Pub. 7 2018 Issue 3

Fall 2018 Sessions ������� S����� ��� B��� �� B������� C������������ A first-of-its-kind partnership that brings the expertise of St. Meyer & Hubbard to VACB’s member banks through a series of special playbooks created with the community banker in mind. VACB member bankers can attend the sessions consecutively, or send different staff to each different playbook. The courses are not foundational, however, each playbook has been paired with a complementary playbook, should attendees wish to attend both sessions. Learn more at www.vacb.org/calendar . October 2, 2018 Communication Styles The way entrepreneurs give and receive information influences initial messaging, how you get in the door, how long you get to stay and the length of the sales cycle. Communication Styles introduces four key conversation characteristics every human has that help bankers prepare to interact with business owners more effectively. October 3, 2018 Three Pillars of Prospecting Prospecting is one of banking’s more exciting and most dreaded sales activities. No is heard more than yes. It’s hard to find the time to be strategic and thoughtful. Most businesses in the marketplace aren’t thinking about changing banks. This session will help you with your prospecting efforts. and seminar leader for accounting, auditing, banking, risk assessment and other professional presentations. 3 f a l l | 2018