Money Management Conversations

Studies show that fear is the top reason bankers don’t ask better and more in-depth questions. One reason for that fear is lack of knowledge of how a business runs and makes money. Money Management Conversations is designed to help Branch Managers and small business associates increase their knowledge of what the entrepreneur faces every day and to improve their ability to discuss cash flow and related money management issues.

Audience:

Branch Managers and others needing basic skills in understanding money management

Time Frame:

One-day classroom module

Prerequisites:

None

Money Management Conversations Key Learning Outcomes

Position the importance of cash management services to small business clients as essential components of goal accomplishment and success
Employ knowledge of the business operating cycle and its impact on cash flow to create persuasive and credible needs-based conversations with decision makers
Relate key bank cash management services in terms of their primary features and benefits, as well as within the overall scope of the bank’s offerings
Conduct productive Discovery Calls focused on managing money needs
Effectively recommend cash management solutions in meaningful Presentation Calls

Tools and Job Aids:

Business Operating Cycle and Key Financial Ratios
Small Business Discovery Call Plan
Small Business Discovery Call Observation Guide
Presentation Call Plan
Presentation Call Observation Guide
Managing Money Conversations Questions Resource Guide
Managing Money Conversations Coaching Job Aid

Taking you where you want to go starts with a conversation…

Give me a little info and I’ll be back with you shortly.

Dana Perkins
Executive Vice-President – Sales and Consulting
816-434-5543