At ICBA Securities, we provide community bankers the tools to grow their investments.

In today’s banking environment, simply presenting products and services isn’t enough. You must guide the conversation, build trust, and confidently ask for the business.

This session walks you through the entire sales process, focusing on how to create strong customer experience, navigate objections, and close the deal effectively. You will build essential communication and negotiation skills, learn proven telephone techniques, and explore a practical marketing model you can use right away.

You’ll also dive into the human side of sales, understanding how empathy, ego, and individual needs shape buying decisions, and how to adapt to different personalities, backgrounds, and behavioral styles.

Learning Objectives:

• Lead sales conversations from first contact to confidently closing the deal

• Utilize core communication and negotiation skills, including calls and handling objections

• Improve customer experience by responding to individual needs and behaviors

• Overcome sales roadblocks and apply real-world examples

• Understand the human side of selling: empathy, ego, and needs

Duration: 90-minutes

In today's banking environment, simply presenting products and services isn't enough. You must guide the conversation, build trust, and confidently ask for the business.

 

This session walks you through the entire sales process, focusing on how to create strong customer experience, navigate objections, and close the deal effectively. You will build essential communication and negotiation skills, learn proven telephone techniques, and explore a practical marketing model you can use right away.

You'll also dive into the human side of sales, understanding how empathy, ego, and individual needs shape buying decisions, and how to adapt to different personalities, backgrounds, and behavioral styles.

Learning Objectives:

Lead sales conversations from first contact to confidently closing the deal

Utilize core communication and negotiation skills, including calls and handling objections

Improve customer experience by responding to individual needs and behaviors

Overcome sales roadblocks and apply real-world examples

Understand the human side of selling: empathy, ego, and needs

Duration: 90-minutes

"Developing strong risk assessments for all key areas of a financial institution is crucial. Strategic-minded institutions aim to manage risk at an enterprise-wide level, striving for “optimal risk-taking,” where they incur just enough of the right kind of risk to effectively pursue their strategic goals. This webinar will guide you through the characteristics of strong risk assessments, helping you develop an enterprise-wide process that is practical, sustainable, and easy to understand. You will gain practical tools and examples to implement immediately, strengthening your existing risk assessments and creating new ones as needed.

The webinar covers an overall view of Enterprise Risk Management (ERM) and its key components, the three key phases of ERM, and how risk assessments fit in. It will delve into the risk assessment process, the characteristics of strong risk assessments, and the relationship between the Risk Assessment System (RAS) and CAMELS rating. You will learn about the top eight risks, how to conduct an ERM risk assessment using a matrix, and the various types of risk assessments based on the area of risk. Additionally, the webinar will provide examples of ongoing monitoring and reporting tools, helping you understand the goals and characteristics of risk assessments based on industry best practices.

 

Topics Covered:

Comprehensive Overview of Enterprise Risk Management (ERM) and Its Essential Elements

Unveiling the Three Key Phases of ERM and the Role of Risk Assessments

Enhancing Your Risk Assessments: A Step-by-Step Process

Defining the Purpose of Risk Assessments for Strategic Success

Key Traits of Effective Risk Assessments

Understanding the Risk Assessment System (RAS) and Its Link to CAMELS Rating

Identifying the Top Eight Risks and Other Critical Risk Categories

Mastering ERM Risk Assessments with a Matrix: The Foundational Risk Assessment

Exploring Various Types of Risk Assessments Tailored to Specific Risk Areas

Showcasing Examples of Continuous Monitoring and Reporting Tools

 

Key Learning Objectives:

Gain a high-level overview of ERM and its three dynamic phases.

Understand the risk assessment process to strengthen existing risk assessments.

Identify and assess risks across your entire institution.

Discover the key traits and goals of industry-leading risk assessments.

Craft appropriate risk assessment criteria for your organization.

Embrace the Power of Annual Risk Assessments Recommended for Continuous Improvement

Study real-world examples through monitoring and reporting tools.

 

Duration: 90-minutes

Information technology solutions continue to evolve creating opportunities for community banks to increase efficiency, improve service capabilities, and better safeguard customers. 

Your ability to understand how these solutions can be applied to your bank's current technology platform can mean all the difference in today's competitive environment.

Developed for community bank IT managers and officers, the IT Institute provides solutions to strengthen existing IT security capabilities, develop operational efficiencies, create business continuity solutions, enhance social marketing capabilities, and more.

To earn the Certified Community Bank Technology Officer (CCBTO) certification, you will be required to attend this program in its entirety, complete all assignments, and achieve a passing score on the certification exam(s). If you decide to enroll in the certification testing after you register for the class, please contact an ICBA Education representative at 800-422-7285

Learning Objectives

• Understand IT budgeting and systems selection.
• Learn cloud trends.
• Be familiar with asset management.
• Gain knowledge of cybersecurity tactics.