Recording - Getting in the Door with Prospects - Tips on Leveraging Your Network - Fa19

Course Length
60 mins

Ned Miller



Presenter: Ned Miller, MZ BIERLY CONSULTING, INC.

This 60-minute program will be presented live on: October 8, 10:00-11:00 a.m. Central Time
Recording available through: January 8, 2020
Price: $225


Are you looking for help getting in the door with prospects? In this webinar you’ll receive practical information on the referral strategies that high-performing bankers are using to schedule first (and second) meetings with targeted prospects and techniques that successful prospectors are using today when they don’t have a warm lead.


  • Why getting in the door is becoming more challenging
  • Why cold calling is rarely your best option
  • Referrals from satisfied clients, your business network and COIs…where to start
  • Reasons why bankers avoid asking for referrals
  • When to ask and how to ask your network for referrals
  • Value statements, value propositions and value drivers
  • What to do if you don’t have a warm lead
  • LinkedIn as a door opener
  • Evolving email strategies
  • Warming up the cold email—sample scripts
  • Being persistent without becoming a pest


Target Audience: Commercial and business bankers, branch managers, specialists in areas like Treasury management and wealth management who are calling on businesses and professionals and their sales managers

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