Send us a text Episode 30 – The Banker Alter Ego Sabotaging Your Success Most bankers think sounding professional is the key to client trust. It’s not. In this episode, we unpack how the “banker alter ego” you step into at work is likely pushing people away — and what happens when you drop the act and just show up as you. This simple shift can lead to deeper connection, more trust, and more appointments. Let's Connect on LinkedIn: https://www.linkedin.com/in/thebriandrake/

Send us a text Episode 29: Attitude is greater than script In this episode, Brian shares the story of a banker who was using the right script but still couldn’t land appointments — and the surprising reason why. If you’ve ever felt like your calls are going nowhere, this episode will challenge what you think the real problem is. Learn how your mindset can quietly sabotage your results — and what to do about it. Let's Connect on LinkedIn: https://www.linkedin.com/in/thebriandrake/

Send us a text Episode 28 – Turning Check-In Calls into Real Appointments In this episode of Banking on Sales Success, we break down a proven process for turning check-in calls to portfolio leads into actual appointments—without feeling pushy or wasting your time. You’ll learn the exact steps to follow, what to say, and how to shift your mindset so these calls start producing results. This is the same process that helped one banker land 13 partner appointments in a single week. If you’ve ever...

Send us a text Episode 27 – My Follow-Up Questions Failure & Lesson 🎙 Banking on Sales Success with Brian Drake In this episode, I share a painful but powerful lesson—how I blew a great sales opportunity right after the client showed interest. It all fell apart the moment I opened my mouth to ask a follow-up question. This episode isn’t just about what went wrong—it's about how you can start asking better follow-up questions that actually build trust, deepen connection, and move pe...

Send us a text Most bankers lose the client’s interest in the first 10 seconds of a call—and they don’t even realize it. In this episode, Brian Drake breaks down the subtle mistake nearly every banker makes when starting a call—and how to fix it. He shares how he used to coach the intro, what changed his mind, and the simple verbiage shift (plus a dose of enthusiasm) that’s already proven to make prospects actually want to talk. If you're tired of feeling like your calls start off on the wron...

Send us a textIn Episode 25 of Banking on Sales Success, we’re diving into a common challenge bankers face: knowing the difference between handling objections and handling excuses.Drawing from personal experience and lessons learned the hard way, I’ll share how I spent years perfecting objection-handling techniques only to realize that most of what I faced weren’t objections at all—they were excuses.Understanding this distinction changed everything. Tune in to learn how to identify what you’r...

Send us a textStruggling to get consistent results as a banker? In this episode of the Banking on Sales Success podcast, I break down the two most common banker approaches and why they often fall short. More importantly, I share the proven method that will help you get more client opportunities, schedule more appointments, and fill your pipeline without feeling pushy. I’m Brian Drake, and after a decade in the banking industry, I know what works and what doesn’t. Join me as I share ...

Send us a textIn this episode of Banking on Sales Success, I dive into a powerful skill every banker needs: active listening. Whether you’re trying to build deeper relationships with clients or improve your sales strategy, active listening is a game changer.🔑 What You’ll Learn in This Episode:The difference between common listening responses vs. true active listening.How to uncover what clients really care about—their investments, retirement plans, and financial goals—by asking the right ques...

Send us a textIn this episode of Banking on Sales Success, host Brian Drake dives into a common challenge many bankers face—being "friend-zoned" by clients. You've built relationships, your clients like you, but these connections aren't translating into meaningful opportunities. So, how do you shift from casual conversations to discussions that lead to real results?Brian shares a practical strategy to pivot personal conversations into meaningful financial discussions. You'll learn how to leve...

Send us a textIn this episode, I dive deep into a crucial lesson from my experience coaching bankers who are striving to increase their Advisor appointments. Discover the transformative power of genuine conversations and learn how they can not only increase your appointment rates but also elevate your entire client relationship approach. If you're a banker looking to fill your calendar and truly connect with your clients, this discussion will provide you with the strategies and insi...

Send us a textWelcome to Episode 20 of "Banking on Sales Success." Are you tired of watching big accounts do nothing but collect dust? We get it. It's tough when you know you can help, but getting those large balance clients to sit down with a financial advisor feels like pulling teeth. This episode is all about changing that game.We're diving into real talk on why those big clients might be holding back and what you can do to not just get their attention, but get them moving. ...

Send us a textWelcome to Episode 19 of Banking on Sales Success. In today's discussion, we focus on the essential skill of uncovering assets beyond the bank. We share insights from a recent coaching session, breaking down a step-by-step process to consistently reveal assets and secure a spot on the financial advisor's calendar. The episode emphasizes the importance of building trust with clients through genuine gratitude, curious questioning, and active listening. The goal is t...

Send us a textIn episode 18 of the Banking on Sales Success podcast, your host Brian Drake dives into a common challenge faced by bankers—getting referrals to financial advisors that close. If you've struggled with this issue, Brian has the insights you need. Discover how to shift your approach in scheduling appointments to set the stage for your advisor's success. Uncover a strategic conversation framework that aligns clients with their financial goals, ensuring appointments l...

Send us a textIn episode 17 of Banking on Sales Success, your host Brian Drake tackles a common objection faced by bankers during the holiday season. Many clients claim they're too busy and prefer to delay meetings until after the festivities. Brian not only explores the psychology behind this objection but equips you with two powerful strategies to overcome it.Strategy one involves a straightforward approach—penciling in the appointment for the first weeks of January while emphasizing flexib...

Send us a textIn episode 16 of the Banking on Sales Success podcast, host Brian Drake dives into a frustration many bankers face: clients not showing up for appointments. Discover the psychology behind these no-shows and unlock a game-changing strategy that not only increases client attendance but also supercharges your advisor's ability to close deals.Brian shares a simple yet powerful approach to collecting financial statements, framing it as a direct benefit for clients. Learn th...

Send us a textIn episode 15 of "Banking on Sales Success," Brian Drake shares invaluable insights for bankers in the financial industry, focusing on high-balance clients. The episode emphasizes the importance of demonstrating genuine care for clients, particularly when discussing their assets and financial plans. By adopting a caring tone, active engagement, and authenticity, bankers can build trust, foster meaningful relationships, and ultimately increase the likelihood of converti...

Send us a textIn Episode 14 of "Banking on Sales Success," Brian Drake unravels the intricate tapestry of successful banking sales. Navigate the maze of establishing consistent investment pipelines, overcoming objections, and securing vital client appointments. Brian doesn't just skim the surface; he dives deep, addressing the five critical questions that reveal potential sales opportunities. From effective phone call strategies to mastering the art of the advisor recommendation, this ep...

Send us a text"Navigating the world of banking sales? In Episode 13 of 'Banking on Sales Success,' we delve into the pivotal role structure plays in your interactions. Learn why winging it could be costing you results and why clients can sense a lack of consistency. From understanding the nuances of tone and phrasing to ensuring clients view you as a trustworthy guide, discover the strategies that bridge the gap between your current outcomes and the success you aspire to achieve. If...

Send us a textIn today's episode, we're diving into a powerful concept – the impact of releasing your desire as a banker. Specifically, we're talking about the desire for your clients to say yes when you recommend a meeting with your advisor.In this episode, I'll share a valuable lesson I learned through my coaching experience. This lesson was born from working closely with one of the earliest members of my coaching program.Back in February, this banker joined my program with the goal of achi...

Send us a textBeing a successful banker isn't easy. In fact, it might be one of the hardest sales jobs out there. Why? It's all about desire. On this episode of Banking on Sales Success, we dive into the challenge of sparking a desire in clients who walk into the bank with no intention of meeting with a financial advisor. But don't worry, it's not all doom and gloom. We'll also share a secret strategy that can make a difference in your approach. If you've ever felt stuck o...