The Four Pillars of Relationship Management

Posted by Patrick True

Dec 15, 2017 11:00:00 AM

Studies show it costs between five and ten times as much money to win a new customer as it does to retain an existing customer, leaving no doubt that client retention has significant benefits. At the center of any client retention effort is your relationship management strategy, which brings us to the "Four Pillars of Relationship Management." These pillars represent organizational processes you can focus on to enhance your client retention efforts, regardless of which loan product or service you are delivering.

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Topics: Commercial Lending

Big Data, Advanced Analytics, and Your FI

Posted by Tammy Bangs

Dec 13, 2017 11:00:00 AM

If you don’t understand “big data,” you’re not alone. I recently saw this quote:

“You happily give Facebook terabytes of structured data about yourself, content with the implicit tradeoff that Facebook is going to give you a social service that makes your life better.”- John Battelle, Founder of Wired Magazine

I think this just about describes it. Even if you’re not on the big data train, your information already is. How, you may ask? Well, unless you live off-the-grid in a yurt, you’ve probably done business of some kind online. Ever heard of Amazon?

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Topics: Analytics, Data

Observations from the 2017 Atlantic Hurricane Season

Posted by Eric Flick

Dec 6, 2017 11:00:00 AM

First and foremost, we at JHA know that many communities are still in recovery mode from the 2017 hurricane season, and that there is still a lot of hard work ahead. Our thoughts and well wishes remain with all of those impacted.

During hurricanes Harvey, Irma, and Maria, three key areas surfaced as points-of-interest: people, connectivity, and data.

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Topics: Processes & Procedures

The Six Ps for Success in Selling

Posted by Patrick True

Dec 1, 2017 11:00:00 AM

There are six universal truths in selling, regardless of whether you are dealing with a loan product or a business service. These truths can be particularly beneficial to young lenders learning to sell financial services. Amazingly, all six of these truths begin with the letter “P.” Who knew? So, whether you are a new sales professional or a seasoned veteran responsible for hiring and mentoring new associates, I offer these thoughts to ponder as you prepare your team and prime your sales process for the new year.

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Topics: Commercial Lending

The Four Elements of a Successful Presentation Opening

Posted by Kristin Halvin

Nov 29, 2017 11:00:00 AM


Can you recall a time when you were at a conference, in a breakout session, and you realized within the first two minutes that this was going to be a boring presentation? What did you do? Did you pull out your phone and catch up on Twitter®? Did you look for a back door so you could sneak out? Or did you think, “I’d better stay … after all, I am the presenter.”

A powerful presentation opening makes the difference between having an engaged audience or a disconnected one.

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Topics: Marketing

Move Over, Mr. Robot: 4 Tips to Humanize Your Communication Strategy

Posted by Katie Bennett

Nov 22, 2017 8:01:00 AM

Your financial institution communicates to your constituents every day through the written word, whether it’s through the copy on websites, sales materials, internal documents, or emails. You know what the words are saying literally, but is your tone helping or detracting from that message?

Whether you’re writing an email to a coworker, a memo, or a sales brochure, your words are saying more than what appears on the surface. Tone adds to the subtext of a document and, if used poorly, can make it sound less human-centered and more like your institution is a machine.

If you’re worried that your default tone is as cold as metal, consider trying one of these techniques to sound friendlier.

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Topics: Customer Experience

Integrated Portfolio Management Strategies Allow Credit ACE to Shine

Posted by Patrick True

Nov 17, 2017 11:00:00 AM

The rise of integrated portfolio management systems will have a significant impact on credit officers’ ability to evaluate the condition of their commercial portfolios and take quick action when needed. Throughout the years, we have discussed the Credit ACE formula associated with commercial loan management functions.

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Topics: Commercial Lending

5 Emerging Game Changers in Commercial Credit Risk Management

Posted by Patrick True

Nov 8, 2017 7:00:00 AM

As the financial services industry enters 2018, technological advancements within the sector are beginning to have a significant impact on the way credit risk managers, from chief credit officers to front line lenders, handle their responsibilities. Five emerging trends are likely to reshape the business of commercial lending in the months and years ahead. Many of you are likely already seeing some of these changes in your institutions. The business of commercial lending is in the midst of a renaissance that has the ability to significantly enhance communication between lenders, their clients, and their prospective clients.

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Topics: Risk Mitigation, Commercial Lending

The Next Wave of FinTech: Portfolio Management

Posted by Mark Messick

Nov 3, 2017 11:00:00 AM

While the majority of the financial technology focus in recent years has been on loan origination systems and automated decision tools, portfolio management is the real key to long-term success in commercial lending. Just ask lenders how many bad loans they’ve made during their career. The large majority will tell you that each time a loan was made, the financial institution had every reason to believe it was a good deal. The loans were within policy and conditions at the time called for approval and funding. When loans stop performing, it is almost always because circumstances have changed. From macroeconomic factors to poor business management to other direct influencers, loans can deteriorate for any number of reasons. That’s why the next significant area of fintech development will be in portfolio management, rather than the pre-funding processes.

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Topics: Commercial Lending

4 Steps Community Financial Institutions Can Take to Compete with Online Lenders

Posted by Craig Laures

Oct 25, 2017 7:30:00 AM

Just as each community is unique in stature, industry, economy, and opportunity, so is each community financial institution (FI). Regardless of our composition, the one thing we all have in common is a limitation of time.

Let’s agree to make the most of it.

Online lenders (also called alternative lenders) have recognized and seized the fact that time is limited. In response, they have created channels to significantly reduce the amount of time required to obtain another limited resource—money. These lenders are helping businesses get more of what they want: satisfying their need for more time to focus on their business and more money to execute their creative and industrial ideas.

Let’s face it: banks and credit unions today are faced with overwhelming, burdensome regulatory requirements to accept, process, and fund commercial loan applications.

Alternative lenders are not.

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Topics: Lending

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