WEBINAR: Driving Increased Earnings

WEBINAR: Driving Increased Earnings

Thursday, November 18, 2021


Driving Increased Earnings Through Customer Profitability Strategies

"Your future prospects resemble your best customers, and that's the place you should start.” – Holger Schulze

Most financial institutions do not know the profitability of individual customers. Don’t be surprised, but in many institutions less than 10% of their customers are producing all of the organization’s profits. And of the remaining customer base, 50% or more of a bank’s customers are costing the institution money and subtracting from earnings.

Understanding who are your profitable customers is critical. This understanding not only provides meaningful insights into your bank’s operations, but also highlights a predictable and reliable pathway for acquiring new profitable customers. Specifically, once profitable customers are identified, an institution can do a detailed analysis of the key demographic and psychographic characteristics of these clients and leverage that information to identify and target like prospects who have a higher probability of contributing earning to the organization. Marketing dollars can be strategically invested targeting and focusing on the best and most profitable prospects.

This webinar will provide tools to better understand how to use information that you already possess in your data base and determine who are your profitable customers.

With this data in-hand, we will then show you how to utilize this information to implement strategic and ROI-driven marketing plans to drive more profitable customers to your institution.

Key Takeaways:
  • Demonstrate the benefits of calculating a customer’s or prospect’s lifetime value
  • Provide a road map for utilizing profitable customers key demographic and psychographic characteristics to identify and acquire additional profitable customers
  • Help you accelerate the acquisition of new profitable customers.

  • CEOs
  • COOs
  • CFOs
  • CMOs
  • Boards of Directors
  • Mid-Level Leaders


Tom Sullivan
CEO – Princeton Partners FSG

Tom has worked with community banks, large and small, for over 35 years, helping them to win market share by accelerating the performance of their brand, culture, marketing and product-service innovation. His experience as an agency-side marketing innovator, entrepreneur, business owner and community leader have helped advance the growth of community banks and the people, businesses and communities they serve.

Daniel Havey, CPA
Senior Sales Executive, Quest Analytics

Dan helps Banks and Credit Unions make dollars and sense out of their data by:
  • Improving their sales and service cultures
  • Automating pipeline management, document workflow, CRM, and lead generation
  • Helping my customers consistently score best versus their peers in areas of FTE Productivity, Profitability, Credit Scores, and Growth Rates.

Registration to the live session includes:

  • One online connection
  • CPE credit for registrant
  • Permission to reproduce the handouts and other written material for additional attendees at your location

Only registered attendees of the live session can obtain CPE credit. Attendees of FMS live webinars also receive two views of the On-Demand version of the program they attend. Use this bonus feature to share the program with colleagues or as a refresher at a later date. Instructions for viewing the on-demand session will be emailed to you at the conclusion of the live event.

Credit Hours

Earn up to 1 hour of CPE credit.
  • Level: Basic
  • Prerequisites: None
  • Advance preparation: None
  • Field of Study: Management Services - Technical
  • Instructional Method: Group Internet Based
  • Length: 60 minutes

For more information regarding administrative policies such as concerns or refunds, call 800-ASK-4FMS (800-275-4367). FMS is registered with the National Association of State Boards of Accountancy as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses. Complaints regarding sponsors may be addressed to: The National Registry of CPE Sponsors, 150 Fourth Avenue, North, Suite 700, Nashville, TN 37219-2417 Web: www.nasba.org.

Registration Rate

Click Here for a a complete list of FMS payment and registration policies.

Members and Non-members sign in or create an account below to register.

Non-members: $295

11/18/2021 2:00 PM - 11/18/2021 3:00 PM
United States

Sign In