Improve Loan Production During Rising Rates

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Question:

In a market with rising consumer interest rates and resulting decrease in refinancing, how can retail bankers maintain or even still increase their loan production?

Answer:

You probably know this but I can tell you from current experience with dozens of banks across the country, bank CEOs need to start by training their officers on how to sell better. Up until now most banks didn't have to go out and sell. There was much demand just walking in the door. A proactive sales program can and is working.

First published on BankersOnline.com 3/15/04