I always wondered the same thing? I don't guess they sit in the bank and wait for the teller to walk someone over, do they?

A rep gives up a certain % of GDC for referrals and marketing support. So what equates to referrals and marketing support from a bank?

I don't see the lists you mention above as referrals but they would be warm leads.

I asked a bank guy in town at a networking event the other day and he said you start with the basics and build it from there depending on the customer base of each branch/bank. You want to call on (by phone or in person) the following 7 lists of contacts… CD Customers 1. Current CD customers with a CD maturing this qtr 2. Current CD customers with a CD maturing anytime after this qtr 3. Any past customers that have ever had a CD with YourBank Retail Customers 4. All retail customers ranked by deposits with the bank (most to least) 5. All past retail customers that no longer have a relationship with YourBank Commercial Customers 6. All commercial customers ranked by deposits with the bank (most to least) 7. All past commercial customers that no longer have a relationship with YourBank Basically this will cover every person that knows of or does business with YourBank. Hope this helps to get you started, Bureaucrat.