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• W90839596 abstract "You might say that J. Roger Smith, an especially active booster for Guaranty Bank & Trust, has been selling people on the bank even longer than he's been on the board. And he's been on the Huntington, W. Va, bank's board since the bank opened four years ago. How that possible? It's because Smith, who head of Smith Realty, knew Guaranty's president and CEO, Marc Sprouse, when Sprouse was working for another bank. From time to time, Smith would say to Sprouse, Why don't we start our own bank? We're as smart as anyone else. Finally Sprouse agreed. Today the bank stands at $105 million in assets. Sprouse, a 30-year banking veteran, says Smith has consistently been in there pitching the bank to prospects. love sales and I've always had a good feeling about trying to market whatever I was involved with, says Smith. Smith, as you'll see, an especially enthusiastic for whom selling Guaranty Bank almost goes hand in glove with selling people on his firm's own services. Often, in fact, he finds his own business a great feeder to the bank. Not every community bank a Roger Smith--and not every bank CEO necessarily wants to be promoting the bank and its services. It's often a matter of personal philosophy. But for those CEOs who look to their for business development assistance, having a Smith or two on the board represents a tremendous leg up. We interviewed six at five community banks who their CEOs had identified as directors who sell. Here's how they go about it. Searching for unhappy execs Smith and his bank's 12 fellow own 42% of the bank. He says his technique for spotting prospects for the bank simple and straightforward. He listens to the people he meets in business and social and community affairs to see if they are satisfied with their current financial services providers. If they aren't, he brings up Guaranty Bank. The best potential convert, Smith says, is the seasoned business person who starts complaining about not being happy with their bank. I start pushing the idea that a community bank the old-fashioned, good way to do business with a bank, and that with a big bank your business just a number. It's a message that often hits home, but Smith doesn't leave it to the prospect to find their own way to Guaranty. Smith insists that nothing beats the one-on-one. His aim not to close a sale, in the usual sense, but to get the person to come in to meet the CEO. always carry bank pens with me--they cost us maybe 70 cents--and I give them my card and I say that I'll take them into the bank and introduce them, Smith says. Smith believes it's imperative to make the person-to-person connection, it on a first-name basis so Marc Sprouse 'Marc' to them, rather than an unseen figure. Having been as hands-on through the process as this, you'd think Smith might have trouble letting go. But he says he knows when to bow. Once he's linked up the prospect with Sprouse or another banker, says Smith, he makes his exit. They ought to have the opportunity to draw their own personal feelings and conclusions from there on, says Smith. Putting right out front At some community banks, even obtaining a board's undivided attention during a monthly meeting may be a challenge for the CEO, and getting much further action from the until the next meeting--and check--is just a dream. But that's not the case at $280 million-assets Mount Prospect (Ill.) National Bank. In fact, sometimes scuffle a bit over who's going to be representing the bank in public. Mount Prospect has 12 as well as 12 advisory board members, and both categories are eligible to serve one or more Saturdays during the year as the bank's in-branch Director on Duty. Bennett Trapani, chairman of the board, says the taking that role for the day wears a special badge and has his photograph placed on an easel in the bank lobby promoting him as the director on duty. …" @default.
• W90839596 created "2016-06-24" @default.
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• W90839596 date "2004-01-01" @default.
• W90839596 modified "2023-09-26" @default.
• W90839596 title "Directors Who Sell! Board Members Who Believe in Your Bank Can Do a Lot for Business Development-Without Micromanaging" @default.
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