The Sales Honing® Academy
Register Today!

Starts April 4th, 2019

Nearly 60% of All Bankers Don’t Hit Their Annual Sales
Goals – And That Was When Times Were Good

Are Your Bankers Truly Prepared To Battle and Win
Business As Rates Rise and Times Get Tougher?

With a rising interest rate environment and a possible recession looming, the banking landscape is going to become more competitive, especially when it comes to attracting and retaining quality deposit and C&I customers. Recent research from Bain and Co. substantiates that “Companies that prepare for a recession pull ahead during and after it.” The timing is excellent for your bank to be considering investing in a unique sales improvement process with a proven track-record of producing solid and sustainable results.

“Our lenders, entire staff and the bank are benefiting
greatly from our participation in the Sales Honing Academy.”
Rebeca Romero-Rainey
CEO and President,
Independent Community Bankers of America
Former Chairman and CEO, Centinel Bank of Taos

Register Today for the Spring Academy

Here are a few success stories of commercial bankers using new strategies, tactics and tools:

“I’m at 200% of my annual goal and it’s only July.  Ray’s taught me how to be productive rather than busy.”

S. Ortho
Vice President, Relationship Manager
Banner Bank

“Ray’s training and coaching have helped me hone my business development and sales approach so much that I hit my annual $22M sales goal by May and I’m on track to double that number by year end.”

M. Lanchantin
First Vice President
American Business Bank

 

“By October I’m at 201% of my target goal and 104% of my stretch goal. Ray’s coaching really helped me become strategic in my business development efforts.”
P. Stewlow
Branch Manager/Commercial Banker
Mohave State Bank

 

BTI Growth Advisors
Transforming Banks One Employee at a Time

For the past 18 years, BTI Growth Advisors has been assisting high-performing banks across the country to grow revenue and profits by helping clients anticipate and adapt to change.  We deliver customized consulting, training, and coaching services, as well as culture assessments and employee engagement surveys focused on:

  • Development of full customer relationships
  • Deposit production
  • C&I loan growth
  • Aligning the cultures of merged banks
  • Evolving the cultures of banks seeking to better adapt

“The Sales Honing Academy is the best sales development program I have ever seen offered in the market over my 40 years in banking.  The program is uniquely designed to support and create value for a wide variety of relationship managers, commercial lenders and team leaders no matter what their experience level or market.  The program focuses on helping our folks to hone their marketing and sales processes for bringing in quality new relationships and for deepening and leveraging existing ones.  It also focuses on helping our sales managers become better, more competent sales managers.  It’s easily accessible for everyone, isn’t overly intrusive, yet provides a powerful “drip” process of new ideas, concepts and tools that build upon each other while empowering our folks to “practice and hone” their skills necessary to compete successfully in today’s market conditions.  The traction and the biggest benefit come from the simple, 30-day action plans that create tremendous weekly engagement, new perspectives, discussions and accountability among sale staff and sales managers in our commercial banking team.  It is a very unique and powerful process that doesn’t require that we take our teams out of the market or incur all of the customary and substantial travel related costs associated with old-school, instructor-led sales training.”

John Grauten California President, First Bank

Overview: The Sales Honing® Academy for Bankers

  • Ideal Target Audience: The Academy is designed specifically for junior and senior Commercial Banking Officers, Relationship Banking Officers (Deposits), Relationship Managers, Team Leaders, Regional Managers, Branch Relationship Managers, Community Banking Managers, Branch Services Officers, and Branch Relationship Officers.
  • Focus on Long-Term Skill Development: The Academy is a skill development process ideally suited for the longer sales cycle of commercial customers. It takes a sustained development process to develop sustainable new behaviors.
  • Proven Framework: The Academy utilizes a proven structure and framework designed to promote positive disciplines and effective habits. This framework helps ensure your junior lenders avoid picking up negative habits from your experienced bankers. Likewise, many of your experienced bankers will become reinvigorated by being exposed to new ideas, strategies, resources, and tools.  We do not believe in a one-size-fits-all approach to training your bankers.  This framework also allows for regional and individual tailoring based on need.
  • The Foundation Course: Focuses on deposit and C&I customer generation primarily by creating a more strategic and choreographed marketing approach across the bank’s footprint Focus is put on strategic prospecting using traditional and non-traditional marketing approaches. Content focuses on non-traditional COI development, segmentation, differentiation, value-add, positioning, and all aspects of early stage relationship development.
  • The Graduate Course: Focuses on creating a unique customer experience across the bank’s platform while increasing relationship profitability. This occurs from utilizing a consultative sales process.  A consultative sales process drives more consultative, “trusted advisor-style” behaviors which promotes balanced growth and improved relationship profitability.  Content focuses on all aspects of on developing full customer relationships and closing profitable business as a result of stronger negotiation skills and delivering more tangible value.
  • How Success Is Determined: An extensive array of tools including “dashboards” to monitor progress and assess employee behaviors, pre-call planning and post-call debriefing tools, extensive library of strategic questions, negotiation strategy questionnaire and worksheets are a few of the tools provided. We work closely with managers to track and monitor adoption and results.
  • Manager and Leader Involvement: Manager and leader engagement is the single variable that has the greatest influence on the outcome of our work together. Managers must engage and participate fully in the training process or risk sending conflicting messages to production teams.  We provide various forms of ongoing coaching and training to managers designed to improve their sales management and leadership effectiveness.

Meet Ray Adler

Bank Culture and Sales Expert
CEO, Author, Speaker
BTI Growth Advisors, Inc.
Call (760) 720-9270

Ray Adler is an author, speaker, consultant and coach.  His expertise is in helping financial institutions grow revenue and profits by anticipating and adapting to environmental and market conditions.

Ray is nationally recognized as one of the foremost authorities on culture evolution, leadership and sales development in financial institutions.  As CEO & President of BTI Growth Advisors, his firm is celebrating a 18-year track record of producing tangible improvements in banks around the country.

He is a widely sought-after industry expert and frequent speaker at State and National banking conventions and conferences.

“We achieved a very favorable ROI over the three years we worked with BTI and utilized their Sales Honing System to improve our sales execution.”
Steve Sefton
Former CEO, Regents Bank

Ray Adler BTI Growth

Here’s What People are Saying About the Sales Honing Academy and BTI Growth Advisors

Chris Walsh
Director of Banking
Blue Gate Bank

Dan Yates
Chief Executive Officer
Endeavor Bank (In Organization)

Rick Sanborn
Chief Executive Officer and President
Seacoast Commerce Bank

John Grauten
California President
First Bank

Register for the Sales Honing Academy Today!

Register Today!

With over 30 hours of instruction and lifetime membership into the Sales Honing Academy community, the Academy is an exceptional value!

We recognize that changing behaviors isn’t easy!  When a team of employees from the same bank share a common goal, we’ve discovered the evolving camaraderie and focus produces results dramatically quicker!

The Sales Honing Academy programs can also be customized and delivered on-site exclusively for your bank.

Earlybird Savings Now Apply
$2,750 Per Person

Group discounts available

Call 760-720-9270

We can customize and deliver the  Sales Honing Academy exclusively for your bank. Call Ray Adler at 760-720-9270 to discuss the program that’s right for you!

Invoicing Available as Alternative Payment Option!