White papers, research, and field notes on hiring revenue producers: what the resume cannot tell you, why most banks hire the wrong way, and the math behind the cost of getting it wrong.
Nine out of ten bank leaders tell us they don't use recruiters. They are not wrong about their capability. They are wrong about the cost. Five hidden costs banks don't measure.
What Claude said when it finished building my software, and why that sentence matters more than any sales training I have ever had.
Relationship Managers, Wealth Advisors, Commercial Lenders: the bank hires producers and writes job descriptions about everything except production. Here's what that costs.
Most failed bank hires are not bad bankers. They are the right banker in the wrong credit shop. The five elements that decide which is which, and how to read them before you hire.
Most calling advice is elementary. Four frameworks that turn a lender's conversation with a business owner from improvisation into a craft, and how to tell which one the moment calls for.
Stop overthinking pre-call planning. The most important thing a lender does before a call is settle the opening question, and what that sounds like across a business owner’s desk.
AI is transforming the lending workflow but it is not replacing the lender. After 27 years in revenue-generating roles, where AI actually fits inside a bank.
Mortgage, insurance and treasury all separated origination from service. Commercial banking never did, so one lender carries both jobs and the calling is what gets postponed.
A single failed producer hire runs between $500,000 and $1.5 million once ramp, lost growth and replacement are counted. The arithmetic most banks decline to do.
The split between base and incentive decides which bankers will take your call. Why banking sits at the conservative end, and the deferred comp question that kills offers.
New white papers and field notes when we publish them. No spam, no promotional drip. Just the thinking, when there is something worth reading.
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