The Modern Banker

75 years ago today, I emerged to begin my life on this earth. Volvo introduced a three-point seat belt in 1950 and so was the first widely used Diners Club Credit Card. Texaco Star Theater, hosted by Milton Berle, was the most popular TV program in 1950 and it was in black and white. All About Eve won six Oscars that year and the top song on the Billboard Chart (13 weeks) was Goodnight Irene. To say we’ve all come a long way in 75 years is a massive understatement. I enjoyed a wonderfully peaceful childhood and had parents who always gave me more than they had. I married the love of my life in 1972, watched in awe as my two children and two grandchildren have become wonderful humans. I have met some amazing bankers both as one and consulting to the industry since 1974 and have had the amazing privilege of traveling to 49 states to help more than 80,000 have better sales and sales leadership conversations. I've taught at 13 banking schools and spoken for 40 state banking associations. So many friends…and not enough space to mention them all. I’ve been blessed to walk this earth for 74 full years and when people ask about retirement, I reply that I don’t understand the concept. Sure, I’ve pulled back some – most of the folks I’ve grown up with in the sales training and marketing game have done the same. I plan, however, to keep teaching and speaking as long as I remain relevant and as long as the phone continues to ring at The Modern Banker and St. Meyer & Hubbard, Inc. Yep, it’s my birthday but the present is yours - a downloadable link to 75 of amazing books that I’ve read. Some of these authors have been on Jack Rants with Modern Bankers sponsored every Wednesday at Noon ET by the amazing folks at Vertical IQ and RelPro, Inc. https://lnkd.in/gt_jkBaV Thanks for following our Modern Banker Company Page: Joe Watkins Manny Tocco Eric Dole Keith R. Cerwinski Hilary Blackburn Scott Kozek COREY A. CLARK Russ Brewer DJ Seeterlin Rick Arthur Frederick Billig David Plourde Ted Lane, CTP John Wilkening Christopher Arabia Elliott Barry Craig Anderson John Carter, CRC Lisa Elliott Nicole Haggerty Debbie Knight Christopher Richards, APRP, CAFP

From Transactions to Trusted Advisors: A Blueprint for Bankers Kick off 2025 with Jack Hubbard on Jack Rants with Modern Bankers as he explores the power of trust with Charles Green, Founder of Trusted Advisor Associates, and CEO Noelle Mykolenko. Discover how the "Trust Equation" and authenticity can transform relationships, build deeper connections, and foster success in banking and beyond. A must-listen to start the year strong!

Inside the Trust Barometer: What Banks Need to Know Now In this insightful episode of Jack Rants with Modern Bankers, host Jack Hubbard is joined by Sean Neary and Lisa Leiter of Edelman Smithfield, leaders in financial communications, to explore trust within the banking industry and beyond. Drawing from the 2024 Edelman Trust Barometer, they dive into the latest trends shaping trust in institutions, with a spotlight on the evolving role of financial services as a stabilizing force in times of uncertainty. Discover how businesses are leveraging trust to lead societal change, why younger generations place greater trust in banks, and the surprising shifts in global trust dynamics. The conversation also tackles the challenges of AI adoption and its implications for trust.

January is Trust month on Jack Rants with Modern Bankers. On January 8 my guests are Charles H. Green, co-author of the classic book the Trusted Advisor and Noelle Mykolenko, CEO of Trusted Advisor Associates. We cover lots of ground on this program including the rational and emotional sides of trust and moving from transactions to trusted advisor and how the book came to be. It's brought to you again in 2025 by Vertical IQ and RelPro, Inc., two resources your bank or credit union needs to build trust, add value, and earn new business - this year and every year. Here's the link to register, add it to your calendar and enjoy: https://lnkd.in/gNyRfDqu

Happy 2025 Modern Bankers: Humans have made New Year’s resolutions for centuries. The Babalonians made these assurances 4,000 years ago when they promised the gods to repay debt and borrowed items (wrenches, snow blowers etc.). Today many humans proclaim they will actually use gym memberships, will lose weight and in the case of the Chicago Bears, pledge to get an offensive line THAT CAN ACTUALLY BLOCK! Research suggests that less than 8% of resolutions live to see the end of the year and in the Bear’s case, that’s too high. Consistency, however, now there’s something we can live by. Atomic Habits is one of those reads that screams routines. What are some consistent, accomplishable activities you can do from a sales and sales leadership perspective today that create lifetime success? Here are 10+ 2 very doable ideas: ❓Understand the buyer has all the answers you need. Your job is to ask great questions to uncover their problems and priorities ✅ Use the tools the bank provides – Vertical IQ, RelPro, Inc. and even that CRM that can be a strategic partner when used wisely 🤝 Make 10 people weekly LinkedIn Connections and review Catch Up in your Connections tab daily to learn about and act on birthdays, job changes, work anniversaries in your network 🤓 Comment on five posts before you post (twice weekly) and comment on five posts after you post. This enhances viewership on your content and provides accolades to others. No lazy likes, generic comments and comments with less than 7 words. Tag the author, and add real commentary value 💡 Do what Jodie Cook suggested in a recent Forbes post and find targeted opportunities, read their latest post and create a response that moves you toward a conversation. Find that content by ringing the bell on their Profile 🙌 As Joanne Black suggests, create a referral SYSTEM – a process where you earn referrals, close the loop with your COI and provide value and reciprocity on an ongoing basis 📞 Find your power hour and prospect during that time every day. The suspect you talk with today may be the client you earn down the road. As Mark Hunter suggests, it’s as easy as picking up the phone 📆 Leaders, execute strategic sales meetings where participants leave with one success strategy to do and hold them accountable by asking what happened at the next meeting 📆 Plan tomorrow, today. Review next day strategies tonight rather than in the morning. It saves minutes a day which turns to hours and translates to more productivity 🖋️ Send a snail mail note daily to lift someone’s spirit. Learn how in Heart Spoken by Elizabeth H. Cottrell 📖 Sharpen your saw by reading a book a month. heck out the Podcast for some ideas with 🤘Eric Cook, MBA Fred Cadena and Allison Netzer What are some consistent habits you plan to execute on in 2025?

Modern Banker friends (and others interested in earning more clients and becoming more efficient). Part two of the AI in Banking series by Chris Nichols takes a practical look at the amazing benefits of Gen AI, Agentic IA and the result of this powerful tool. Need deposits? How about 15 campaigns driven by personalization? Miss this read at your peril. https://lnkd.in/gJu6vU4M

The Future of Banking Sales: Barry Trailer on Process, Trust, and AI In this episode of Jack Rants with Modern Bankers, Jack Hubbard sits down with Barry Trailer, co-creator of the Sales Performance Scorecard and founder of Sales Mastery. Together, they dive deep into the evolving dynamics of sales in commercial and business banking. Barry shares decades of insights from leading sales training programs and conducting extensive research on the intersection of process, coaching, and technology in sales. Discover why trust remains the cornerstone of customer relationships, how AI is reshaping sales preparation, and why rigorous processes can reduce reliance on "magic" in sales success. Plus, learn about the challenges facing first-line sales managers and why prioritizing their training might be the key to unlocking your team's full potential.

How can you get at buyer intent in 2025? Try AI. Check out this amazing article by Chris Nichols. https://lnkd.in/dDt4MbQq

Insightful post by The Financial Brand and Valentina Drofa discussing the power of communication in 2025. From personalization, using Podcasts and videos and navigating reputational risks, this article is not just for marketing professionals. It's for everyone in banking that touches the customer. https://lnkd.in/gKAumAwS

Selling Your Way In: Kristie K. Jones on Sales Success and AI Tools In this enlightening episode of Jack Rants with Modern Bankers, Jack Hubbard sits down with Kristie K. Jones, author of the groundbreaking book Selling Your Way IN: The Playbook for Setting Your Income and Owning Your Life. Together, they explore Kristie's unique journey from hospitality to entrepreneurship, unpacking the life lessons that shaped her into a sales expert. Kristie shares actionable insights on identifying your sales superpower, leveraging AI to optimize productivity, and staying proactive in your career decisions. In this episode, you'll gain invaluable tips on cultivating a top 10% mindset, choosing the right clients, and navigating the evolving sales landscape with authenticity and efficiency. Plus, discover Kristie's inspiring "Kristieisms," practical wisdom for elevating your performance.