Our popular webinars about “How Experienced Financial Services Professionals Use Vertical IQ” feature successful bankers from across the country highlighting some practical ways they use Vertical IQ’s economic insights and Industry Intelligence to close more deals and win more business.
In today’s competitive banking environment, having a solid product offering isn’t enough. Professionals must show up not just prepared but well-informed, relevant, and ready to add value. That’s where Industry Intelligence from Vertical IQ becomes an indispensable tool.
In a recent best practice webinar entitled, “How Experienced Financial Services Professionals Use Vertical IQ,” three seasoned bankers shared specific, real-world use cases for how they use Vertical IQ not only to prep for client and prospect conversations but to transform those conversations into meaningful, strategic engagements. Our panelists included:
- Scott Fisher, Commercial Relationship Manager and Financial Advisor at Pinnacle Financial Partners
- Darion Richeme, Assistant Vice President and Senior Relationship Banker at M&T Bank’s East Windsor, Connecticut branch
- John Huang, Business Banking Market Executive overseeing Kentucky, Tennessee, and Georgia for Fifth Third Bank
Here’s how these pros use Vertical IQ to stand out, connect more deeply with clients, and deliver true advisory value.
Industry expertise that builds instant credibility
When approaching a new prospect or industry, that first impression matters. If you speak the client’s language and show an understanding of their world, trust is built faster and conversations go deeper. Our panelists emphasized how Vertical IQ has helped them walk into meetings sounding like industry insiders even when it’s their first time engaging in that sector.
Scott from Pinnacle Financial Partners shared how Vertical IQ helped him ramp up on an unfamiliar sector. By using Vertical IQ’s Industry Profiles to build foundational industry knowledge, he was able to confidently enter conversations, ask the right questions, and create relevant solutions. This ultimately led to new opportunities.
John with Fifth Third Bank echoed this, recalling how using Vertical IQ to get up to speed on the construction industry helped him understand margins, risk factors, and key business pain points. The knowledge he gained led a business owner to say, “You sound like a construction expert,” a testament to the power of insight-driven preparation.
Key takeaway: Use Vertical IQ to fast-track your industry fluency and gain credibility from the start
Delivering timely, relevant, and meaningful insights
One of the most effective ways to demonstrate value to a business owner is by proactively delivering information that can positively influence their strategy or improve their bottom line. Clients remember and respond to these insightful, well-timed value adds.
As John from Fifth Third noted (and as we discussed in our previous blog post), one thoughtful “golden nugget” can open the door to deeper conversations and new business. Our panelists shared several examples of using Vertical IQ insights to do just that:
- Preparing for a conversation with a local florist, Darion from M&T Bank noticed content in Vertical IQ about the typical lifespan of refrigeration equipment. He asked the business owner about her flower coolers. It was an unexpected but insightful question that led to a meaningful conversation and eventually a line of credit.
- During COVID-19, John identified an Industry Trend where glass manufacturers were pivoting from auto glass to protective dividers. He brought this idea to a glass manufacturer client, who was able to capitalize on it. It turned out to be a move that not only helped the business survive but solidified John’s role as a trusted advisor.
- For an HVAC client, John also used Vertical IQ to uncover a hot trend. An Industry News Snippet discussed a piece of legislation that offered reimbursements for ventilation upgrades in schools and hospitals. John researched the bill further and suggested the client reach out to local institutions. That specificity turned a Vertical IQ News article into an actionable opportunity for his HVAC client.
Key takeaway: A single relevant insight can spark opportunity and demonstrate you’re paying attention.
Using Industry Intelligence to get in the door
Co-branded reports and tailored leave-behinds show that you’ve done your homework and make it easy for prospects to remember you when the time is right. With Vertical IQ’s SalesKit, this type of personalization is only a click away.
For Darion, in-person visits and quick introductions are part of his routine. When business owners don’t have time to talk, he leaves behind a customized proposal letter from the SalesKit, often with a relevant article or industry insight attached. These tailored materials spark curiosity and build credibility before the conversation even begins.
Scott also uses Vertical IQ’s co-branding feature to personalize industry reports and leave-behinds, adding professionalism and reinforcing his bank’s brand. Whether it’s a single Vertical IQ Industry Profile chapter or the full industry report, these tools help him create memorable, informative touchpoints with clients and prospects alike.
Key takeaway: Personalized materials open doors and set you apart.
Enhancing presentations and reviews with targeted data
Supplementing your client reviews and presentations with tailored Industry Intelligence is another way to create more impactful, data-backed conversations. And Vertical IQ makes it simple.
When preparing formal presentations, Scott often pulls industry-specific statistics and trends from Vertical IQ to support his key talking points. He also uses Localized Industry Data to show clients how their market compares in terms of industry density, demographics, or regional trends.
And for ongoing client check-ins, Scott leans on Quarterly Industry Updates to stay current and provide fresh insights to business owners, reinforcing his advisory role over time.
Key takeaway: Use industry data to elevate your presentations with valuable insight, not just opinion.
Providing strategic guidance based on key industry data points
When you frame product conversations within the context of what’s typical (or risky) for a client’s industry, your recommendations carry more weight. Vertical IQ’s benchmarking tools, business valuations, and credit underwriting and risk insights are especially helpful when clients are considering financing, expansion, or succession planning.
John, for instance, uses these helpful, industry-specific data points to:
- Tailor product discussions based on bank product usage trends in the client’s industry.
- Prepare stronger opportunity memos for underwriters by proactively addressing any industry-specific risks.
- Guide clients who are looking to buy or sell a business with relevant valuation benchmarks.
Key takeaway: Use industry-specific data to bring clarity, confidence, and credibility to your strategic guidance.
Insight: The new currency of trust
Business owners don’t just want a banker; they want an ally who understands their world, adds value, and brings fresh perspective. As John put it: “When clients see my name pop up, I want them to think, ‘John always has something useful for me.’”
With Vertical IQ, bankers can build that kind of reputation, one smart question and one relevant insight at a time. Start by making Vertical IQ a daily habit, not just a research tool. Use it to inform your questions, tailor your outreach, and deepen every conversation with a business owner. As this panel shows, the results can speak for themselves!
Let’s recap how to use Vertical IQ to build trust and lasting client relationships:
- Build instant credibility with Industry Intelligence: Use Vertical IQ to fast-track your industry fluency and gain credibility from the start.
- Deliver timely, relevant, and meaningful insights: A single relevant insight can spark opportunity and demonstrate you’re paying attention.
- Use Industry Intelligence for customized leave-behinds: Personalized materials open doors and set you apart.
- Enhance presentations and reviews with targeted data: Use industry data to elevate your presentations with valuable insight, not just opinion.
- Provide strategic guidance based on key industry data points: Use industry-specific data to bring clarity, confidence, and credibility to your strategic guidance.
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