Independent Banker - January 2023 - 39

using executive recruiters, we're
leveraging LinkedIn, and we have
increased the amount of bonuses
on referrals from $500 to $1,000.
We talk about it at our senior
staff meetings and weekly calls.
It is top of mind in terms of what
we're doing, because it is critical
to get people with the right talent
and the right experience.
Q: What do you see as your
bank's greatest business
opportunity in 2023, and what
steps are you taking to make
the most of it?
Anita Drentlaw: We hired
another commercial lender in
August. Having him on board is
going to be a great opportunity
for us to continue to do more
outreach in the community
and get to know more small
businesses. The three lenders
that we have were about at
capacity for what they could
do in terms of bringing in new
business. Going into a recession
can sometimes be a good time
to gain new customers, because
you're seeing them through good
and bad times. There's also been
a lot of consolidation of financial
institutions in our area. So, we
see an opportunity to talk with
businesses and convey some of
the differences in working with a
community bank versus the larger
institutions.
T. Corey Neil: For us, it's
digital. Due to behavior change
throughout the pandemic, we
now have a client base that is
much more adaptive to how they
interact with us. We see incredible
opportunity to take advantage
of that behavioral shift to invest
in digital platforms to take our
digital capabilities to another
The ICBA view on... Lending
Commercial real estate remains a priority
for community banks in 2023, and with
compelling cause: Globally, 66% of experts
anticipate improving or stable conditions around real
estate fundamentals, according to a September 2022
Deloitte study. And because a commercial loan can
parlay itself into deposit accounts, treasury management,
inventory lending and much more, it signals wider business
prospects for the bank.
" It's not just one loan, " says Ron Haynie, senior vice
president of housing finance policy at ICBA. " It helps the
bank build a relationship with the customer. "
The personal lending environment carries potential
as well. While mortgages will bear the effects of
higher interest rates, Haynie says it's not time to ring
alarm bells. Tools like adjustable-rate mortgages
and temporary buydowns exist to support this more
complicated environment.
" We've seen a big jump in interest rates, " Haynie says.
" But the good news is that we've been through this before,
and the tools are still there. Plus, we have an undersupply
of housing with a large demand, giving us a floor
underneath property values. "
Community banks are well situated to address this
changing landscape. " Community banks will work
with businesses and consumers to find a way to help, "
Haynie says. " This enhances their value proposition and
distinguishes them; it's powerful. " -Colleen Morrison
" Building a defensive balance sheet
and maintaining our low to moderate
risk profile is the key to managing
through the upcoming challenges.
Thoughtful actions will be required
... but our proactive positioning is
the foundation. "
-KOGER PROPST, ANB BANK
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Independent Banker - January 2023

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