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CUNA Business Development School: Part II
Topics & Objectives
Please note that the Topics/Objectives listed below are subject to change.
Supporting & Growing Your Business Development Program
- Build your referral base, one satisfied member at a time
- Develop a calling plan for maximum results
- Discover follow-up disciplines to keep your pipeline full
Political Involvement
- Understand your role in the community
- Identify and make contact with local, state, and federal legislators
- Learn to communicate the credit union message and philosophy to make the most in meeting with legislators
Achieve Business Goals by Offering Financial Education to Members
- Develop strategies for using member financial education to achieve business goals
- Learn from case studies on what leading companies such as New York Life are doing to educate customers
Roundtable Discussion on Best Practices
- Discuss best practices regarding SEG ambassador programs, serving underserved markets, youth programs, financial literacy solutions, community partnerships, working with Hispanic markets, and using technology
- Develop a list of actions to implement at your credit union
Bringing in Business: Mastering the Art of Relationship Selling
- Learn how to build relationships by focusing on what members want, why they want it, and how they make decisions
- Identify the seven "buying" decision stages of members
- Stay aligned with your member’s decision-making process
Bringing in Business: Influencing Through Story
- Explore using stories to convey credibility, instill confidence, and build connection with members
- Learn how to use stories to exemplify the value of your credit union
- Tell six types of stories about you and your credit union
Developing & Delivering Your Message With Confidence
- Develop your delivery skills to eliminate distractions, manage nervousness, project confidence, and enhance credibility
- Learn quick and easy techniques for content development and organization using the communication quick start
- Design visuals that support your message
Return on Member: Managing Members as Investments
- Learn a rigorous, yet simple, approach to estimating the lifetime value of your members
- Understand how you can use this information to make better sales, marketing, and strategic decisions
- Discover how member value calculations impact member acquisition, service, retention, and segmentation
For more program content information or to request a brochure call 800-356-9655, ext. 4249, or email elearning@cuna.coop. For registration questions, call 800-356-9655, ext.4400 or e-mail reginfo@cuna.coop.
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