Breakout Session II
Consultative Lending

Do you have salespeople or order takers working up your loan applications? Are you frustrated with poor production from your frontline lenders? In this session, Don Arkell will walk you through the keys to a successful loan interview and how to identify the right employees in your organization to grow your loan portfolio. Discussion topics will include:

• Creating a Sustainable Sales Culture;
• Making an Emotional Connection with the Borrower;
• Increasing Member Satisfaction;
• Growing Your Direct Loan Portfolio Consistently;
• Selling Value instead of Rate; and
• Recognizing the Importance of Emotional Intelligence.