The Client Letter
August 5, 2013
Arizona
Sunny 62 Degrees
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Back during my brief career as a “banker,” I worked with a bank that sent everyone new through several weeks of training.
During that training, you learned a lot of stuff.
But mainly, there was one idea they made sure you “got” before you left.
Basically, they filled you with fear.
BOO!
As a bank employee, the number one thing you were taught to avoid was a “loss.” That’s when something happened that made the bank lose money.
One example would be cashing a bad check for someone.
This culture of fear is everywhere in the mindset of bank employees.
In other words, they trained you to play NOT to lose.
And this is the reason so many banks treat customers like criminals when they come to get THEIR OWN money out. It’s funny and sad.
People in our society are TRAINED to be scared. That’s why you can’t forget that, as a service provider, your job is to LEAD. Leading inspires confidence in people.
It’s attractive!
How easy it is to forget that YOU are here to lead.
The one GOOD thing I learned from the bank was how to control a conversation by asking questions.
When you’re selling checking accounts, you can’t really see the profit pulling power of this easily. I can’t even remember how the commission structure worked at the bank, but selling a checking account didn’t mean much to an employee’s bottom line.
But as a service provider, this skill has enormous potential.
You MUST be able to do this unless you want to spend your days being led around by a prospect or client.
My training at the bank helped me figure out how to “dig for gold” and FIND it.
And I teach you how to do it here: