”

Personalized note

Dinner

18. 18
Selling
 Enthusiasm
 “I Like Myself”
 Believe YOU are the Best
 Believe your BANK is the
Best

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Selling
 Personality
 Self Confident (Know they will be successful)
 Accepts Responsibility(Blames SELF)
 High Levels of Empathy (Listens)
 Goal Oriented (Focused)
 Determined (Customer Focused)
 Honesty

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Selling
 YOU MUST

Know Why People “Buy”

We Make Dreams Come True

Know What You are “Selling”

Sell into the Dream

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Selling
 Techniques:
 The Approach (the cold call)

20 seconds to say “Yes”.
“Would it be beneficial to you and your
company if you were able to approve and
price your company’s line of credit each
year?”

22. 22
Selling
 Presentation
 Physical
 Mental

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Selling
 “Feeling” level – must connect. How??
 Body Posture
 Voice Inflection
 Questioning Interest
 Accomplishment Recognition
 Establish Anticipation

24. 24
Selling
 Techniques:
 Ask!

Politely, Respectfully, Courteously,
Professionally

25. 25
Selling
 Techniques:
 Elevate the Incumbent

26. 26
Selling
 Techniques:
 Set the Closing Date

27. 27
Selling
 Opposition - Be Prepared…Anticipate
 Testimonials: “that’s alright…most
people in a similar situation felt the same
way when I first discussed our product /
company with them, But many have
become some of our very best customers
and now recommend us to their friends…”
testimonials

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Attitude
 Your Mind Set

Anyone can do a job

Anyone can do a Good job
 Work hard / work smart = minimum requirements

Not until Passion is present that excellence
will be displayed
 Excellence is a by-product of passion
 Biggest obstacle to greatness is overcoming the
comfort in being good

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Passion
 Your Mind Set
 When driven by a purpose
 The purpose becomes a passion
 The passion becomes a conviction

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Choices
 We are Defined by Our Choices
 Act / Procrastinate, Help / Hinder, Believe /
Doubt, Succeed / Fail
 Life & Leadership are all about Choices
 Based on Values
 You are a Monument to Your Choices
 Tough Choices Lead to Change

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Change
 Change Requires Courage
 Timid = Frightening
 Comfortable = Threatening

Most here

Success through emulating others

Threatens the status quo
 Confident = Opportunity

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Change
 Optimal Production (U of Chicago
study)
 Consistently Achieved when:

Tried new things (change)

Persistent with it (Gave it a chance)
 Book: “Built To Last”, Jim Collins
 “Only sustainable competitive advantage in
the financial services industry is the ability
to Change faster than the competition.”

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To Be The Best:
 Willing To Fail
 Failing vs Failure

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Sacrifice & Discipline
 Discipline Requires Sacrifice
 Discipline Requires Understanding
the Consequences
 Disciplinarian enforces
Consequences
 With Clarity of Consequences we
make better Choices

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Crisis in Leadership
 Unethical Behavior
 All phases of society

Politics, Business, Athletics, Religion
 Temptation to Compromise Values

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Crisis in Leadership
 Moral Deteriorization
 Common Place

EE theft at $40 billion in 2009 (U.S Chamber of
Commerce)
 Culturally Incrementalized

Movies: “Gone with the Wind” to “Crash”

TV: “Dick Van Dyke Show” to “Sex in the City”

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Crisis in Leadership
 A Role we Play or a Life we Lead???
 Society has become:
 Infatuated with Influence & Image
 Preoccupied with Prestige

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The Future
 Not Living
 Not Breathing
 Not Waiting for you to encounter it
 Doesn’t exist until YOU DECIDE

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The Future – You Decide
 Will You Follow Your Dreams?
 Make Tough Choices?
 Be Courageous & Face Change
 Recognize the Sacrifice Required
 Be Disciplined Enough to stay the
course

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The Future – You Decide
 Seize the Opportunity in front of you?
 Set High Lofty Goals?
 Pursue your Passion?
 Uncover Your Potential

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Emerson Quote
“What lies behind you
and what lies in front of you
pales in comparison to
what lies inside of you.”

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Uncovering Your Leadership
Potential
Each and Every Day Absolutely
Ordinary People do Extraordinary
things.
Starting today, starting now, only you
can decide if that person is you!