Layering the bankers starts when you are shopping for a bank. Meet with the lender you might likely work with and also his or her manager. You want to get a feel for both.
It continues as you deepen your relationship with the bank. If you have only one significant relationship, who is going to help you
- when that person is out and you have an urgent question?
- if that person leaves the bank and you have to start over with someone else?
- when the loan is a close call (or the restructure is needed) and several people need to go to bat for you?
How do you create those relationships?
- Stop by the bank instead of doing everything online.
- Call ahead and suggest you have a cup of coffee.
- Invite your 1st and 2nd banker to a chamber of commerce, rotary or other business event.
- Include them in a charitable activity you participate in.
Relationship banking is on almost every banks website, mission or vision statement. But sometimes it is up to the banking customer to create and nurture the relationship.
So layer your relationship with the bank of your choice, at least two layers deep. Three might be better!