Business First Sales Process
Customer First Sales Process
Be The Difference
Tools & Resources
M&T Facts
100
What are the 4 steps of our Business First Process?
Identify & Get in the Door
Call Planning
The Call
Follow up
(all 4 required for correct answer)
100
What are the 3 pillars of Customer First?
Connection
Conversation
Continue
100
Where do we go to formally request feedback from our managers?
WORKDAY
100
Where can we find industry specific marketing materials/ flyers?
MAC (Marketing Access Center)
100
What year was M&T Bank founded?
1856
200
What tool do we use to learn about specific industries?
Vertical IQ
200
Name three ways you can try to get ahold of a customer you have a Moment that Matters ezLead for.
Phone Call
Letter
(Panel discretion OK on other means of communication)
200
Name 3 of the 4 categories of our Retail Branch Performance Objectives.
Employee First
Relationship First
Community First
Branch Operations and Risk
(Any 3 from above are acceptable)
200
Name 3 tools or resources our bankers should use when reaching out to our customers with ezLead.
Panel Discretion
200
How many total employees work for M&T Bank?
(Price is Right style - closest without going over wins points - all tables have a chance to answer)
22,000
(technically 22,000+ but will use 22k as benchmark)
300
What are the 3 Business First Foundational Questions?
How has your business performed in the last 12 months?
How do you see the business performing in the next 12 months?
What are some of the opportunities and challenges the business is facing?
300
What are the 5 levels of our Financial Fitness Pyramid?
(In any order is acceptable)
Building Wealth & Retirement
Protecting What's Important
Credit Management
Emergency Savings
Ways to Use the Bank
300
Name all 5 of our core values.
(In any order is acceptable)
Integrity
Ownership
Curiosity
Collaboration
Candor
300
Where do we go on the Retail Resource Center (RRC) if we need to learn how to "do something"?
For example: open an account type we've never done before, or preform maintenance on an account we're not sure how to.
KNOWLEDGE NOW
300
Where is M&T Bank Headquarters?
One M&T Plaza
Buffalo, NY 14203
("Buffalo" alone is a not sufficient answer)
400
Name 3 Key Behaviors of our Business First Sales Process listed on Edison.
- Foundational Call
- Focus Call
- Solutions Presentations
- Active Listening
- Sharing Insights
- Collaboration
(any 3 are acceptable)
400
What are our Retail Foundational Questions?
("In your own words" is acceptable)
How has the last year been for you (and your Family)? What were your most important goals? Were you able to accomplish them?
What are your most important goals/ aspirations (Short and long term)? When do you plan to achieve them? How are you planning to reach them?
What is currently preventing you from reaching your goals? (What is getting in the way/ roadblocks)
("In your own words" is acceptable)
400
What is our Community First Success Outcome on your Retail Performance Objective?
(In your own words is acceptable)
"As a branch team, create and execute a Community Engagement Plan, that will be documented and stored in Workday."
(In your own words is acceptable)
400
Where can we find our current retail lending rates, offers & promotions? Be as specific as possible
Will accept Edison > Retail Banking page, and anything further.
Full path is:
RRC > Edison > Learn about Products & Rates
400
Names 3 Major Subsidiaries of M&T Bank
M&T Bank
M&T Capital and Leasing Corporation
M&T Equipment Finance Corporation
M&T Insurance Agency, Inc.
M&T Real Estate Trust
M&T Realty Capital Corporation
M&T Securities, Inc.
Wilmington Trust, NA
Wilmington Trust Investment Advisors, Inc.
(any 3 will be acceptable)