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In this episode of Banking on Sales Success, I dive into a powerful skill every banker needs: active listening. Whether you’re trying to build deeper relationships with clients or improve your sales strategy, active listening is a game changer.

🔑 What You’ll Learn in This Episode:

• The difference between common listening responses vs. true active listening.
• How to uncover what clients really care about—their investments, retirement plans, and financial goals—by asking the right questions.
• Why simply acknowledging a client’s response or trying to relate to them can hurt your sales success.
• Practical steps to apply active listening techniques that will lead to more meaningful conversations and increased client trust.

When you practice these active listening techniques, you’ll find clients opening up about critical financial details, not just small talk like weekend plans or hobbies. This is how you transition from a surface-level banker to a trusted financial partner.

👉 Who Is This Episode For?

• Bankers looking to improve their sales conversations and client relationships.

If you're ready to take your sales skills to the next level and have more meaningful conversations with clients, this episode is for you.

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In this episode of Banking on Sales Success, host Brian Drake dives into a common challenge many bankers face—being "friend-zoned" by clients. You've built relationships, your clients like you, but these connections aren't translating into meaningful opportunities. So, how do you shift from casual conversations to discussions that lead to real results?

Brian shares a practical strategy to pivot personal conversations into meaningful financial discussions. You'll learn how to leverage the positive momentum from friendly chats to open the door to conversations about investments, banking preferences, and financial goals. By making a simple yet powerful shift, you can position yourself as more than just a friendly face—become a trusted financial resource your clients turn to for advice and solutions.

If you're tired of client relationships that don't seem to go anywhere, this episode is for you. Tune in to discover how to turn those personal connections into tangible results and elevate your role in your clients' financial lives.

Learn More About The Banker Bootcamp
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In this episode, I dive deep into a crucial lesson from my experience coaching bankers who are striving to increase their Advisor appointments.

Discover the transformative power of genuine conversations and learn how they can not only increase your appointment rates but also elevate your entire client relationship approach.

If you're a banker looking to fill your calendar and truly connect with your clients, this discussion will provide you with the strategies and insights needed to make a significant impact.

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Welcome to Episode 20 of "Banking on Sales Success."

Are you tired of watching big accounts do nothing but collect dust? We get it. It's tough when you know you can help, but getting those large balance clients to sit down with a financial advisor feels like pulling teeth.

This episode is all about changing that game.

We're diving into real talk on why those big clients might be holding back and what you can do to not just get their attention, but get them moving.

Forget about salesy pitches that go nowhere. We're going to show you how to really listen and connect with what your clients want and need.

By the end of this episode, you'll have a clear game plan for making those key meetings happen more often.

If you're ready to turn those frustrating misses into solid hits, this is the episode for you.

Let's get those big accounts off the sidelines and into action.

Tune in now for tips and stories that'll change the way you approach your clients for the better.

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Welcome to Episode 19 of Banking on Sales Success. In today's discussion, we focus on the essential skill of uncovering assets beyond the bank.

We share insights from a recent coaching session, breaking down a step-by-step process to consistently reveal assets and secure a spot on the financial advisor's calendar.

The episode emphasizes the importance of building trust with clients through genuine gratitude, curious questioning, and active listening.

The goal is to transform existing relationships into long-term, mutually beneficial partnerships.

Success in the financial realm, as emphasized in this episode, requires dedicated practice, memorization, and adeptly handling objections.

If you've encountered challenges in uncovering assets or aim to refine your approach to banking relationships, this episode offers valuable insights.

Contact:

Email: Brian@elitebankeracademy.com

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In episode 18 of the Banking on Sales Success podcast, your host Brian Drake dives into a common challenge faced by bankers—getting referrals to financial advisors that close.

If you've struggled with this issue, Brian has the insights you need.

Discover how to shift your approach in scheduling appointments to set the stage for your advisor's success.

Uncover a strategic conversation framework that aligns clients with their financial goals, ensuring appointments lead to closed deals.

Don't miss this episode if you're ready to boost the quality, not just the quantity, of your appointments.

Tune in now and level up your referrals to your financial advisor

Email: Brian@elitebankeracademy.com
LinkedIn: https://www.linkedin.com/in/thebriandrake/

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In episode 17 of Banking on Sales Success, your host Brian Drake tackles a common objection faced by bankers during the holiday season. Many clients claim they're too busy and prefer to delay meetings until after the festivities. Brian not only explores the psychology behind this objection but equips you with two powerful strategies to overcome it.

Strategy one involves a straightforward approach—penciling in the appointment for the first weeks of January while emphasizing flexibility. This ensures clients with genuine intentions secure a spot on the calendar, even if rescheduling becomes necessary.

Strategy two dives deeper, encouraging an honest conversation to unveil the real objection. Brian guides you through asking strategic questions to determine whether the delay is due to genuine busyness or a lower priority. This approach separates clients genuinely interested in financial discussions from those offering excuses.

Join Brian as he shares valuable insights and strategies to increase your success in getting clients onto the calendar during this busy season. Learn to navigate objections and prioritize clients who genuinely value your financial expertise.

Email: Brian@elitebankeracademy.com
LinkedIn: https://www.linkedin.com/in/thebriandrake/

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In episode 16 of the Banking on Sales Success podcast, host Brian Drake dives into a frustration many bankers face: clients not showing up for appointments.

Discover the psychology behind these no-shows and unlock a game-changing strategy that not only increases client attendance but also supercharges your advisor's ability to close deals.

Brian shares a simple yet powerful approach to collecting financial statements, framing it as a direct benefit for clients.

Learn the conversation pivot that makes clients willingly share their statements, setting the stage for a fully prepared meeting.

The real magic happens when confirming appointments. Brian introduces a language shift that reignites clients' emotions and curiosity, increasing the likelihood they'll honor their commitment.

If you're tired of dealing with no-shows and want to enhance your client interactions, this episode is a must-listen.

For further guidance or questions, connect with Brian on LinkedIn or Email.

Email: Brian@elitebankeracademy.com
LinkedIn: linkedin.com/in/thebriandrake