Pipeline Builder Series: Red Ocean vs Blue Ocean Marketing Strategies


Referred to as “red ocean” sales opportunities, traditional COIs refer bankers to deals where typically three to six other banks are bidding for the business. These deals are often marginally profitable due to heavy competition. The best time to begin to develop a relationship with a prospective commercial customer is when they don’t need financing or aren’t looking to switch banks (referred to as blue ocean sales opportunities). In this webinar, learn how blue ocean sales strategies can help commercial bankers close business with stronger margins and fee income.

Who Should Attend: Business Development Officer, Commercial Loan Officer, Junior Loan Officer, Branch Manager

To request this webinar, submit a request here 


Learning Objectives

  • Align and focus the bank’s resources for greater business development productivity
  • Empower commercial lenders and relationship managers to work smarter, not harder
  • Develop new “non-traditional” sources of quality referrals and warm introductions


Ray Adler
Founder, President, & CEO
BTI Growth Advisors
For the past 18 years, Ray Adler has successfully guided over 100 high-performing community, business, and regional banks to improve the sales performance of their lenders and RMs. As founder, president, and CEO of San Diego-based BTI Growth Advisors, Ray and his team have created impressive quantitative and qualitative results for banks through the firm’s consulting, coaching, and training services, all of which focus on bank sales culture development.

Webinar Fees

Pricing For Price Season Pass
Bank Member $195 $0
Bank Nonmember $249 $0
Affiliate Member $195 $0
Affiliate Nonmember $249 $0

Season Pass Members receive 4 individual logins to every webinar

Additional Info

Participants will earn 1.0 CPE credit

Field of Study: Specialized Knowledge

Prerequisites: None

Who Should Attend: Business Development Officer, Commercial Loan Officer, Junior Loan Officer, Branch Manager

Advanced Preparation: None

Program Level: Basic

Delivery Method: Group Internet Based

Refunds and Cancellations: Requests for refunds must be received in writing a week before the scheduled webinar date. No refunds will be granted after this timeframe. For more information regarding refunds, complaints, and/or program cancellation policies please contact Montana Townsend at (916) 438-4427 or via email at mtownsend@westernbankers.com.

Western Bankers Association is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website:www.nasbaregistry.org.