7 Common Excuses From Your LBEs and How to Change the Results

7 Common Excuses From Your LBEs
and How to Change the Results
Christine M. Strickland
Managing Director
Timoleon Group, LLC and LBE Coach
Perspective
30%
$1,000
Goals &
Accountability
Product
Employee
Selection
Reward &
Recognition
Successful LBE Program
Coaching
Sales Process
Communication &
Training
Warning! Road Block Ahead
Excuse #1: “My clients are too busy.”
“My clients are too busy...most of the time.”
Change How LBEs Treat Walk-in Traffic to
Change the Results!
Excuse #2: “I’m too busy.”
“I’m too busy…to do LBE stuff.”
Deposits
Loans
Investments
Insurance
Teach LBEs to Profile Clients (not products) to
Change the Results!
Deposits
Investments
Loans
Insurance
Excuse #3: “My manager says I need to focus
on the current…campaign.”
Look for Opportunities to Support Campaigns
to Change the Results!
Excuse #4: “There’s too much going on with
the system conversion, merger, etc.”
Use the Information to Change the Results!
Excuse #5: “I need more training.”
Focus on Activities to Change the Results!
Excuse #6: “I’m afraid I won’t know the answers to
their questions and don’t want to look dumb.”
“I’m afraid I won’t know the answers to their
questions and don’t want to look dumb.”
Make Sure They Know It’s Okay to Get Help
and Change the Results!
Excuse #7: “It takes too long. What if another
client comes in?”
Focus on the Opportunity at Hand and Change
the Results!
Don’t Get Stopped By the Roadblocks!
Don’t Get Stopped By the Roadblocks!
Lead By Example!
Don’t Get Stopped By the Roadblocks!
Teach LBEs How to Completely Profile and Solve
Multiple Needs
Don’t Get Stopped By the Roadblocks!
Hold Your LBEs Accountable
Q&A
Goals &
Accountability
Product
Employee
Selection
Reward &
Recognition
Successful LBE Program
Coaching
Sales Process
Communication &
Training
For More Information
 Visit us at:
• www.TimoleonGroup.com
• www.LBECoach.com
 Call me direct at:
• 980-225-7392