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Episode 27 – My Follow-Up Questions Failure & Lesson
🎙 Banking on Sales Success with Brian Drake

In this episode, I share a painful but powerful lesson—how I blew a great sales opportunity right after the client showed interest. It all fell apart the moment I opened my mouth to ask a follow-up question.

This episode isn’t just about what went wrong—it's about how you can start asking better follow-up questions that actually build trust, deepen connection, and move people toward a “yes.”

You’ll learn:

• Why most follow-up questions fall flat
• The real goal behind every good follow-up
• How to identify and explore “the gap” every client has
• A simple way to turn interest into action—without being pushy

Whether you're pitching loans, investment meetings, or financial reviews, this episode gives you a blueprint for how to stop selling and start understanding—so your clients feel like you're on their side.

📲 Have questions or want help with your follow-up approach? Find me on LinkedIn @TheBrianDrake or text me at (805) 434-7421. I'd love to hear from you.

Let's Connect on LinkedIn: https://www.linkedin.com/in/thebriandrake/

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Most bankers lose the client’s interest in the first 10 seconds of a call—and they don’t even realize it.

In this episode, Brian Drake breaks down the subtle mistake nearly every banker makes when starting a call—and how to fix it. He shares how he used to coach the intro, what changed his mind, and the simple verbiage shift (plus a dose of enthusiasm) that’s already proven to make prospects actually want to talk.

If you're tired of feeling like your calls start off on the wrong foot, this episode will help you turn things around—starting with your very next call.

👉 Listen in and try the new opening out. Then let Brian know how it goes on LinkedIn!

Linkedin:

Let's Connect on LinkedIn: https://www.linkedin.com/in/thebriandrake/

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In Episode 25 of Banking on Sales Success, we’re diving into a common challenge bankers face: knowing the difference between handling objections and handling excuses.

Drawing from personal experience and lessons learned the hard way, I’ll share how I spent years perfecting objection-handling techniques only to realize that most of what I faced weren’t objections at all—they were excuses.

Understanding this distinction changed everything. Tune in to learn how to identify what you’re truly dealing with and how to approach it effectively. If you’ve ever struggled to move your recommendations forward, this episode is for you.

Let's Connect on LinkedIn: https://www.linkedin.com/in/thebriandrake/