Sticky Customers, Stronger Revenue: The Importance of Selling Ancillary Services

Yesterday, I had the pleasure of speaking with a top executive with one of the largest national banks in the US.  The insight he provided echoed everything I’ve been hearing from many bankers in every part of the U.S.  As he put it, “Everyone is looking for ancillary services to drive fee income.”  Because of this, he is focusing on training his RM’s to become more familiar with their treasury offerings, as many banks are beginning to do.

As everyone is familiar, the more products a customer has with the bank, the easier it is to retain them.  If a loan customer’s second product is treasury, that starts a whole new revenue stream for the bank as well.

This, then, begs the question: Is your team doing all they can to win business and retain customers?  If the answer is anything but a resounding “Yes”, then it may be time to take a look at who is working for your team and who isn’t.

If there are any parts of your team that aren’t working 100% in your favor, we’d love to hear from you.  As the new year rapidly approaches, it’s important to have the right team ramped up and ready to hit the ground running.  We’d love to be a part of that.