The Purposeful Banker
Episodes
Book Review: The Challenger Sale
06 Jun 2016
Contributed by Lukas
When it comes to sales, it makes sense that relationship-builders perform better than others, right? In The Challenger Sale, Brent and Matthew Dixon ...
Nothing Ventured, Nothing Gained
31 May 2016
Contributed by Lukas
Dallas Wells interviews Ray Grace, the North Carolina Banking Commissioner, about innovation and regulation in the banking industry. Grace talks about...
APIs Come to Banking
23 May 2016
Contributed by Lukas
If you don't know what APIs are, this episode is for you. Banks are using APIs for consumer applications like transaction history, branch locations, a...
The Earn It Podcast - Chapter 4
16 May 2016
Contributed by Lukas
Dallas Wells and Jim Young discuss the newest chapter of Earn It: Building Your Bank's Brand One Relationship at a Time. In chapter 4, Dallas and Jim...
Bank Acquisitions: What Would Warren Buffet Do?
09 May 2016
Contributed by Lukas
Mergers and acquisitions are complicated. Dallas Wells talks with Brett Werner with TS Bank to discuss strategy and tactics to make the process a lit...
BankOnPurpose Recap
02 May 2016
Contributed by Lukas
To help you sort through the mountains of useful information that was shared at BankOnPurpose 2016, Jim and Dallas give highlights.
A to Zipf
25 Apr 2016
Contributed by Lukas
You may have heard of the 80/20 rule, but what about Zipf's Law? Dallas and Jess talk about how these mathematical principles apply to banking and the...
You Can't Drive Forward by Looking in the Rear View Mirror
18 Apr 2016
Contributed by Lukas
We all fall victim to the sunk-cost fallacy from time to time, "This movie is terrible, but I've already spent an hour watching so I might as well wat...
The Earn It Book - Chapters 2 & 3
11 Apr 2016
Contributed by Lukas
We're going to be discussing the book that Dallas and Jim have spent a great deal of time on these past few months. The book we've been co-writing,...
Customer Success for Bankers
04 Apr 2016
Contributed by Lukas
Dallas and Jess explain the concept of customer success, how it works for PrecisionLender, and why it is so important in the Saas business. But, the e...
Enterprise Risk Management for Banks
28 Mar 2016
Contributed by Lukas
Dallas Wells is joined by Matt Davis, COO of Paragon Bank, to discuss Enterprise Risk Management (ERM). In Matt's article for banking.com, he laid...
What does the $10 billion asset barrier mean for banks?
21 Mar 2016
Contributed by Lukas
When your bank crosses the $10 billion mark, you are no longer considered a community bank, you are now a midsized institution. That new label brings ...
Introducing The Purposeful Banker
17 Mar 2016
Contributed by Lukas
We're changing the name of our podcast to The Purposeful Banker. Where aiming at giving you better, broader insights, more guests and basically taking...
How to find and keep star employees
14 Mar 2016
Contributed by Lukas
Employees are the lifeblood of any company. They embody your company to your customers and the public, and they turn the ideas and strategies into rea...
Navigating Internal Politics at Your Bank
07 Mar 2016
Contributed by Lukas
Lenders typically have two sets of negotiations for every deal. First they have to successfully negotiate and win a deal with their borrower, and then...
The 4 Secrets of More Successful Lender-Borrower Conversations
29 Feb 2016
Contributed by Lukas
Negotiating with borrowers is where the rubber meets the road in pricing. It is also something that very few lenders are trained to do - instead they ...
Things I Wish I Knew My First Year of Commercial Banking
22 Feb 2016
Contributed by Lukas
The first year at any new job can be tough, and lending is no different. Jess chat with Dallas about the top 5 things he wishes he knew his first ye...
Turning Feedback Into Features
15 Feb 2016
Contributed by Lukas
How do you differentiate between what your customer wants and needs? What do you do when a person says they want something, but their actions prove o...
Aligning ALCO with Loan Pricing
08 Feb 2016
Contributed by Lukas
How can banks better incorporate the loan portfolio into ALCO discussions? How has regulators' focus on interest rate risk impacted bankers? What are...
The Operational Side of Lending
01 Feb 2016
Contributed by Lukas
Earl Worley has been with KS bank for over 20 years and is ow the COO. Join Phil Buckley and Rollie Tillman as they find out from Earl how he views c...
In Commercial Bank Lending, Hope is Not a Strategy
25 Jan 2016
Contributed by Lukas
Banks struggle with lending when they try to be "all things to all people" and go about selling without a clear focus and strategy. They need to know ...
Why You Need To Put The Big Rocks in First
18 Jan 2016
Contributed by Lukas
Today we're talking about a blog post written by our CEO, Carl Ryden, a couple weeks back: Putting First things First. Carl talked about the struggle...
Price Setting vs Price Getting
11 Jan 2016
Contributed by Lukas
According to the research of Stephan Liozu, author of "The Pricing Journey," there are two dimensions of pricing capability, Price Setting and Price G...
How To Make Lenders Happy
04 Jan 2016
Contributed by Lukas
What makes lenders happy at work? According to CoBiz Financial, named one of American Bankers' top 50 Best Banks for Work for in 2015, the key is pr...
Seven Steps to Strengthen Your Vendor Management Process
28 Dec 2015
Contributed by Lukas
What's one of the scariest things that keeps a bank CEO up at night? Two words: data breach. PrecisionLender's Vice President of Information Security,...
Your IT department will love you if...
21 Dec 2015
Contributed by Lukas
Jessica Stone speaks with PrecisionLender's VP of Information Security, Chris Nelms, about what you can do ensure the safety of your technology and da...
The Scientific Method for Banks
14 Dec 2015
Contributed by Lukas
In normal business, if you're right 95% of the time, you're a huge success. In banking, if you're only right 95% of the time, you're probably out of b...
What Bankers Can Learn From Non-Banks
07 Dec 2015
Contributed by Lukas
Joel Rosenberg talks with Jessica Stone about the fundamental shift that is moving the world under the feet of the US banking industry. Is the way yo...
Bank on Purpose conference
30 Nov 2015
Contributed by Lukas
Carl Ryden, CEO at PrecisionLender, talks about their new banking conference, BankonPurpose. Why he felt there was a need for a new conference and wha...
Getting Comfortable with Salesforce and Data Clouds
23 Nov 2015
Contributed by Lukas
Telling people that their data is "in the cloud" can seem like a weird movie scene, but it's usually the safest and easiest option. There's a reason m...
Social Listening for Bankers - Your Brand is Not Your Own Anymore
16 Nov 2015
Contributed by Lukas
A couple of weeks ago we released part one of our discussion with Charlie Johnson from Flagstar Bank in Michigan and and Andy Max from First National ...
Managing a Lending Team
09 Nov 2015
Contributed by Lukas
Dallas Wells and Jess Stone speak with Bill Ragle, SVP at Comerica Bank, about his experiences managing a lending team, and his experience and advice ...
How to maximize your day: Efficiency tips
02 Nov 2015
Contributed by Lukas
We all wish we had more time in the day. During this LenderPerformance podcast, Dallas and Jess will explore tips, review technology and share best pr...
How to Make the Most of Conferences
26 Oct 2015
Contributed by Lukas
Jess Stone interviews Brandi Haymore to discuss conferences. Banks spend big money sending employees to conferences, and often feel like they get ver...
Implementing Salesforce in a Bank: The Good, the Bad, and the Ugly (Part 1)
19 Oct 2015
Contributed by Lukas
Implementing a CRM system in a bank can have tremendous value, but it is also incredibly hard to get it right. Charlie and Andy will share some firs...
Elevating Your Customers, Elevates Your Business
12 Oct 2015
Contributed by Lukas
Almost every community bank in the country claims to differentiate themselves through superior customer service. How do you define customer service? M...
Pricing is a game of inches
05 Oct 2015
Contributed by Lukas
McKinsey's study of the S&P 1500 companies that found a 1% improvement in pricing would generate an 8% improvement in operating profits is something t...
3 Roadblocks to Better Pricing
28 Sep 2015
Contributed by Lukas
Dallas Wells talks about the 3 biggest problems he sees while working with banks trying to take their lending to the next level.
The Mad Men of Banking
07 Sep 2015
Contributed by Lukas
Who are the Mad Men characters in the stereotypical bank? In this light-hearted Labor Day special, we'll poke some fun at the stodgy "old boys' club ...
What is SaaS and why should banks care?
31 Aug 2015
Contributed by Lukas
A disclaimer, and that is that I am much more of a banker than a techie. I'll be explaining this in layman's terms, but that is mostly because thos...
Aligning Pricing Tactics with Your Bank's Overall Strategy
24 Aug 2015
Contributed by Lukas
We think of pricing as your steering wheel for the bank. It should be the mechanism by which you are guiding production onto the books, but a lot of ...
Managing a Pipeline
17 Aug 2015
Contributed by Lukas
As we've asked bankers about topics and ideas that we should be covering with these podcasts, there is one answer that is almost universal, and that i...
Building Stronger Relationships
10 Aug 2015
Contributed by Lukas
Today, we're going to take a little bit different approach. PrecisionLender has a customer success team, which happens to be where my role fits. Our...
Integrating Pricing with Your CRM System
03 Aug 2015
Contributed by Lukas
High-performing banks are making significant investments in integrated systems that push the focus upstream, toward the lender-borrower relationship. ...
What $11 Billion/Month Tells Us
27 Jul 2015
Contributed by Lukas
In this episode, we'll be talking about what we're learning from looking at the data from the $11 billion dollars in loans and deposits that go throug...
Interest Rate Swaps
20 Jul 2015
Contributed by Lukas
One of the overwhelming trends in banking that lenders have had to deal with over the last several years is the mass exodus away from variable rate fi...
Where do you fit in?
13 Jul 2015
Contributed by Lukas
Because PrecisionLender watches about $10 billion in loans and deposits flow through our pricing solution, we get to see a lot of great things. Start...
Relationship Pricing Best Practices
06 Jul 2015
Contributed by Lukas
Relationship pricing is one of those terms that almost every bank we talk to throws around a lot. When John Tull says it, he means how they holistica...
Your Lenders Are Your Quarterbacks
29 Jun 2015
Contributed by Lukas
Even if you don't have fancy software to make the process easier, lenders can "act like quarterbacks" by better preparing for negotiations. It's not a...
SBA Loans - The Good, The Bad & The Ugly
22 Jun 2015
Contributed by Lukas
Joel Rosenberg talks through the benefits and the things to watch out for with SBA loans, including when to sell them.
Is this the start of rising interest rates?
15 Jun 2015
Contributed by Lukas
Providing value to your borrowers is largely driven by your expertise in matching the right financing structure to specific business needs. Join us as...
Growing Loans in a Small Market
08 Jun 2015
Contributed by Lukas
This episode we're going to be talking about growing loans in a small market, and some of the challenges that go along with that. To help us find t...
The Case for a Chief Pricing Officer at Your Bank
01 Jun 2015
Contributed by Lukas
You have Chief Officers for everything under the sun, but you probably don't have a Chief Pricing Officer who is tasked with making sure that your ban...
The Difference Between Thoroughbreds and Donkeys
25 May 2015
Contributed by Lukas
Trent Tomlin, President at Tomlin Advisory Group, provides strategic planning, financial advisory and growth implementation strategies and modeling fo...
Is Social Media Worth the Effort?
18 May 2015
Contributed by Lukas
Can lenders really use social media for business development? Is it really worth all of the extra time and effort it takes to “do it right” and...
You Should Be Using Your Existing Banking Data to Get Better Results
04 May 2015
Contributed by Lukas
Jeff Marsico, EVP of Bank Strategy, Profitability, and Mergers/Acquisitions at The Kafafian Group, Inc joins me this week to talk about all the data...
Fighter Pilots, Used Car Salesmen, Empathy and Asking Why
20 Apr 2015
Contributed by Lukas
Dallas Wells talks with Carl Ryden about how lenders can out maneuver their competion every single time.
Being a Young Commercial Lender in a Leadership Position and Getting Others to Follow
13 Apr 2015
Contributed by Lukas
Brett McDowell is an Executive Vice-President at Centennial Bank in Lubbock, Texas. As a young, smart and ambitious lender, Brett needed to figure o...
What's Going to Change on Monday Morning?
28 Mar 2015
Contributed by Lukas
Carl Ryden. co-founder and CEO at PrecisionLender, spoke at the Data4Decision conference in Raleigh on March 26, 2014 about how to ask the right quest...