What’s the Cost of a Problem Loan? A business owner comes in to your financial institution seeking a $2 million loan. She meets with one of your lenders, the underwriting process is completed, and the loan is approved. But what steps are you taking to ensure that your staff is appropriately evaluating industry, management, and
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How to Improve Customer Service in the Banking Industry
How to Improve Customer Service in the Banking Industry After just one or two negative interactions with a financial services organization, customers might choose to take their business elsewhere. If this happens enough times, it can cause great losses to your organization. How can you create consistency in how your frontline staff interacts with customers
READ MOREHow to Turn Credit Skills Into Meaningful Conversations
When it comes to winning and expanding small business relationships, financial institutions are expecting more and more of their branch managers. At the community and regional banks, saving banks, and credit unions she consults with, there is a movement toward getting branch managers out of their branches and into the lucrative small business market, says
READ MORETop 4 Trends from the 2018 Retail Banking Conference
We had an amazing experience at the historic Broadmoor for the American Banker 2018 Retail Banking Conference. Our representatives from Omega Performance thoroughly enjoyed our time meeting and talking with those in the industry, as well as attending sessions. We came back with banking trends that we thought would be useful to share with you as you
READ MOREReducing Frustration in the Lending Cycle
Reducing Frustration in the Lending Cycle It’s a scene that’s all too familiar. Having met with a prospective customer several times, your relationship manager has prepared and tendered a loan submission. Your underwriters have begun their review, but quickly find that it’s lacking the information they need to complete their analysis. They reach out to
READ MOREHelp Your Lenders Build Value-Added Relationships
Help Your Lenders Build Value-Added Relationships Do your relationship managers struggle with translating their credit skills into “sales speak”? New for 2018, our Effective Credit Conversations Course starts with a short eLearning course that introduces the credit conversation strategy, the framework used to merge sales and credit skills. The eLearning is followed by a two
READ MOREAttributes of Successful Small Business Lenders
Attributes of Successful Small Business Lenders Successful relationship managers wear many hats, and are able to blend their credit and conversation skills, in order to drive sales for their managers, get the right information to their underwriting team and please their customers. Here are some of the skills that successful small business lenders must have
READ MOREBridge the Gap Between Lending and Sales
Bridging the Gap Between Lending and Sales Business lenders face challenges that those in typical sales roles do not. They have to qualify businesses to determine whether they can sell to them; assess business, industry, and financial risks; and uncover management’s strategies for addressing those risks. Business lenders must also have the requisite credit skills
READ MOREThree Conversations Successful Small Business Lenders Have
Three Conversations Successful Small Business Lenders Have Smart small business lenders know that in order to be successful, they must have the skills to build long-term relationships with clients, and effectively communicate with underwriters to develop appropriate solutions that leave all parties satisfied. By breaking the lending process down into a series of three targeted
READ MOREImprove the Loan Approval Process by Implementing the Credit Decision Strategy
Improve the Loan Approval Process by Implementing the Credit Decision Strategy It’s true – having a credit decision strategy effectively improves the loan approval process. But before we delve into why this is so, we need to define the decision strategy. A credit decision strategy is a sequential process that is followed by successful lenders
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