Watch and Learn
Not all of these movies cast the sales profession in the best light. Few of them tie directly to the work we do today of engaging prospects and building relationships in the digital space. But as you watch these heralded classics, you’re bound to come away with some insight and food for thought.
The Banker is a 2020 movie based on the true story of two African-American entrepreneurs who hired a white man to pose as the head of their business empire while they acted as a janitor and a chauffeur. The movie showcases their struggles and successes in the real estate and banking industry in the 1950s and 1960s.
- Build relationships. The protagonists relied on their network of contacts and referrals to find properties, investors, partners, and customers. They also cultivated trust and rapport with their white front man, Matt Steiner, who acted as their face and voice in the segregated society. They taught him the basics of real estate and banking, coached him on how to present himself and communicate with others, and supported him when he faced difficulties. By building strong relationships, they were able to leverage their resources, expand their reach, and achieve their goals.
At the very least, you’ll have a stomach full of popcorn and candy. Now there’s an easy sell.
The movie is not only entertaining and inspiring, but also full of valuable sales lessons that can be applied to any business or career.
Here are some of the key takeaways from the movie:
- Know your market. The protagonists, Bernard Garrett and Joe Morris, did extensive research on the properties they wanted to buy, the demographics of the neighborhoods, the income levels of the potential tenants, and the demand and supply of housing. They also studied the banking regulations and policies that affected their financing options. By knowing their market inside and out, they were able to identify opportunities, negotiate better deals, and overcome challenges.
- Build relationships. The protagonists relied on their network of contacts and referrals to find properties, investors, partners, and customers. They also cultivated trust and rapport with their white front man, Matt Steiner, who acted as their face and voice in the segregated society. They taught him the basics of real estate and banking, coached him on how to present himself and communicate with others, and supported him when he faced difficulties. By building strong relationships, they were able to leverage their resources, expand their reach, and achieve their goals.- Be creative. The protagonists faced many obstacles and discrimination in their pursuit of success. They had to deal with racism, prejudice, corruption, violence, and legal threats. They also had to adapt to changing market conditions and customer preferences. They did not let these challenges stop them or discourage them. Instead, they used their creativity and ingenuity to find solutions, overcome barriers, and create value. They devised innovative strategies, such as buying properties under different names, using a white front man, creating a bank holding company, and offering loans to minority borrowers. By being creative, they were able to differentiate themselves, create competitive advantages, and make a positive impact.
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