solutions through unified effort
NEW! Creating Lifetime Bank to Business Partnerships Through Trust, Insights & Value Seminar

NEW! Creating Lifetime Bank to Business Partnerships Through Trust, Insights & Value Seminar



Date: May 9, 2019
Time: 8:30 A.M. TO 4:30 P.M. (REGISTRATION BEGINS AT 8:00 A.M.)
Location: VBA Training Center, 4490 Cox Road, Glen Allen, VA 23060

Live Simulcast Available

This seminar is also available for participation virtually via live simulcast. This will allow you to participate from the comfort of your own office or bank conference room. If you are interested in attending this event virtually via a live simulcast, please click here.

Consultative Selling is dead. Solution Selling is in the rear-view mirror. In commercial banking today, the old playbooks no longer play. Entrepreneurs want more from their banker and they can get what they need from unending banking options. To win new clients and deepen relationships with current ones, a new approach – Trust-Based Selling – has emerged as a difference maker for banks of all sizes. This fast-paced session outlines what it takes to prepare for, make and follow up on early and late cycle calls. Never made a sales call on business? Done a few but want to get better? Been calling for years and want some new ideas? This session is for you. Branch Managers, business bankers, treasury management professionals, mortgage originators, even CEOs will benefit from this practical program.


Registration | 8:00 - 8:30

Introduction and Focus on the Client | 8:30 – 9:30

    • The 5Cs of Trust-Based Selling and how they impact your interactions with clients
    • How to connect the 7 basic financial needs each business has to your solutions
    • Case Study Planning – the new way to prepare for sales calls
Making Effective Discovery Calls | 9:30 – 2:00
    • Introduction and practice of a trust-based calling model
    • Creating and executing an insight-based question process
    • Effective note taking, summarizing and story telling
    • Getting to the next “yes,” a second call
    • The Conversation Recap – the next level of follow up letter
Making Effective Calls With a Partner | 2:00 – 3:00
    • Team Selling Strategies – it’s rehearsal not planning
    • Roles and responsibilities
    • Using a trouble signal
Making Effective Presentation Calls | 3:00 – 4:30
    • 14 effective strategies to reach your ultimate commitment
    • Unique Apples to Oranges leave behind that is helping to win more business
    • Professional ways to handle resistance


  • Conversation Recap – that replaces dull follow up letters
  • Planning Diagnostics – job aides that guide call preparation

What Past Attendees Have to Say About the Event:

Jack is an all-star. In an industry filled with tired marketing strategies, Jack and his ideas stand far above the rest. Jack is someone that I had the pleasure of meeting back in 2011 at another bank and most recently was reconnected with him for an inspiring day of training. If you are a Bank that is looking for a leg up on its competition, CALL JACK NOW. - Senior Vice President

Jack Hubbard delivers practical, easy to understand trust-based sales conversation techniques in a fun and engaging manner. My first encounter with Jack was nearly 20 years ago, a one hour discussion about prospecting. I learned and retained more in one hour than any seminar I have ever attended. The value Jack provides is unmatched. He is a must follow in the banking community if you are looking to take your career in banking to the next level. If your bank wants to move to a Performance Culture, hire Jack, hire him now. - Vice President

I was fortunate to take Jack's Power Prospecting Strategies and Business Development class. Jack's knowledge in the banking industry is unmatched. He is dynamic, engaging, and overall helpful to the class. I would definitely recommend taking one of his classes when he comes to your town. - Banking Center Manager

About the Instructor

Named one of the nation’s top 100 most trusted business leaders by Trust Magazine, Jack Hubbard has shared his passion for what it takes to build relationship development initiatives for more than four decades. He has helped craft Performance Cultures in 49 states and personally trained and coached more than 69,000 bankers. A 32-year faculty member of more than a dozen prominent state and national banking schools, Hubbard is always one of the top-rated instructors. Jack is co-author of the bestselling book, Conversations with Prospects.

Registration Fees
Through March 29, 2019: $375
March 30, 2019-April 18, 2019: $405
April 19-May 9, 2019: $435

Through March 29, 2019: $875
March 30, 2019-April 18, 2019: $905
April 19-May 9, 2019: $935

Hotel Information

Hyatt Place Richmond-Innsbrook
4100 Cox Road | Glen Allen, VA 23060

The VBA has reserved a block of rooms at the Hyatt Place Richmond-Innsbrook for $124.00 plus taxes/fees.  In order to take advantage of this reduced rate, reservations must be made by April 18, 2019.  Reservations can be made online here.



Gail Queen, Executive Coordinator, Education & Training
[email protected]
(804) 819-4720