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Blueprint for Success
Things To Remember At The First Meeting
- No temper tantrums. This person will not be
brow beaten and he relishes getting into a skirmish with a
belligerent customer. Why? Because he has all the power.
- Accept reasonable terms. We quote the
Golden Rule, "He who has the gold, makes the rules". Money
is proprietary and he has a right to set the terms upon
which the Bank will lend it to a customer.
- Frequently refer to the Bank’s lack of communication of its discomfort with the account.
(If this is not the case in your situation, steer clear of
this one.) It is normal that your account manager did
not spend a lot of time telling you how much the bank
dislikes the risk on your account, so take advantage of
this weakness.
- Try not to understand the logic of what the Bank’s position is with your account.
Frequently, when my customers ask me why the Bank is asking
them to do a certain thing or provide information that
seems largely irrelevant, my response is, “because they can!”
SAM may not even know the reason he does things a
certain way, he does them out of rote and because,
in time-honored fashion, they have worked on other accounts.
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