CUNA Business Development School: Part II
Topics & Objectives

Please note that the Topics/Objectives listed below are subject to change.

Supporting & Growing Your Business Development Program

• Build your referral base, one satisfied member at a time
• Develop a calling plan for maximum results
• Discover follow-up disciplines to keep your pipeline full

Political Involvement

• Understand your role in the community
• Identify and make contact with local, state, and federal legislators
• Learn to communicate the credit union message and philosophy to make the most in meeting with legislators

Achieve Business Goals by Offering Financial Education to Members

• Develop strategies for using member financial education to achieve business goals
• Learn from case studies on what leading companies such as New York Life are doing to educate customers

Roundtable Discussion on Best Practices

• Discuss best practices regarding SEG ambassador programs, serving underserved markets, youth programs, financial literacy solutions, community partnerships, working with Hispanic markets, and using technology
• Develop a list of actions to implement at your credit union

Bringing in Business: Mastering the Art of Relationship Selling

• Learn how to build relationships by focusing on what members want, why they want it, and how they make decisions
• Identify the seven "buying" decision stages of members
• Stay aligned with your member’s decision-making process

Bringing in Business: Influencing Through Story

• Explore using stories to convey credibility, instill confidence, and build connection with members
• Learn how to use stories to exemplify the value of your credit union
• Tell six types of stories about you and your credit union

Developing & Delivering Your Message With Confidence

• Develop your delivery skills to eliminate distractions, manage nervousness, project confidence, and enhance credibility
• Learn quick and easy techniques for content development and organization using the communication quick start
• Design visuals that support your message

Return on Member: Managing Members as Investments

• Learn a rigorous, yet simple, approach to estimating the lifetime value of your members
• Understand how you can use this information to make better sales, marketing, and strategic decisions
• Discover how member value calculations impact member acquisition, service, retention, and segmentation

For more program content information or to request a brochure call 800-356-9655, ext. 4249, or email elearning@cuna.coop. For registration questions, call 800-356-9655, ext.4400 or e-mail reginfo@cuna.coop.