Results Coaching

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Business Issue - As the market grows increasingly competitive, lenders need help from their managers to fill, manage, and close loans in a working pipeline. Reminding the lender that he or she is below goal or telling that person only to “do more” or “try harder” creates anxiety and rarely produces results. Failing to recognize successes can have as much if not more of a negative impact on a lender’s performance.

Omega Performance’s Solution - One-on-one coaching is the method most likely to give lenders the direction they need to reach and sustain top lending performance. Lenders need proactive coaching that builds on their strengths and develops productive, measurable action plans.

Omega Performance’s Results Coaching workshop focuses on managing the lending process from early prospect to closing the sale and laying the foundation for future business. Participants learn and practice the skills, tools, and process used by loan managers to help lenders develop, fill, manage, and successfully close business in a structured and measured pipeline.

What Is Included

Often what passes for coaching is punitive or too vague for a lender to take action. Results Coaching identifies measurable criteria and then supplies a process for objectively tracking and acting on these criteria. This process enables the lender to evaluate his or her own progress against specific goals, which are then discussed point for point with the sales manager. The workshop teaches critical planning, listening, and questioning skills that most efficiently direct and motivate the relationship manager. The Results Coaching Meeting model structures the ongoing process of coaching for successful outcomes.

Videotaped Skill Practice
The program features video modeling and feedback, a learning technology that Omega Performance has found to be unparalleled in changing participants’ behavior in the shortest time. Videotape review is always accompanied by balanced feedback from the instructor and from peers. Research consistently underscores the power of videotaped skill practice sessions to build participants’ competence and confidence. The taping and feedback portions of the exercise are facilitated in small breakout groups by specially trained and uniquely qualified consultants.

Delivery Options

Results Coaching is presented as a one-day seminar. In the one-day workshop, loan managers learn and practice the tools, skills, and process needed to become results-driving coaches for their commercial lending team members.

The intensive practice and feedback, including the videotaped skill practices, require one facilitator for each five or six participants. Omega Performance can lead the program, one of our leaders can lead the first workshop and then provide leader training for in-bank leaders, or we can co-facilitate the workshop with a trained in-bank leader.

Results You Can Expect

Loan managers who attend Results Coaching will learn to be more effective managers and help their lenders reach their goals by:

Measuring the right things
Keeping their people focused and productive
Conducting regular positive and productive oneon- one results coaching meetings
Motivating improved performance
Asking and listening for the right information

Who Should Be Trained

Omega Performance’s Results Coaching program is designed specifically for managers responsible for the lending performance of a team or group of commercial lenders.

Prerequisites

None.