Education & Events

Making Effective Business Development Calls... The Basics and Beyond

Oct 10, 2019
IBA Center for Professional Development
8425 Woodfield Crossing Blvd, Suite 155E
Program Overview: 

PDF Brochure

If you are new to business development, learning foundational skills is vital. If you are experienced at selling, taking your abilities to the next level is important too. Rookie or veteran, it’s game on in business development, and this program can help you win the championship.



The Basics
• Seven basic financial needs every business has
• Case study planning approach that puts the buyer, not the banker, in focus
• High payoff conversation strategy that gets you in the door again and again
• Landing your story into the buyer’s situation

The Beyond
• Questions no other banker will ask
• Value-added approach that replaces follow up letters and shortens the sales cycle
• How one bank touches three businesses virtually every day to maximize connectivity
• Tools, blogs and resources to continue to sharpen your saw

No theory here. It’s learn it today, use it tomorrow. Better yet, you will bring information about one prospect you want to convert to a client in 2019 and walk out with a complete initial


Named one of the nation’s top 100 most trusted business leaders by Trust Magazine, Jack Hubbard has shared his passion for what it takes to build trust-based sales initiatives for more than four decades. He has helped build Performance Cultures from Maine to Florida, Texas to California and all points in between. With more than 69,000 bankers personally trained and coached, Hubbard is one of America’s most sought-after facilitators. An author, lecturer and classroom instructor, Hubbard’s expertise and out-of-the-box thinking put him in great demand when the subject matter is sales and sales management in business and commercial banking.

His humorous style and street savvy approach have taken him to 49 states where he has served as key note and breakout presenter for state and national banking associations. Hubbard was an award-winning faculty member of ABA’s School of Bank Marketing and Management for 32 years. He returned to ABA’s Stonier Graduate School of Banking for his 18th year in 2018. He is a popular teacher at Graduate School of Banking in Madison, WI and was recently named Section Leader of GSB’s new Sales and Marketing School.


8:30 a.m.          Registration & Continental Breakfast
9:00 a.m.          Program Begins
12:00 p.m.         Lunch (included)
1:00 p.m.          Program Resumes
4:00 p.m.          Program Adjourns


Indiana Bankers Association

8425 Woodfield Crossing Blvd, Suite 155E

Indianapolis, IN 46240


$225 IBA Member
$155 Each Additional IBA Member
$450 Non-Member

Additional Information: 


Join us if you are a commercial banker, business development officer, branch manager, private banker, mortgage associate or anyone at your bank that calls on businesses in your community.

Association Contact: 

Elizabeth DeHaven, Education Coordinator

Cancellation Policy: 

You will receive an e-mail confirmation at registration. If you have questions, contact Elizabeth DeHaven at 317-387-9380 or via e-mail at

Within three or more business days prior to the day of an educational program, no cancellation charge will be assessed. Within two days prior, 50% of the fee is assessed. Refunds are not provided for cancellations the day before or absences on the day of the program. Substitutions are welcome at anytime.

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