"Welcome to 'Banking on Sales Success with Brian Drake'. As a Banker, you know general sales advice doesn't cut it in our industry. Your journey for targeted strategies ends here. This is your go-to podcast for insider sales strategies and expert advice, tailored for banking professionals. Join Brian every week as he provides the tools you need to outperform in your unique sales environment. Your sales success starts here."
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30 recent
July 23, 2025Episode 305 min
The Banker Alter Ego Sabotaging Your Success | EP 30
Send us Fan MailEpisode 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/
July 13, 2025Episode 294 min
Attitude > Script | EP29
Send us Fan MailEpisode 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/
July 11, 2025Episode 285 min
Turning Pointless Check-In Calls Into Partner Referrals | EP 28
Send us Fan MailEpisode 28 – Turning Check-In Calls into Real AppointmentsIn 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 felt like these calls go nowhere, this episode will change the game.Let's Connect on LinkedIn: https://www.linkedin.com/in/thebriandrake/
May 14, 2025Episode 278 min
My Follow-Up Questions Failure & Lesson | EP 27
Send us Fan MailEpisode 27 – My Follow-Up Questions Failure & Lesson 🎙 Banking on Sales Success with Brian DrakeIn 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 people toward a “yes.”You’ll learn:Why most follow-up questions fall flatThe real goal behind every good follow-upHow to identify and explore “the gap” every client hasA simple way to turn interest into action—without being pushyWhether you're pitching loans, investment meetings, or financial reviews, this episode gives you a blueprint for how to stop selling and start understanding—so your clients feel like you're on their side.📲 Have questions or want help with your follow-up approach? Find me on LinkedIn @TheBrianDrake or text me at (805) 434-7421. I'd love to hear from you.Let's Connect on LinkedIn: https://www.linkedin.com/in/thebriandrake/
April 5, 2025Episode 266 min
Nailing The First 10-Seconds Of Your Call | EP 26
Send us Fan MailMost 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 wrong foot, this episode will help you turn things around—starting with your very next call.👉 Listen in and try the new opening out. Then let Brian know how it goes on LinkedIn!Linkedin: Let's Connect on LinkedIn: https://www.linkedin.com/in/thebriandrake/
December 4, 2024Episode 2512 min
Overcoming Objections VS Overcoming Excuses As A Banker | EP 25
Send us Fan MailIn 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’re truly dealing with and how to approach it effectively. If you’ve ever struggled to move your recommendations forward, this episode is for you.Let's Connect on LinkedIn: https://www.linkedin.com/in/thebriandrake/
November 10, 2024Episode 2410 min
The Two Most Common Banker Approaches | Ep 24
Send us Fan MailStruggling 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 tailored insights that go beyond generic sales advice and deliver real strategies for bankers.Let's Connect on LinkedIn: https://www.linkedin.com/in/thebriandrake/
September 4, 2024Episode 239 min
The Art Of Active Listening As A Banker | Ep 23
Send us Fan MailIn 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 questions.Why simply acknowledging a client’s response or trying to relate to them can hurt your sales success.Practical steps to apply active listening techniques that will lead to more meaningful conversations and increased client trust.When you practice these active listening techniques, you’ll find clients opening up about critical financial details, not just small talk like weekend plans or hobbies. This is how you transition from a surface-level banker to a trusted financial partner.👉 Who Is This Episode For?Bankers looking to improve their sales conversations and client relationships.If you're ready to take your sales skills to the next level and have more meaningful conversations with clients, this episode is for you.Let's Connect on LinkedIn: https://www.linkedin.com/in/thebriandrake/
August 16, 2024Episode 226 min
Escaping The Client Friend Zone | Ep 22
Send us Fan MailIn 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 leverage the positive momentum from friendly chats to open the door to conversations about investments, banking preferences, and financial goals. By making a simple yet powerful shift, you can position yourself as more than just a friendly face—become a trusted financial resource your clients turn to for advice and solutions.If you're tired of client relationships that don't seem to go anywhere, this episode is for you. Tune in to discover how to turn those personal connections into tangible results and elevate your role in your clients' financial lives.Learn More About The Banker Bootcamphttps://calendly.com/elitebankeracademy/discovery-call <-------------Let's Connect on LinkedIn: https://www.linkedin.com/in/thebriandrake/
April 26, 2024Episode 2110 min
A Key Lesson From My Experience Coaching Bankers | Ep 21
Send us Fan MailIn 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 insights needed to make a significant impact.Let's Connect on LinkedIn: https://www.linkedin.com/in/thebriandrake/
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