Series originally aired December 13, 2011; January 24, 2012; February 21, 2012
Part 1: Territory Rehabilitation for the Commercial Lender
Originally aired Tuesday, December 13, 2011
Most business development officers, sales and marketing managers have experienced performance disappointments within a particular region. It could be attributed to ineffective business development personnel, strong or established competition or lack of effective market awareness. This Webinar identifies credible impediments to a healthily and growing market presence. Highlighted are counter-measures addressing competitor strengths, identifying and capitalizing on new and existing loan origination channels, the implementing of successful prospect / intermediary relationship techniques and resource refocusing.
Part 2: Developing Effective Loan Origination Channels for the Commercial Lender
Originally aired Tuesday, January 24, 2012
The life blood of commercial lending is the continuing development of qualified prospects through productive loan origination channels. This Webinar highlights, to both new and seasoned business development personnel, effective tools enhancing the productively of current sources while utilizing unique tactics generating new ones. It also addresses the utilization of diverse in-house resources, networking enhancements and “blitz” programs ensuring the best and timely use of resources.
Part 3: Deal Winning Techniques for the Commercial Lender
Originally aired Tuesday, February 21, 2012
From preliminary loan / prospect sourcing, throughout the credit and approval process, to the loan closing - efforts of competitors do not waver in attempting to capture your new business. From preliminary meetings, through Proposal Letter development, to Commitment Letter execution; even to the day of loan closing, the Lender is vulnerable. Learning the Prospect’s real needs (business and personal), to composing winning Proposal Letters - while managing your prospect through it all - this Webinar presents the keys to a closed deal.
Presented by:
Kenneth P. Easton, Jr., Managing Member, The Easton Group, LLC