ABA Banking Journal - September 2007 - (Page 3)

Banking ABA JOURNAL Vol. XCIX, No. 9 September 2007 www.ababj.com CONTENTS DEPARTMENTS BRIEFING Why money sense is a top priority . . . . . . . . . 7 With Millennials unfamiliar with the fiscal basics comes a new opportunity for bankers to teach. The effect could pay big dividends. Sleight of mind. . . . . . . . . . . . . . . . . . 8 Snapshot: What the first half tells us about the second half . . . . . . . . . . . . 10 ABA Resources . . . . . . . . . . . . . . . . 13 Get away and get ahead: ABA’s Banking Leaders Forum . . . . . . . . . 16 FEATURES COVER STORY Meeting the challenge of the “unbanked” . . . . . . . . . . . . . . . . . . . . . . . . . 28 By Steve Cocheo. At a time when banks are trying to define—and redefine—the mass market precisely and, perhaps, move beyond it, we look at a vast population that’s labeled one way, but actually represents many different smaller niches. KeyBank, Arvest, and Amalgamated Bank “show and tell” how they’ve reached out and gained ground. BANK MARKETING Don’t miss the boom! . . . . . . . . . . . . . . . . . . . . . . . . . . . 40 By John M. Trice. Assisting the huge boomer generation into retirement is a tall order. It’s also a popular market that may seem too popular to bother with, but with the right strategy you can get the business. The author’s eight point system can help you roll out your best financial planning efforts yet. COMMUNITY BANKING Trim the fat: Winning the “battle of the buck” . . . 18 Working to keep profit engines in high gear, this banker roundtable offers cost-saving ideas in thin-margin times. Pass the Aspirin . . . . . . . . . . . . . . . . 24 What are you doing about tellers? Got headaches? Try www.passtheaspirinplus.com ON THE JOB Time to power up your presentations?. . . . . . . . . . . . . . . . . . . . . . . . . . 45 INSURANCE SALES The art & craft of cross selling. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 46 By Lauren Bielski. The secrets of successful insurance sales aren’t really all that secret. Effective use of CRM technology, teamwork, and incentives all factor into the best plans. Eastern Bank, Texas Independent, and Huntington Bank are featured in this performance report. TECH TOPICS The price is right? . . . . . 52 If you haven’t heard of price optimization software, you’re already behind the curve. See how this tech-driven capability supports product differentiation. Dialogue Security: Protect information first . . . 54 Hackers for hire? You bet’cha . . . . . . . 55 Case in Point: Tellers scan, too, at First Federal . . . . . . . . . . . . . . . . . . . . . . . . . . . 55 COLUMNS Editor’s Column Beyond “enough!” . . . . . . . . . . . . . . . . .4 The Economy . . . . . . . . . . . . . . . . . . .68 Will housing push us into a recession? By Keitaro Matsuda Banker’s Mart . . . . . . . . . . . . . . . . . .64 To advertise/Index of advertisers . . . .66 ABA Chairman’s Position . . . . . . .14 COMPLIANCE CLINIC Adverse action clarified . . . . . . . . . . . 56 Confused about Reg B’s adverse action requirements? Here’s a detailed explanation. By Leslie Callaway ABA and America’s Community Bankers: Moving toward a more perfect union Coming in October… • Incoming ABA chairman profile • Two in-bank training cases • Anti money laundering update • How to build customer loyalty www.ababj.com/subscribe.html ABA BANKING JOURNAL/SEPTEMBER 2007 3 http://www.ababj.com http://www.ababj.com/subscribe.html

Table of Contents Feed for the Digital Edition of ABA Banking Journal - September 2007

Contents Editor's Column Briefing: Why Money Sense is a Top Priority Briefing: Sleight of Mind Briefing: Snapshot: What the First Half Tells Us About the Second Half Briefing: ABA Resources ABA Chairman’s Position Briefing: Get Away and Get Ahead: ABA's Banking Leaders Forum Community Banking: Trim the Fat: Winning the "Battle of the Buck" Community Banking: Pass the Aspirin Cover Story: Meeting the Challenge of the "Unbanked" Bank Marketing: Don't Miss the Boom! On the Job: Time to Power Up Your Presentations? Insurance Sales: The Art & Craft of Cross Selling Tech Topics: The Price is Right? Tech Topics: Security: Protect Information First Tech Topics: Hackers for Hire? You Bet'cha Tech Topics: Case in Point: Tellers Scan, Too, at First Federal Compliance Clinic: Adverse Action Clarified The Economy Banker’s Mart To Advertise/Index of Advertisers

ABA Banking Journal - September 2007

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