Click on the tabs below to review the recommendations for developing existing relationships.
Relationship Development
- Identify the most profitable and most expandable clients.
- Compare the 3-star clients to the 4 and 5-star clients to determine how to expand the relationship to increase profitability (for example: new loan, credit card, merchant services, treasury management or wealth services).
- Identify common products that create 5-star business clients.
- Introduce similar products to expand other clients.
- Support and service your 5-star business clients, for example:
- Board of County Commissioners - have a banker present at Commission meetings to be visibly supportive
- Logging Company - is there a need for additional trucks? Is the client aware of our Equipment Loan product?
- Local Vendor - volunteer at events sponsored by your local clients
Build Trust and Loyalty with Top Clients
- Know and engage with your 5-star clients.
- Special event invitations (for example: ball games, community functions, hunt or fishing excursions).
- Send industry specific articles to top small businesses.
- Make personal contact on a regular basis.
- Assign officer codes to ALL top clients.
- Introduce the office associates to each top client.
- Commit to having the entire team recognize 100% of the top clients and know them by name.
- Create referral opportunities by hosting lunch or dinner receptions.
- Encourage bankers to invite 2 top clients and 2 top prospects
- Invite top clients to bring guests to learn more about the CCB culture
- Include an introduction to our business partners, including merchant services, treasury management and wealth management.
- Become familiar with your top clients' interests and hobbies
- Recognize client special occasions (for example: birthday, anniversary, retirement, CCB relationship anniversary).
- Provide your top clients with CCB holiday cards and/or appropriate gifts (for example: oranges or flowers).
- Make banking convenient for top clients.
- Offer to conduct loan closings or account openings at the clients home or business.
- Recruit new board members from your 5-star client list.
Introduce Wealth Management
- Invite top clients to seminars conducted by Capital City Wealth: Investment Services and Capital City Wealth: Trust Services specialists. Encourage clients to bring a friend.
- Seminar topics include investments, 201K, retirement, and insurance.
- Make personal introductions to the Wealth Partners.
- Ask top clients for referrals.
- "We would love to have more great clients like you"!
Deposit and Loan Pricing - Fee Waiver and Refunds
- Consider the client's profitability rating when considering fee waiver and refunds.
- For loan clients, use Abrigo and CPP Pricing to analyze the relationship for the best loan rate.