Negotiating Business Deals: 10 Lessons From 30 Years on the Bank Side of the Desk
Ten negotiation lessons from 30+ years on the bank side of the lending desk, and why the deals that hold up are the ones both sides can live with.
Sales
Why Settlement Day Isn’t the Finish Line for a Lending Relationship
Settlement day feels like the finish line. After 30 years in banking, here’s why the lenders who build a genuinely sustainable business treat it as the start of the relationship instead.
Why a Real Client Story Explains Lending Policy Better Than the Policy Itself
Explaining lending policy in the abstract rarely sticks. After 30 years in banking, here’s why a real, honestly-anonymised example teaches a client more than any dry requirement ever could.
Building a Personal Brand in Banking, Where Trust Is the Whole Product
A resume lists what you’ve done. A personal brand is what people actually think of when your name comes up. In banking, where trust is the whole product, here’s what genuinely builds that reputation.
What Actually Works in Lending Sales Now
The playbook that worked five years ago doesn’t work now. Here’s what actually separates salespeople who hit target from those who don’t — no jargon, just the real things.
How Rising Rates Changed the Way Lenders Actually Sell
Cost-of-living pressure has genuinely changed how people approach a home loan conversation. After 30 years in banking, here’s how the sale actually needs to adapt — not through more pressure, but a different conversation.
Why Good Lenders Don’t Ask for the Business (And How to Start)
Most lenders who skip the ask aren’t afraid of the client. They’re afraid of sounding pushy. Here’s how to ask a home loan client to go ahead without pressure.