One-Day Workshops For Your Financial Institution
Gehegan & Associates is pleased to offer intensive, one-day workshops for your financial institution. These workshops are designed to significantly increase the confidence and effectiveness of bankers calling for business development. With proven, practical techniques to contact the targeted individual and professionally meet the objective of the phone call, you are sure to see results immediately. Each participant will receive a customized calling guide to use during the live calling portion of the workshop and then on a self directed basis when they return to the branch. Review our workshops and contact us for more information.
Click any workshop for more information:
Telephone Skills for Business Development
Telephone Skills for Expanding Client Relationships
Telephone Skills for Investment Officers
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In today's market, it is no longer possible to rely on referrals alone as a source of new business development. These sources may dry up and become unreliable, and it takes too much time to develop a referral network in a de novo environment. Also, many quality clients are already banking with a competitor. Bankers must learn to use the telephone effectively to augment their referral activity.
If you and your staff are like most people, you would rather do anything than make a cold call. This lack of confidence is indicative of a lack of training, which can create a powerful resistance to calling prospective clients. This call reluctance can be eliminated with our hands-on training.
Thousands of workshop participants at financial institutions have increased their confidence and effectiveness in using the telephone to contact prospective and existing clients.
In just one day our Telephone Skills workshop teaches your bankers how to effectively use the telephone to secure more appointments with prospective clients.
Participants will learn:
- The best sources for developing targeted prospect lists.
- How to pre-screen companies to make sure they fit your target market.
- How to ask for referrals and get them.
- How to make the gatekeeper your ally in reaching the decision maker.
- How to overcome objections such as "I'm happy with my current bank," "Send me some information," and "Your locations aren't convenient."
- How to stay in control of the conversation and get the appointment.
- Why calling for appointments is more than a numbers game.
- How to multiply your prospecting effectiveness after each appointment.
Live calling: On the day of the training workshop, we ask your officers to bring the names of pre-researched prospects whom the bank would like to begin relationships with. After participants have learned specific telephone skills and have practiced them in the classroom setting, they make live calls to prospects and secure actual appointments.
Yes, I'm interested in this workshop. Please contact me.
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Expanding Client Relationships Workshop
Research shows that building on the solid foundation you have with existing clients is the quickest route to growing fee income and client retention. These relationships can be developed easily with the proper skills and the basic tool of personal communication -- the telephone.
Gehegan & Associates' relationship calling workshop will teach your staff the telephone skills they need to sell more products and services to existing clients. This program is designed to help branch managers and platform staff become comfortable and effective in contacting clients to cross sell additional services and arrange appointments. You will also learn how to refer qualified clients to your bank's investment officers and seek referrals from existing clients.
Participants will learn how to:
- Focus efforts on pre - call preparation and profiling clients that have a probable need for specific services.
- Use their client base as a source of referrals.
- Develop an effective opening statement to get a "green light" from the client.
- Eliminate the typical reflex "no" that stops a call from moving forward.
- Employ effective use of open-ended questions to develop client's needs.
- Successfully deal with answering machines. Should I leave a message?
- Sell relationships, not transactions.
Live calling: On the day of the training workshop, we ask your officers to bring the names of clients who are likely candidates for additional products and services. After participants have learned specific telephone skills and have practiced them in the classroom setting, they make live calls to clients and secure actual appointments.
Yes, I'm interested in this workshop. Please contact me!
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Investment Officers Workshop
Today there are so many investment options available that choosing the right product is complicated for the average person. Your clients are looking for a knowledgeable financial resource who can guide them in choosing investment services that best fit their needs. Contacting clients by telephone to educate them on investment services will benefit them while fulfilling a vitally important sales role for your financial institution.
Unfortunately, most investment officers are too dependent on branch referrals to generate leads and are remiss about working their existing book of business. In this workshop, your investment officers will learn how to use the telephone to increase fee income from existing clients by offering alternative investments and non-FDIC products. This creates a win-win situation for both the client and your organization. The more products and services your clients own, the more loyal they will be. And when your clients are using the investment vehicles that meet their needs, they are getting the most from their banking/brokerage relationship.
Both new and seasoned investment officers will learn how to be more effective in securing appointments and closing sales.
Investment Officers will learn how to:
- Profile the existing client base to identify those clients that have a probable need for investments.
- Effectively work their existing book of business.
- Consistently use the existing clients base as a source of referrals.
- Develop an effective opening statement to get a "green light" from the client.
- Eliminate the typical reflex "no" that stops a call from moving forward.
- Use open-ended questioning to get the client involved.
- Successfully deal with answering machines. Should I leave a message?
- Overcome objections to a meeting such as, "I'm not interested," "Send me some information," and "I already have a broker."
- Remain in control of the call, qualify and close for the appointment.
- See why dependence on in-branch referrals as a sole source of new business limits productivity.
- Focus in on discerning the client's needs and presenting a relevant solution, while remaining in control of the telephone call and securing additional business.
Live calling: On the day of the training workshop, we ask your investment officers to bring the names of clients who are likely candidates for a financial review. After participants have learned specific telephone skills and have practiced them in the classroom setting, they make live calls to clients and secure actual appointments.
Yes, I'm interested in this workshop. Please contact me!