Banker to Banker

9 Vital Tips For Banks To Improve PPP Performance

Banker to Banker

We have often characterized banks as being “manufacturers of credit.” Like any manufacturing process, banks need to produce a product, in our case loans, to meet the customer’s demand.

10 Ideas For Our Bank We Got From Wegmans

Banker to Banker

LEARNING FROM NON-BANKS Last week we tagged along with The Bank of Charles Town (BCT) crew who, like us, are heavily believers in “cultural tours.” BCT used a series of these tours to kick off their strategic planning season with the purpose of grabbing ideas that could spark creative thinking.

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Case Studies in Loan Restructuring

Banker to Banker

We have been writing on the various strategies available to community banks when structuring commercial loans in this current challenging business and credit environment.

The Stimulus Package and CARES Act Bank Playbook

Banker to Banker

Go to any Trader Joe's market and then go to a competing market, and you will be likely to find a significant difference. Trader Joe's has produced a COVID-19 response that is thoughtful, practical, relatively inexpensive, and caring

Why Banks Need To Develop Their Own Customer-Facing Technology

Banker to Banker

CONTROLLING YOUR TECH FUTURE The build or buy decision should be a constant question in most bank’s decision making, and unfortunately, most banks default to the “buy.” In some cases, this is appropriate, but in many, it is not.

The COVID-19 Bank Playbook

Banker to Banker

When we talk about unforeseen Black Swan events, the COVID-19 virus fits the profile.

Your Bank Probably Has Loan Size and Risk Wrong

Banker to Banker

MANAGING CREDIT RISK If you are like most banks you have your credit approval and risk process based around loan size. The assumption is that the larger the loan the more risk the bank is taking on so a greater level of risk review is needed. But, suppose the data didn’t bear that assumption out?

Restructuring Commercial Loans Amidst The Coronavirus

Banker to Banker

The economic implications of coronavirus are expected to be widespread and are already causing some borrowers to be concerned about their ability to make loan payments. Many of our bank customers have used the ARC program to fix rates for borrowers while retaining a variable rate.

Credit Risk in the Time of COVID-19 and the Fed

Banker to Banker

The Fed did more than cut rates on Sunday; they pumped a massive amount of liquidity in the system, sending a signal to banks to level up. Far behind the health of employees and customers in the COVID-19 pandemic, comes the economic impact.

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The Hidden Risk in Commercial Lending

Banker to Banker

MANAGING CREDIT RISK Most risk managers are intimately familiar with the expected loss for credit and interest rate risk. However, fewer risk managers are familiar with the concept of unexpected loss.

Using The Content Blender To Expand Your Marketing Budget By 5x

Banker to Banker

THE BANK CONTENT MARKETING HACK Banks that complain about not doing enough in marketing or not having a big enough budget may just not be taking the right approach. We rarely see a bank fully utilize their content.

How Your Customers Want to Communicate With Your Bank

Banker to Banker

Since your bank's primary value proposition is service and you are likely striving for a superior customer experience, then it would make sense that the first stop you should make is to improve your ability to communicate with the customer.

Two Proven Secrets To Faster Bank Decisions - Part II

Banker to Banker

CRITICAL THINKING In Part I, we highlighted how having too much information about a decision often increases the confidence about the decision but usually doesn’t change the accuracy of the decision.

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COVID-19 and 5 Considerations for Commercial Lending

Banker to Banker

There is now little doubt that the coronavirus will spread globally and will cause more supply and demand shocks in the market. While economic activity will slow, the amount and duration of the slowdown are big unknowns

8 Ways To Attract The Wrong Clients To Your Bank

Banker to Banker

MANAGING BANK CULTURE AND PROFITABILITY Given that strategic planning season is upon us, one key affirmation is to verify if you are targeting not the customers that you have now but the customers that you want.

How Understanding Loan Demand and Credit Quality Will Make You A Better Banker

Banker to Banker

A common line of thinking in the banking industry, especially regulators, is that recessions are driven by, or at least exacerbated by, the supply of credit. Banks, in an effort to stay competitive, tend to drop their lending standards to hit their loan growth targets.

How To Become A Better Trusted Advisor In Banking

Banker to Banker

IMPROVING BANK PRODUCT SALES A surge in alternative lenders and intense competition among banks has forced community bank lenders to further differentiate themselves and their institution. Many lenders are switching their professional focus from being a salesperson to being a trusted advisor.

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How Commercial Prepayment Speeds Are Making Your Margins Worse [Get Our Model]

Banker to Banker

LENDING PORTFOLIO MANAGEMENT There has been substantial research on how prepayment speeds of residential mortgages affect the profitability of individual loans and portfolios.

Licking Your Online Applications

Banker to Banker

Here is the funny thing about the tongue-brain connection - your brain can project, with a very high degree of certainty, what it will feel like if you lick any given object such as your desk, your shirt, car hood, a stucco wall, computer keyboard - you name it.

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Why Your Bank Needs A Digital Lead Gen Strategy

Banker to Banker

GENERATING DIGITAL LEADS Unfortunately, in 2020, most bank websites are nothing more than brochure-ware. That is a problem as not only can a bank’s website be its most efficient source leads, but it should also be the best source of conversions (leads that turn into new accounts and loans).

Don’t Make This Bank Marketing Mistake (It's Common)

Banker to Banker

BANK MARKETING Since you probably spent time today discussing the Super Bowl ads (Smaht Pahk, Google, and Snickers were our favorites), we wanted to highlight an all-too-common mistake that many banks make.

The Irishman’s Guide To Bank Sales and Marketing

Banker to Banker

Throw all the facts that you want at someone, and you won’t move them to a position anywhere near the effectiveness than if you can work the facts into a story.

Do You Really Want To Lend Below A 10% Debt Yield?

Banker to Banker

PROFITABLE BANK LENDING Commercial lenders should be aware of the important factors that drive customer behavior to borrow funds. Our clients borrow from us when they refinance debt, or purchase equipment, real estate, or finance working capital.

How Banks Are Paid For Interest Rate Risk

Banker to Banker

PROTECTING BANK MARGINS We have written numerous blogs about why banks should reconsider the risk-for-yield business model when it comes to credit or interest rate risk. The return on equity (ROE) in risk-for-yield businesses is low, and the business outcomes during downturns are adverse.

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The Status of Commercial Real Estate Values

Banker to Banker

CRE UNDERWRITING Recent data, just released from Real Capital Analytics, shows that since the start of the year (month-end April), commercial real estate (CRE) has appreciated 2.6% in 2019.

How Financial Education Quantitatively Helps Banks

Banker to Banker

THE ECONOMICS OF FINANCIAL LITERACY Many banks put financial literacy education squarely in their Community Redevelopment Act (CRA) effort using the mindset that financial literacy is an affliction of low-to-moderate income households. The reality is, financial illiteracy affects us all.

Why You Are Watching The Wrong Lending Competitors

Banker to Banker

CREDIT MANAGEMENT No doubt, you hear all about how your competitors are winning deals because they are more aggressive when it comes to underwriting.

Using Floors On Commercial Loans

Banker to Banker

In our last blog, we reviewed ZIRP (zero interest rate policy) strategies deployed by various central banks. We discussed how ZIRP strategies had been deemed by many economists to be ineffective over the long-term to stimulate economic growth and stoke inflation

How To Get Better At Bank Email Notifications and Marketing

Banker to Banker

BANK EMAIL BENCHMARKS Send a bank marketing email out, and chances are 15% never reach the prospect’s inbox. That is not bad considering that it used to be above 25% just a couple of years ago. Bankers have been working hard at collecting email addresses and managing the distribution list.

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The One CRE Underwriting Metric You Are Likely Not Using, But Should

Banker to Banker

More Accurate CRE Underwriting Whenever your bank is looking at underwriting commercial real estate (CRE), you are probably looking at a variety of macro factors such as rent and occupancy trends, absorption, and capitalization rates.

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3 Questions From Kat Cole To Make Your Bank Better

Banker to Banker

BANK PERFORMANCE For her sheer authenticity and clarity in thinking, Kat Cole remains one of our favorite corporate leaders in America. We met her at the ICBA a couple of years ago and just saw here last week at the ABA Marketing Conference. She did not disappoint.

Why Your Bank’s Strategic Time Horizon May Hurt You

Banker to Banker

Strategic Planning and Innovation If you look at the sensitivity in a bank’s budget, $1 of investment in a new line of business usually doesn’t break even for two to three years. $1 1 invested in finding a new customer usually returns about 9%, while $1 invested in a new product is usually above 20%.

What Just Happened At Finovate Spring 2019

Banker to Banker

Last week, Finovate Spring 2019 took place in San Francisco in which over 270 banks watched more than 60 companies each have seven minutes to impress you with a demo of their technology.

Loan Floors and the Zero Interest Rate Environment

Banker to Banker

EXTREME ALCO We are working with numerous community bankers to develop strategies for instituting floors on commercial loans

5 Trends Bankers Need To Know From The Fed’s New Payment Study

Banker to Banker

RETHINKING PAYMENTS Last month, the Federal Reserve released its 7 th , tri-annual U.S. payments study, and, as usual, it had some eye-opening trends that all banks need to consider for their long-term strategic planning.

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