Terry Crolius, VP of Business Banking Solutions, State Bank Financial
In La Crosse, Wisconsin, dentists are a huge industry. Our bank sends out several letters to all the dentists in the area telling them about State Bank Financial and then chooses the ones to pursue based on their responses. For the dentists I was able to contact, I began my research with Vertical IQ. My common routine: first view the profile of the industry and then watch all available videos several times. The videos are especially helpful in gaining quick insight when I’m in a rush.
My most recent success was with a dentist where I’d previously closed over $1 million in loans. This same dentist later opened several satellite offices, which led to another couple million in loans. This was huge for my bank because it also led to several referrals.
Jessica Waltersdorff, AVP/Branch Manager, M&T Bank
We recently hired a new banker and I was asked to introduce him to a client at a family-owned law firm. This client is a reserved and relatively closed individual, which makes him a little difficult to speak with. Before the meeting, I reviewed the “Call Prep Questions” and “How Firms Operate” within Vertical IQ to better prepare myself and the new banker. As expected, the owner did not have a lot of interest in talking with them until she asked, “Do you lease or own your building?” This one question sprung into a conversation on how he currently leased his office, but was looking to buy in the near future. That opened the door to a great conversation resulting in him buying the building and establishing a LOC, yielding $30,000 in revenue for the bank.
Susan Mackey, VP Relationship Manager, Banner Bank
I was calling on a well-known restaurant and hotel investor in California. I knew that he was working with a major hotel chain, so I began sending him Vertical IQ’s Quarterly Emails. Since he already had a lot of experience in the hotel industry, he didn’t immediately see the value of these emails. However, as I persisted, the investor’s target market started to expand, and he began to see the value. He was able to use the “Just the Numbers” knowledge in negotiations and saw great success. The investor promised that because of my help, any new hotel purchase would be financed through me.
SVP Commercial Banking, Frederick County Bank
I was calling on a dry cleaning company that was currently banking with another community bank. I used Vertical IQ to do my homework, even figuring out how to pronounce perchloroethylene (‘perc’).
As [the owner] was showing us the large machines, I used my call prep to ask him about going green and if he’s hearing much regulation about perc – especially since the law just changed in California. He answered that they have a compliance person come in monthly to review the ‘catch’ and make sure it’s safe. I then asked, “You mean where all the sludge goes?”
He looked at me and said, “Wow…you certainly know a lot; would you like a job here?” We laughed it off, then sat down to review needs. Turns out we uncovered an additional, smaller credit need since he already had a large credit with us.
I truly believe in Vertical IQ and think it will have some great benefits to our bank winning more wallet share of the business in our community.
Will Anderson, VP, Senior RM, Business Banking, M&T Bank
A local funeral home was a top-40 prospect of mine, and there was a lot of competition over which bank was going to win their business. I reviewed almost every feature that was offered within Vertical IQ’s funeral home’s profile. With this wealth of information, I felt prepared and confident going into the call. I was able to win the business of the funeral home because I was prepared, knowledgeable, and demonstrated a clear understanding of the industry.
David Trent, Commercial Lender/Assistant Vice President, Park Sterling Bank
I’ve used Vertical IQ quite a bit for my prospecting efforts, especially when going after niche-oriented industries like machine shops. It allows me to formulate well-informed and unique questions while fueling my knowledge of what businesses within my focus industries are actually doing – thus increasing my confidence before calls and my credibility on those calls.
When I was researching for a customer call who runs a veterinary practice, medications became a prevalent and recurring topic. I honed in on the “Industry Trends” from the “Quarterly Insight” chapter and had an in-depth conversation with my client focused on medications. Pulling news articles and emerging trends from Vertical IQ helps me to remain aware and engaged with how the industry is changing.
Kelly, Business Banking Specialist, Chelsea Groton
As a fairly new bank employee, I often felt intimidated by colleagues who had previous knowledge about several industries in the area. I recently heard about a lender who had bought a new nursing facility out of town, and was determined to have a success! However, I was leery about how to approach this call, considering my minimal experience and lack of knowledge about the industry. After preparing with the “Banking Solutions” and “Call Prep Questions” sections, I felt ready. I ended up acquiring both a loan and a deposit, thanks to the research I had done with Vertical IQ. To this day, these customers remain loyal and always request to speak with me when they have a question. Vertical IQ has given me the confidence to walk into meetings feeling prepared and knowledgeable!
Koren Smith, SVP Regional Manager, Coastal Community Bank
One of our managers recently met a CPA at a networking event. Initially, the CPA was a bit condescending towards her, acting as though the manager could bring little to no value to her. Following this initial interaction, the manager used Vertical IQ to do extensive research on CPA practices. She focused specifically on “How Firms Operate” and “Risks to Watch Out For” and then ended her research by printing and reviewing the “Call Prep Sheet.” She brought the notes with her, and it saved the whole call. The CPA was extremely impressed, which not only led to acquiring their business but also resulted in several referrals. Vertical IQ helped to add value to the CPA as well as enhanced the manager’s overall credibility.
Jon Miller, Branch Manager, Banner Bank
I happened to find a relevant industry article on Vertical IQ that was discussing how millennials were purchasing my particular prospect’s product (RVs). After sending the article along, he accepted my invitation to meet. When I showed up for the meeting, he had the article hung up on the wall! We had many more meetings after that. Vertical IQ allowed me to build rapport with a prospect and create an opportunity that may not have existed had I not found that article.
Wendy Werner, Branch Manager, Banner Bank
I frequently use the articles found on Vertical IQ to ask relevant questions of prospects and clients, which oftentimes produces a look of surprise on their faces. The Quarterly Emails and “Industry Trends” section help me uncover information in my conversations, which helps determine how in-tune the business owner is with their current practices.