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Transforming “Lenders” into “Bankers and Advisors”: Developing the Entire Relationship

How to develop the entire borrower relationship

Business borrowers want bankers, not just lenders. When business owners seek funding, they also want to form a relationship with their banker who helps them navigate bank resources, explain the bank’s view of credit, and help get loans approved, renewed or expanded at reasonable rates and terms. At the same time, bank executives are seeking non-interest income to diversify and stabilize the institution’s income stream. By Transforming from “lenders” into “advisors”, bankers can increase customer satisfaction and profitability for the institution.

Watch to learn:

  • Top obstacles to relationship building
  • 6 Steps to transform lenders into advisors
  • The role bank executives play in transforming their lenders
  • Critical strategy and leadership questions to build an actionable transformation plan


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About the Presenter
Nick Miller
Nick Miller, President, Clarity Advantage Corporation
Nick Miller helps banks and credit union identify revenue growth opportunities and implement sales strategies through front line teams to generate more profitable relationships, faster. Nick specializes in sales to small and medium-sized business households and consults on segmentation, sales targeting and planning, value propositions, marketing integration, sales process, sales management, and staff development.