Feb 5, 2026
The 2-lesson Outside Calling School will deliver the most up-to-date selling techniques to help you and your company deliver loan and deposit results even during this “new-normal” economy. You will go through the selling process to identify how to gain the trust of your client, gain a larger share of wallet, and sell what your client truly needs. We will also address how to effectively manage the pricing discussion, how to overcome objections, and how research and profiling the client/ prospect will improve targeting, prospecting and presentations.
PDF Brochure Coming Soon!
| 8:45 a.m. | Registration & Log In |
| 9:00 a.m. | Program Begins |
| 12:00 Noon | Program Adjourns |
1 - Outside Calling School
2 - Negotiation Skills and Selling at Higher Margins
3 - Researching and Profiling Your Clients and Prospects
Jennie Mitchell is Owner and CEO of Focused Results, a sales and marketing strategy, consulting, and training firm concentrating on results-driven process consulting and training experience in community banks and other financial institutions.
Prior to joining Focused Results, she was Director of Sales and Marketing for a $3 billion bank holding company, Sales Manager for a high-performing mid-level Indianapolis bank, and Director of Corporate Training for a large Midwest insurance company.
Who Should Attend?
Any professional who has client contact would benefit from this seminar. This includes the branch staff, commercial and consumer lending staff, trust and investment staff, and the mortgage staff.
IBA Members
$600 includes both sessions
100% Surcharge for nonmembers.
Participation in IBA programs is limited to members, associate members, and nonmembers from an eligible membership category at applicable member or non-member rates.
Virtual Training
The seminar will be held virtually as two half-day training sessions on February 5, 2026 and February 12, 2026.
Participants will have the ability to join from wherever you're located from the convenience of your computer.
We look forward to seeing you online!
Katie Yates, Education Meeting Coordinator
kyates@indiana.bank
317-333-7162.
Within three or more business days prior to the day of an educational program, no cancellation charge will be assessed. Within two days prior, 50% of the fee is assessed. Refunds are not provided for cancellations 1 day prior or absences on the day of the program. Substitutions are welcome at any time.