Cross-Selling Products Long Talked About Finally Rises in Priority with Production Declining
The idea of cross selling has been around for a while, but in the coming days of a production squeeze, the effort takes on new importance. Cultivating loyal customers can help lenders offset any decline in mortgage volume next year, said Greg May, vice president of residential mortgage at NBT Bank. He believes that the Norwich, NY lender is leading the industry “a little bit” in developing products and incentives that persuade banking customers…