Education & Events

Outside Calling School

Feb 19, 2019
IBA Center for Professional Development
8425 Woodfield Crossing Blvd, Suite 155E
Program Overview: 

Printable Brochure

The Outside Calling School will deliver the most up-to-date bank selling techniques to help you and your bank deliver loan and deposit results even during this “new-normal” economy. You will go through the selling process to identify how to gain the trust of your customer, gain a larger share of wallet, and sell what your customer truly needs. We will also address how to effectively manage the pricing discussion, how to overcome objections, and how research and profiling the customer/prospect will improve targeting, prospecting and presentations.

The school will focus on three main areas:

1. Outside Calling

2. Negotiation Skills and Selling at Higher Margins

3. Researching and Profiling Your Customers and Prospects

  • Getting out of the office
  • Call planning
  • Gaining the appointment
  • The initial meeting
  • Listening and communicating how you can help
  • Call follow-up
  • Compete on anything other than price
  • What is your value proposition?
  • Premium pricing
  • Negotiating techniques
  • Overcoming objections
  • Draft an Action Plan for Skills Transfer



About Jennie Sobecki:

Jennie Sobecki is co-owner and CEO of Focused Results, LLC, a sales and marketing strategy, consulting, and training firm, concentrating in results-driven process consulting and training experience in community banks and financial institutions.


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


This seminar will be held at the IBA Center for Professional Development, 8425 Woodfield Crossing Blvd., Suite 155E, Indianapolis, IN 46240.  Directions, map & list of hotels are available at or by calling 317-387-9380.



The following fees include the program, materials, lunch and refreshments:

$225 IBA Members

100% Surcharge for nonmembers.

Participation in IBA programs is limited to members, associate members, and nonmembers from an eligible membership category at applicable member or non-member rates. 100% Surcharge for NonMembers.

Additional Information: 


Any bank employee who has customer contact would benefit from this seminar. Any bank employee who has customer contact would benefit from this seminar.


Association Contact: 

For more information please contact Elizabeth DeHaven via e-mail at or call 317-387-9380.

Cancellation Policy: 

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 1 day prior or absences on the day of the program.  Substitutions are welcome at any time.

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