Creating Loan Demand

CANCELLED Friday, December 6, 2019 9:00am – 4:00pm

Program Overview

Demand for lending is out there in there in the residential, commercial, and consumer lending segments if you know where to look.  This engaging seminar looks at ways we can find these opportunities, and find them faster than your competitors can, especially in this tightly-priced environment.  The first priority will be how to generate more opportunities and loans from your existing customers.  The second priority is to take opportunities away from your competitors.  The program focuses on tactics that will help you discover, qualify, and take all available loan opportunities.  This informative and entertaining seminar examines the concepts of identifying opportunities, prequalifying which customers and prospects make sense to work with, and which areas of loan opportunities you might examine for specialization.


  • Never deny, defer
  • Key market segments, and how to reach them
  • Which customers and prospects are most likely to borrow?
  • “All aboarding”
  • Mining data
  • Prospecting and Ping strategies
  • Lending and cash management linkage
  • Call plans and sales calls

Who Should Attend? Commercial lenders, business development officers, small business specialists and lenders, business bankers/lenders, branch managers, sales managers, senior vice presidents and vice presidents of lending, sales, or retail, consumer lenders, marketing directors and coordinators, and others that make sales calls outside the institution would all benefit from this seminar.

Presenter: Jennie Sobecki Co-owner of Focused Results, a company concentrating in results-driven process consulting and training experience in community banks and FI’s. An expert in designing and implementing sales efforts and processes, Ms. Sobecki designs solutions to drive top line growth through better utilization and training of existing sales forces, including sales management.

Ms. Sobecki is a graduate of Indiana University and has a certificate in consulting services from Ball State University. Prior to joining Focused Results, Ms. Sobecki was Director of Sales and Marketing for a $3 billion bank holding company, Sales Manager for a high performing mid-level bank, and Director of Corporate Training for a large Midwest insurance company. A charismatic speaker and consultant, Ms. Sobecki consults with numerous financial service organizations on revenue, sales, sales leadership, and organizational performance.

Register Now

Course / Seminar Type: In-Person Course / Seminar
Course / Seminar Category: Retail Banking, Marketing & Sales Training
Course / Seminar Code:
Course / Seminar Start Date: 12/06/2019
Course / Seminar Price: $350
Course / Seminar Location: Grand Rapids