Virtual Branch Manager BootCamp - New

Course Number: Seminar

Course Code: Virtual Seminar

The Evolving Role of the Branch Manager

Want to grow your total assets in excess of 20% year-over-year? Wish to grow your deposit base by more than 20%? Then consider an investment in training your Branch Managers in our Branch Manager Bootcamp!
What does your branch have that alternate branch channels and non-bank competitors don’t? The branch has you and your people. As the number of branch transactions continues to fall, community banks must reassess the role of the branch manager. Banks must invest in the manager, giving him or her the right people, tools, customer goals, and sales goals, and step back and watch the results change into a dynamic source of profitability.
This exciting, four-part series will focus on the next generation manager who will be leading the transition to customer relationship management, and to managing an active advisory environment for the customer to achieve financial goals. The next gen manager will be leading this vital transformation.
The program will focus on the critical skills and expectations that need to be developed to ensure that the next generation branch manager will exceed expectations and goals set for him or her. Participants will engage in discussions, small group activities, and skills practices to ensure that ideas are shared and learning is entertaining and adopted.
You can choose to participate in just one lesson – or you can do the whole series.

Managing a Successful Branch

Date: January 27th, 2021 (9 am to Noon)
Branch Manager Part 1 focuses on the foundation skills of a Branch Manager. Managers learn the key elements of managing a successful branch – selecting the team, staffing and scheduling, procedures, and building the team
Participant Key Skill Transfers to Take Away:
1. Learning to create an energetic and productive workplace.
2. Learning to manage the branch team and integrate technology to drive additional
3. Driving business development even when the branch traffic is slow.
Program Agenda
• Branch Staffing Model – Layers are Collapsing
• How Technology is Revolutionizing Our Business
• Vision Review – Our Role as Dream Builders
• Defining the Performance Management Process
• Coaching, Counseling, and Disciplining
• Scheduling and Staffing in Today’s Work Environment
• The Bored Board Concept – “Go To” List for Slow Times
• Creating a Fun Work Atmosphere
• Generational Approach to Communicating
• Challenges & Opportunities
• Complete an Action Plan for Skills Transfer back to the Job
You can choose to participate in just one lesson – or you can do the whole series.

Leading Service Excellence

Date: February 24, 2021 (9am to Noon)
Branch Manager Part 2 focuses on: “The Manager’s Role in Building and Leading an Effective Service and Sales Organization.” Managers will learn to plan and direct the team toward an effective business development effort. 
Participant Key Skill Transfers to Take Away:
1. Developing leadership skills to grow the branch.
2. Mastering an understanding of a leading a vibrant service and sales process in a
branch environment.
3. Learning to train the branch team in key listening, referring, and selling skills to improve growth.
Program Agenda
• Review Action Plan Successes from Past Session
• Vision Review – Hear the Dream; Pick the Product
• Red Carpet Exercise – Create a Memorable Experience
• Rhythms & Routines at the Branch: The following meetings take less than 1 hour per week to facilitate, and they positively impact the other 39 hours to increase business development activities by all team members:
   -Introduction to Dream Building (Helping clients by listening)
   -Weekly Sales Meetings (What dreams did we find last week? How did we change a life?)
   -AM and PM Huddles (Driving energy at the beginning and end of each day)
   -Mid-Week Clinics (Brief gatherings with a learning topic facilitated by subject matter experts  
   -Service and Sales Leadership – Identifying the challenges to expect when driving a service and sales culture at the branch
   -Discuss Challenges & Opportunities
   -Complete an Action Plan for Skills Transfer back to the Job
   -TOOLKIT: Mini Lesson: Listening for Opportunities – Learn how to get the branch staff to listen and refer so we help our clients save money, make money,      save time, & find convenience and security   
You can choose to participate in just one lesson – or you can do the whole series.  

Business Development: Getting Out of the Office

Date: March 24, 2021 (9am to Noon)
Branch Manager Part 3 focuses on the relationship building process to identify how to gain the trust of your customer, gain a larger share of wallet, and present solutions that solve your customers’ needs. 
Participant Key Skill Transfers to Take Away:
1. Mastering pre-sales call planning.
2. Learning to call on the right (most profitable) customers and prospects.
3. Building relationships with productive referral sources.
Program Agenda
• Introductory Discussion: Our Role in Growing the Branch
• Review Action Plan Successes from Past Session
• Our Past Calling Successes & Challenges
   -The Value Proposition
• Getting Out of the Office
• Call Planning on Our Most Profitable Clients
• Gaining the Appointment
• Planning for a Quality In-Person Appointment
   -Determining Lead Officers and Call (Individual or Joint) Strategy
   -Plan What to Bring on the Call
   -Plan Bridging and Introductory Comments
• The Initial Meeting
   -Listening and Communicating How You Can Help
   -Making a Recommendation and Asking for the Business
   -Earning Referrals
• Call Follow-Up
   -Expand Your Notes to Capture the Call
   -Calendar Follow Up Activities
   -Assess the Call
• Discussing an Upcoming Customer Call
• Discussing Challenges & Opportunities
• Complete an Action Plan for Skills Transfer back to the Job
• TOOLKIT: Forms for use back on the job
You can choose to participate in just one lesson – or you can do the whole series.

Maintaining Superior Team Performance

Date: April 21, 2021 (9am to Noon)
Branch Manager Part 4 focuses on maintaining superior performance. Managers learn to evaluate individual performance, and build performance standards that blend with the bank’s mission and vision. 
Participant Key Skill Transfers to Take Away:
1. Winning motivational strategies.
2. Learning best practices in employee development, performance improvement, and employee recognition.
Program Agenda
• Review Action Plan Successes from Past Session
• Conducting Performance Appraisals
   -Discuss the Formal Appraisal Process at Your Bank
   -Look at the Steps in Conducting a Performance Appraisal
   -Review a Sample Performance Appraisal Written by Branch Managers
   -What to Do When Things Go Awry
   -Managing Difficult Situations During a Review
   -Managing Conflict
   -Structured Intervention
• Rebalancing the Culture
• Delegating to Build Your Team
• Mentoring the Team
• Performance & Development
• Recognition and Reward – Non-Monetary and Monetary
• Understanding the Challenges Facing the Financial Work Force of Today
• Program Summary
• Complete a Final Action Plan to Grow the Branch 
You can choose to participate in just one lesson – or you can do the whole series.

About your Instructor

Jennie Sobecki is co-owner of Focused Results, LLC, a sales and marketing strategy, consulting, and training firm, concentrating in results-driven process consulting and training experience in community banks and financial institutions. An expert in designing and implementing sales efforts and processes, Jennie designs solutions to drive top line growth through better utilization and training of existing sales forces, including sales management. She is a graduate of Indiana University and has a certificate in consulting services from Ball State University. Prior to joining Focused Results, she was director of sales and marketing for a $3 billion bank holding company, sales manager for a high
performing mid-level bank, and director of corporate training for a large Midwest insurance company.

The Value of Certification

Participants who attend all four sessions will be awarded the Branch Manager Boot Camp Certification. This certificate recognizes an employee’s commitment to improving their knowledge and provides additional rewards including:
• A more educated staff means your bank improves its ability to compete in the marketplace.
• Customers and staff appreciate informed leadership, and notice the difference.
• Certification permits employees to take greater responsibility for their own training and education, to develop their own careers, which may lead to future advancement opportunities

Audience: New and experienced Branch Managers, Assistant Branch Managers, Teller Supervisors, Lead Universal Bankers, and any banker aspiring to lead the team in a retail branch. 


Register Now

Member Price: $800.00
Non-Member Price: $950.00
Textbook Charge: $0.00

Credits: 0.50

Start Date: 01/27/2021
End Date: 04/21/2021
Length: 4 Sessions, 12 Hours each
Start Time: 9:00 am
End Time: 12:00 pm
Day: Wednesdays
Location/Room: Virtual

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