Meet the Team
CU Sales Trainer was designed by a team with deep expertise and experience in three critical areas:
- Sales Training for Financial Services Employees
- The Credit Union Movement
- Technology & Product Development
Collectively, we have over 50 years of sales and sales training experience in the financial services industry. Every bit of that experience has gone into the painstaking crafting of the Needs Satisfaction Selling program.
In addition, we have decades of experience in working with credit unions, so we understand the importance of making the sales process a member-focused, helpful, and non-invasive activity.
Also, we bring to the table decades of experience in developing technology-based products and services for Credit Unions and other financial institutions, including the largest (and smallest) credit unions in the world.
Finally, we share an obsession with delivering excellent products and outstanding custom service.
Larry has worked in the financial services marketing arena for over 30 years. He was CEO at Group Marketing Associates which provided marketing/advertising services for Credit Unions across the nation. He also served as Senior Vice President and Chief Marketing Officer at First Virginia Banks, Inc. a multi bank holding company with over 300 member bank branches serving customer in a three state area.
Larry is nationally recognized for his innovative and highly successful direct marketing expertise. The Loan Saver and Member Benefit Statement online programs offered by FI Solutions are based on the proven direct mail concepts he developed.
He also created and managed comprehensive sales and customer service training programs for large and small financial institutions. These programs were developed for a variety of employee groups including tellers, member service representatives, loan officers and backroom staff who interact with members/customers. The results of these programs contributed directly to increased sales and employee professionalism. His vast sales training experience was used to develop the online Need Satisfaction Selling training program. The program was developed especially for Credit Unions and teaches sales skills that reflects the “People Helping People” concept.
Jerry has been designing and implementing sales and customer service training for the financial industry for over 30 years. Jerry has direct front-line experience working in the branches of one of the largest banks in the country where he ultimately headed-up the sales of computer services for the Bank. He knows what it’s like to be in the trenches which is certainly reflected in the realistic examples which populate this Program. Jerry was also the Assistant Director of the Management Center for the University of Michigan & Wayne State University and the Director of Training for the second largest mortgage company in the country before he started his own consulting firm.
Jerry’s greatest area of interest was in developing team meeting materials that managers could use to reinforce sales in their branches. This later led to the creation of The Relationship Banker, an interactive sales training newsletter that was widely used in banks across North America.
Jason has been developing innovative products and services for financial institutions, principally credit unions, for over 20 years. His strengths include software development & design, service integration, and creation of online marketing programs.
Jason has created a wide variety of technology products for Credit Unions over the years. He is responsible for the creation of BranchMap, adopted by hundreds of Credit Unions, which allowed members to quickly locate surcharge-free ATMs, shared branches, and offices nationwide. He created the award-winning CU Web Hunt system which places “treasures” throughout the credit union website, encouraging members to explore the site and learn more about the products, services, and rates while searching for clues. He was the product architect and software engineer behind all the FI Solutions products including Loan Saver, Member Benefit Statement and the CU Sales Trainer course.