“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.”
Terry Crolius, VP of Business Banking Solutions, State Bank Financial
“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 about 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.”
Jessica Waltersdorff, AVP/Branch Manager, M&T 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.”