Intensive Sales Workshop

Presented in partnership with Heartland Credit Union Association

To see consistent sales results at your credit union, you need THREE things:

  1. Competent sales training built for your credit union,
  2. Employees empowered with the sales mindset, processes, and skills needed to sell, and
  3. Leaders with the expertise to coach and mentor their sales teams to peak performance.

This intensive workshop will deliver on all three and send your employees back, ready to train, sell, and coach.

The experience 

The program is available in a 2-day or 3-day virtual workshop.

  • 2-day: Any salesperson who opens new accounts or processes loan applications.
  • 3-day: All sales leaders including branch, lending, and contact center managers, regional, and senior sales leaders, training and development professionals, and even marketing professionals.

Day One: Credit Union Sales Fundamentals

Tuesday, Nov. 1, 2022
10 a.m. - 3 p.m. CT

Learn the essentials of a sales mindset and understand why we sell to members. Learn to identify needs, start the conversation, ask great questions, sell F.B.A., and get solid commitments. Use the “if-then” process to get commitments and schedule follow-ups. Learn to sell by managing objections.

Day Two: Advanced Sales Skills 

Wednesday, Nov. 2, 2022
10 a.m. - 3 p.m. CT

Learn the four goals of the member interview and how to uncover the member’s needs, wants, and dreams. Apply the fundamentals to selling checking, deposit and loan recapture, and assurance products.

Day Three: Transformational Leadership 

Thursday, Nov. 3, 2022
10 a.m. - 3 p.m. CT

Learn the four steps of an effective coaching model and how to develop rather than react to employee sales performance. Discover the simple patterns established during days one and two and how to use them to observe and assess employee performance. Build a development plan for employee sales success that you can use for coaching and accountability. Takeaways: 

  • Recognizing the need for sales coaching and leadership
  • The four-part sales coaching process
  • Conducting one-on-one sales coaching
  • Using the four coaching styles to drive development
  • Creating natural accountability


Registration is accepted through the Heartland Credit Union Association website. Members will need to create an account and use code BetterTogether to get the member pricing.

Who Should Attend? 

The Intensive Sales Workshop is designed for a variety of credit union salespeople, leaders, and departments.


10:00 a.m. - 12:00 p.m.Session
12:00 p.m. - 1:00 p.m.Lunch
1:00 p.m. - 3:00 p.m.Session


Nick Brown

Nick Brown is a sales and service expert committed to empowering credit unions to develop primary financial relationships with their members through sales. Brown spent 15 years with a large, progressive credit union in branch operations and training and development and nine years with the outbound sales team expanding and deepening members’ relationships with the credit union. He set record sales, recorded over 10,000 sales calls, sold the majority of the credit union’s products and services, and recaptured over $10 million in loan volume. In 2015, Brown took his proven sales training to the credit union industry full-time. The goal of his needs-based perspective is that sales discussions should add value and help members reach their financial goals and dreams.

Educational Investment

Fee Per Person

 Regular Rate
Day One and Day Two:
Sales Foundation and Advances Sales Skills
Full Three-Day Workshop

Your registration fee includes your choice of two-day or three-day sessions of four hours each. Assuming the credit union sends three employees for a total investment of $1,950, the credit union only needs to increase sales in ONE of these categories:

  • 13 additional checking accounts
  • $180,000 more in deposits
  • $90,000 more in recaptured loans
  • 17 additional assurance products
  • 12 additional active credit cards

It’s expected that each attendee will sell each of the above TWICE in the first year, returning 30x the investment.

Cancellation Policy

All cancellations must be received in writing. Please provide a brief explanation for the cancellation and submit via email to Cancellations received more than 30 days prior to the event are subject to a 25% administrative fee on the order total. No refunds will be granted for cancellations received on or after 30 days prior to the event. Substitutions are accepted prior to the start of the program. Additional costs may apply. In that event, please provide the event name, current participant name, and new participant name to

Cornerstone League reserves the right to cancel or reschedule the event due to unforeseen circumstances. If the event is rescheduled to another date or modified (virtual or hybrid), your registration will automatically transfer. If the event is rescheduled or the location is changed and you are unable to attend, your fees will be refunded.


Call 800-442-5762 ext. 6630 or email us.