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Reinventing Your Sales and Business Development Strategies

June 27th, 2017 9:00 AM – 3:00 PM


Reinventing Your Sales and Business Development Strategies
June 27, 2017
9:00 am – 3:00 pm

Session Overview
Part I - Kindling Your Credit Union Sales
They Can Beat You on Price, But Not Value!

Every credit union leader can reinvent themselves in a personally challenging and value-changing presentation that makes reinvention easy.  Change is happening!  Just as the Kindle has changed paper publishing, Netflix is changing home movie rentals and theaters, and WebMD and the Affordable Care Act are changing the medical industry…the realities of your CU and member interaction have changed permanently. Members are more empowered, smartphone financial services are taking over in-person branch visits, Dodd-Frank is making compliance more difficult and competition is stronger, the need to differentiate has never been more significant.

Business development in the next two years will be about changing the perceived value of your services and benefits to the members and their unique needs in a new economy.  Sales and marketing has changed forever. The methods that worked for you just a few years ago are obsolete.

When buyers perceive value, you control the discussion.
Once you allow the buyer to focus on price, features and costs, you have lost all leverage (and the sale!). New and experienced account executives often allow the buyer to control the process rather than act proactively.  Prospects buy the benefits of services.  

Credit union leaders combine their experience and creativity to leave with actionable ideas to implement following the program.  They will answer Critical Questions dealing with how they are “punishing” members in their practices; what are the “dinosaurs” they face in policies and procedures; what is the top complaint their members tell them repeatedly; what has changed in their area among products and services; what is “Kindling” their business and service models; and what actions they will take that make the most impact on members in small buzz-group discussions.

You will learn how to: Sell and market value and benefits consistently.

Part II - Reinventing Your Leadership, Sales and Service Style

Every credit union leader can learn how to manage serve and manage all people reducing customer turnover and personal leadership stress.  How do you serve various personalities in a changing economy?  Are you communicating with everyone in their strengths?  A humorous, entertaining and interactive exchange about positioning individuals to bring out their best performance.  Attendees will explore essential tools for managing, leading & retention of good workers, improved communication and reduced conflict presented in a “Dr. Phil meets Jeff Foxworthy” style delivery.

How are SEGs playing a greater role in marketing for credit unions who want to get back to their roots and grow?  How do you market to and work with Millennials' styles; as a different generation? How do you brand your organization based on the current trends? Which environments and circumstances are they most productive in?  What are the differences in world view and economic that characterize each generation?

  1. Excellence in your workplace services
  2. SEGs are playing a stronger role in today’s credit union culture
  3. Identifying different personalities among members, clients and staff
  4. Managing people to perform in their inner strengths
  5. Transitioning to member buying styles
  6. Adapting and reinventing your personal style

Key Outcomes: 

  • Discover the strengths of your service style and those of your employees and volunteers.
  • Identify the areas that people work best in and learn to place them in positions to sell and succeed on their own.
  • Understand examples of serving different personalities and how to adapt.
  • Connect with the “language” of member buying and service styles.
  • Design a unique actionable plan to communicate more effectively in the market and your credit union.

What’s in it for you? Improved service and sales with less stress.

Session Agenda
8:30 am to 9:00 am - Signing in, networking, light breakfast
9:00 am to 3:00 pm - Training (Lunch is Provided)

Who Should Attend
Sales managers, Business Development managers/coordinators, Marketing managers, VPs and or CEOs

About Your Speaker
Jim Mathis, IPCS, CSP, MDiv
Author of Best-Selling Book, "Reinvention Made Easy: Change Your Strategy, Change Your Results"

Jim Mathis is an International Platform Certified Speaker (IPCS), Certified Speaking Professional (CSP) and best-selling author. He has been presenting, leading conferences and consulting for over 39 years. Jim helps business leaders who want different results in a changing economy.  Jim believes the economic climate is very different... and you should be, too!  He presents globally on leadership and competing successfully in a consumer-empowered marketplace.  Jim is the author of the best-selling book: "Reinvention Made Easy: Change Your Strategy, Change Your Results" as well as "Reaching Beyond Excellence" and "Reinvention 101". Jim has also authored Lead Trac Management Training Workshop for facilitated leadership training.


Session Fees
$290 for credit unions with >$50M in assets
$145 for credit unions with <$50M in assets
$72.50 for credit unions with <$10M in assets

Tuition Reimbursement
Maryland and D.C.-based credit unions with up to $150 million in assets may be eligible for up to 75% educational reimbursement from the Credit Union Foundation of MD & DC.

8975 Guilford Road
Suite 190
Columbia, MD 21046

Event Info


June 27th, 2017 9:00 AM – 3:00 PM


8975 Guilford Road
Suite 190
Columbia, MD 21046


Phone: 4433250772

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