Entries by Ray Adler

Driving Efficiency Throughout Your Sales Process

By Ray Adler, CEO BTI Growth Advisors, Inc. This blog shines a light not just on the inefficiencies in your bank’s sales efforts but also why banks are having such difficulties evolving with the times. To better understand the difficulty banks are experiencing in their efforts to evolve and improve performance, we don’t need to […]

The Secret of the Top 10% of Sales Reps

What separates the top 10% of sales personnel from the bottom 90%? They are diligent about how they spend their time. In banking, and likely many other fields, there is always something to do to take care of your customer. When you place your focus on always serving, the marketing function doesn’t happen. And when […]

How Pruning Your Traditional COIs Spurs Growth

Banking landscapes for the last twenty-five years have been extremely favorable for the industry. The economy has been strong and vital. The stock market has reached highs never experienced before, and interest rates have been at historical lows. It’s safe to say that the financial services industry has benefited from a tailwind. We’ve enjoyed a […]

Coaching Employees Is A Far Less Costly (and More Effective) Solution Than Replacing Them

Tom Brady is arguably one of the greatest quarterbacks to ever play the game of football; however, Tom Brady strives continuously to improve his performance by working with a coach – namely the Patriots tight-end coach Nick Caley, who also serves as Tom Brady’s “broken-play” coach. Banking isn’t much different than football. There are always broken-plays […]

Building a High-Functioning Culture Takes Planning

Tony Hsieh, CEO of Zappos, famously said, “If you get the culture right, most of the other stuff will just take care of itself.” It’s apparent that they’ve gotten something right. Recently, Eric Chester, who is described as “The Expert on Finding, Engaging, and Keeping Great Employees” visited Zappos headquarters in downtown Las Vegas. Here’s […]

Preparing to Win In Advance of a Recession

While our economy is still strong, most media outlets today are talking about a looming recession.  Maybe it will happen in 2020, 2021, or 2022––no one really knows for sure. However, whenever it happens, that is not the time for your relationship managers, BDOs, and lenders to employ new strategies and tactics in an effort […]

Stellar Employees –Your Best Bet for Success

All the big successful companies––like Apple, Google, Starbucks and others––know that the key to success is having stellar front-line staff who can actively and positively engage with clients. First impressions are important and could mean the difference between success and failure in your business. To attract these key individuals, you’ll need to consider your culture, […]

Are you Open to Change?

One of the things that can keep you from going away is an openness to change. — Doug McMillon, CEO & President of Walmart Almost everywhere I turn, successful CEOs from a wide variety of fields are spouting the same advice: If your business or organization is going to survive, you’ve got to be willing […]

A Rising Rate Environment Isn’t All Bad!

Just four months after the Federal Reserve raised the target interest rate to above the rate of inflation, interest rates were hiked again. With three more rate hikes projected next year and more talk of a bear market mid-2019, the strong economic tailwinds that have made bank growth relatively easy seem to be subsiding.  As […]

Making Way for Change

Jack Welch, the former CEO of GE, once said, “If the rate of change on the outside exceeds the rate of change on the inside, the end is near.” It’s no secret there is a lot of change in the air for the banking industry from new regulations, a marketplace being squeezed by a bevy […]