The Credit Union Sales Intensive Workshop is designed for the frontline employees of your credit union. We encourage your credit union to send any employee that opens new accounts, processes loans, or any employee that trains in these functions.
The Credit Union Sales Intensive Workshop is a three-day event that provides what your team needs to lead and execute a sales initiative at your credit union.
Day One: Credit Union Sales Fundamentals
- Essentials of a sales mindset and understanding why we sell to members
- Learn to identify needs, start the conversation, ask great questions, sell F.B.A., and get solid commitments
- Use the If-Then process to get commitments and schedule follow-ups. Learn to sell by managing objections
Day Two: Advanced Sales Skills
- Learn the four goals of the member interview and how to uncover member needs, wants, and dreams
- Apply the fundamentals to selling checking, deposit and loan recapture, and assurance
products
Day Three: Transformational Leadership
- Leaders will learn how to identify employee coaching needs
- Develop an individual development plan to address them
- How to coach using one of three coaching models
- Leaders will learn about the three coaching opportunities and how they should be used to continuously develop their teams
Daily Schedule:
- 2 hour morning session
- 30-60 minute lunch break
- 2 hour afternoon session
(There will be a 7-minute break on each hour.)
Assuming the credit union sends three employees for a total investment of $1,947, the credit union only needs to improve sales through leadership and training in one of these categories to see an ROI:
- 11 additional checking accounts
- $146,250 more in deposits
- $73,125 more in recaptured loans
- 14 additional assurance products
- 10 additional active credit cards
It’s expected each attendee will lead their team to achieving each of these levels of sales TWICE in the first year, returning 30x the investment.
Registration for this three-day event costs $649 for CrossState Credit Union Association members and $999 for non-members.
Register now.
This event is conducted virtually on Zoom. To make this workshop as effective as possible in a
virtual environment we ask all participants to join from a computer with permissions to join a Zoom Meeting, a camera, speakers, and microphone.
Download the Zoom Desktop Client app (preferred: use this link https://www.zoom.us/download) or join via web browser.
Nick Brown is a sales and service advocate and expert in the credit union industry and is committed
to empowering financial institutions to develop primary financial relationships with their members,
through sales.
Nick started his career in the financial services industry in 2000 as a part time teller. He spent 15
years with a large, progressive credit union in a few different capacities including branch operations
and training and development. The last 9 years of his credit union career were with the credit union’s
outbound sales team where he connected with members proactively to expand and deepen their
financial relationship with the credit union.
While “On the Phones” Nick recorded well over 10,000 sales calls, sold the majority of the credit
union’s product and services, and recaptured over $10 Million in loan volume. From 2009 to 2015,
through the great recession, Nick lead the outbound team to record setting sales numbers.
In 2015 Nick left his very comfortable career to bring proven sales training and consulting to the
credit union industry full time. He approaches sales from a needs based perspective with the goal
that all sales discussion should add value to the member’s life and help them reach their financial
goals and dreams.
In addition to being a sales and service advocate in the credit union industry, Nick is also enjoyed 18
years as the husband of an amazingly brilliant wife, father to three children and youth mentor in his
local congregation.