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Consultative Selling for Long-Term Deposits
When it comes to attracting long-term funding, many bankers now seem to believe the only effective way to secure these funds is through wholesale and brokered sources. With a little preparation, high-performance bankers could tell their customers who are concerned about rising rates, “We don’t know what rates will do in the future. However, we can show you how much rates would need to increase to make your short-term investment
worth as much as the longer-term at maturity. Would you like to see?” They always do and you can then provide some simple math with easy-to-understand graphics.

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