9 Traits of Successful Bankers
Recently, a client asked me to speak at their firm summit to share my observations on what makes a successful banker. I reflected on the people that have really stood out to me in my 20 years in the industry, and thought beyond the table stakes of: intelligence, drive, discipline, attention to detail, etc.
Here are my 9 insights. What resonates with you? What am I missing?
1. Respect Internal Relationships:
Some people spend all their relationship energy externally and forget to build good will internally. You need internal 360 support to achieve sustainable success. Begrudging support doesn’t count.
2. You Can’t Fake Genuine Curiosity:
Money as a motivator isn’t enough. The grunt period lasts at least 10 years (forever?) and in a big city gaining enough disposable income feels elusive. Staying motivated requires a genuine interest in the markets, your product, and/or your industry niche.
3. Take Being a Leader Seriously (At Every Level):
It’s easy to feel like leadership is a “side of the desk” part of the job, but the payoff is huge. Invest in learning how to give feedback, motivate, teach and empower others so you can retain those superstars that you invested all that time training. (I feel you on this one - you’re not necessarily given the time or rewarded for this. As you move up, change that for the people below you).
4. Be a Giver, not a Taker:
Generating good will and discretionary effort from others (peers, partners, juniors, etc.) is crucial. Be generous with your time, contacts, expertise and resources. It will create a fortuitous circle.
5. Develop Your Voice and Use It:
You definitely don’t need to have the loudest voice in the room, but you do need a voice. Find a way that is authentic for you, develop a point of view and share it (first internally, and then externally). This is a very common (and surmountable!) point of struggle.
6. Communicate, Communicate, Communicate!
There is a direct correlation between being seen as a high performer and the degree to which your RM feels you communicate up well. If your RM (or anyone above you) is always wondering what’s going on with that file, they don’t love working with you. Ask them how and how often they want to be kept informed and do that.
7. Make Your Integrity Non-Negotiable:
Don’t be afraid to tell clients and internal seniors difficult truths. They will respect you for it and start to lean on you for your perspective.
8. Embrace a Growth Mindset:
It’s a competitive environment and jealousy is a natural emotion. Find out what the superstar beside you knows and learn it from them. You don’t want to be the smartest person on the team, otherwise who are you learning from?
9. Create the Discipline to Make it Sustainable:
The volume and demands of this career can be like that boulder that is threatening to roll over Indiana Jones. It can be crushing. Don’t expect to just be able to manage it without a deliberate system – it won’t happen by accident. The good news is I have found the younger generation is better at creating routines for mental health, exercise, healthy eating, and personal time.