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Live Webinar

90-minute live streaming program
  • January 24
  • 1:00 - 2:30 pm EST

Also available as:

OnDemand Webinar

Upsell and Cross-Sell Best Practices

January 24

Gain a better understanding of account and relationship level profitability to develop strategies to grow profitably while reducing profit risk.

Many financial institutions want to grow through upsell and cross-sell programs but do not have a data driven way to identify which customers have the propensity or the capacity to buy a product. What is the next best product for each customer? Most financial institutions don’t understand that the majority of their relationships are not profitable and cross-selling more products can actually make the institution less profitable.

In this topic, we teach institutions how to identify cross-sell opportunities. We will provide them with an understanding of account and relationship level profitability to allow them to develop strategy to grow profitably while reducing profit risk. You will be shown how to use propensity and capacity to determine what to sell to whom. You will understand cross sell approach for both onboarding and at-risk customers.

The content will provide an overview of why cross-selling is important, will help you better understand bank products and how they help customers, tips on determining what the customer might need or want, ways of handling customer objections, and explore case studies. This topic is geared towards an intermediate level.

Learning Objectives

  • You will be able to define how to develop a profitable cross-sell program.
  • You will be able to describe the elements of a cross-sell program.
  • You will be able to discuss profitability and why just selling more products can create risk and reduce profits.
  • You will be able to identify and well-designed cross-sell program.

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Why Lorman?

Over 32 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Agenda

Why Do We Need to Cross-Sell?
  • The Cost of Obtaining New Customers
  • Profit- Risk Defined
  • Balance Sheet Issues
  • Income Statement Stagnation
Upsell to an Interest Checking or Reward Checking
  • Low Cost
  • Low Risk
  • High Reward
Cross-Sell a CD
  • Need to Gather Deposits
  • Concern About Non- Tethered Customers (40% of Deposits, 20% of Deposit in High $ Accounts)
  • Cannibalization vs. Lost Deposits
Cross-Sell a Home Equity
  • Age, Income, Home MV, 5+ Yrs Length of Res, Home Owner
  • High ROI
  • Took Campaign to Non- Customers
Upsell and Cross-Sell From an Indirect Auto to a Direct Auto
  • Required DD
  • Checking Account
  • High ROI
Conclusion
  • Correct Capacity
  • Correct Propensity
  • Right Moment
  • Increases Profitability With High ROI
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More Program Information

Why Lorman?

Over 32 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Credits

OnDemand Webinar

This course was last revised on November 16, 2012.

Call 1-866-352-9540 for further credit information.

This program does NOT qualify, nor meet the National Standard for NASBA accreditation.

Live Webinar Registration

  • CPE 1.8 including Specialized Knowledge 1.8
     
  • Lorman Education Services is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its web site: https://www.nasbaregistry.org/cpas/complaints. For more information regarding administrative policies such as complaint and refund, please contact our offices at 866-352-9539. CPE Credit: Maximum Credit Hours: 1.8 each session (based on a 50 minute credit hour). You must attend at least 50 minutes to obtain credit. Field of Study: Specialized Knowledge for 1.8 hours. Prerequisite: . Level of Knowledge: Intermediate. Teaching Method: Seminar/Lecture. Advance Preparation: None. Delivery Method: Group Internet Based. Please refer to the information in this brochure for outline, course content and objectives. Upon completion of this course, you will receive a certificate of attendance. Final approval of a course for CPE credit belongs with each state's regulatory board. Please note: In order to receive CPE credit for this course you MUST use the streaming audio option, as well as enable and complete the required progress checks.
     
  • Lorman Business Center, Inc. is a registered provider for CPA CPE through the State Education Department of New York, Sponsor number: 000640. The following course will carry the subject area of Specialized Knowledge and Applications for 1.5 hours.
     

Who should attend?

This live webinar is designed for tellers, personal bankers, business bankers, presidents, vice presidents, branch managers, loan officers, loan department personnel, credit and collection managers, controllers, directors and other lending professionals.

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Why Lorman?

Over 32 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Faculty

David Catalano

David Catalano

Baker Hill Solutions, LLC

  • SVP Business Development and Strategic Planning for Baker Hill Solutions, LLC, is the Executive in charge of the Analytics and Marketing Services business
  • More than 20 years of experience and has worked at the senior executive level in both small private and large public companies
  • More than a decade of experience in commercial lending across multiple industries and has significant experience building and growing conventional, commercial loan portfolios in the community banking space
  • B.S. degree, Rochester Institute of Technology
Jeff Dwornicki

Jeff Dwornicki

Baker Hill Solutions, LLC

  • Guru of Funds Transfer Pricing with Baker Hill Solutions, LLC
  • More than 25 year’s background in financial analysis
  • Manages all implementations of new financial institutions as they onboard for the profitability model for Baker Hill
  • Background with General Ledgers and understanding Allocations within the model allow him to guide new clients to build the best model for their needs
  • M.B.A. degree, Portland State University; B.A. degree, University of Puget Sound
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More Program Information

Why Lorman?

Over 32 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

All of your training, right here at Lorman.

Pay once and get a full year of unlimited training in any format, any time!

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  • Sponsored Live Webinars

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  • State Specific Credit Tracker
  • Members Only Newsletter
  • All-Access Pass Course Concierge

* For audio recordings you only pay shipping

Questions? Call 877-296-2169 to speak with a real person.

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Product ID: 405357
Published 2012, 2019
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