Marine National Bank learned some valuable lessons by participating in Bankmark's program.

Lesson #1: Foremost, they learned that there is no substitute for direct, full and active participation by the Officers and Directors. This was critical if they expected to maximize the opportunity to add capital and increase the Bank's business base.

Lesson #2: It was evident that no "remote" sales force could have told the Bank's story and develop new and enhanced existing relationships better than the bankers themselves. The bankers are always more motivated to see the plan succeed than some distant commission sales force.

Lesson #3: Marine National Bank learned what all Bankmark clients learn: the importance of strong leadership. Even the best of staff intentions will not translate to success without leadership. Bankmark's experience indicates that there is a direct correlation between the degree of success of a stock sale and the level of leadership provided by Senior Management.

Lesson #4: This is probably the most important one. To be successful, a project such as this demands hard work from the participants and the plan must be followed religiously!!! This is not to say that the staff and Officers at Marine National Bank did not put out a great deal of effort, because they certainly did. The only downside that we can see is the fact that Marine National Bank could have placed more stock in the community than they did. In retrospect, the Officers of the Bank agree that had they embraced certain elements of the Bankmark program earlier and met all of its check points, they could have been even more effective. Particularly important was the critical timely follow-up of guests after an event [see Mr. Miller's comments in Case Studies 1 and 2 in Exhibit A].

One reason the Bankmark method is so effective is that the profile of a local community bank investor is that of someone who wants to have both direct interaction and a sense of belonging with "their" Bank. So emotion is also a critical element in the buying decision. Many local purchasers view ownership in a community bank not only as a good investment but also as a statement of commitment that enhances their own professional or business standing.

Summary

When all is said and done, the real secret to a community bank's success lies within the community itself. Yes, capital can be raised outside the community under certain conditions, but absentee investment is more demanding and does not drive and support a community bank like local involvement can. After all, isn't that the story you first told when you organized the bank??? Why would the basic premise not hold during a re-capitalization campaign?

In today's market, the key element is not just raw effort, but a matter of directed, focused effort. Bankmark never down-plays the size or scope of the effort needed to be successful. Indeed, the Bankmark Staff are firm task masters. After everything else is considered, remember: "you get out only what you put in" to any activity. Also there is no substitute for strong leadership. It takes dedicated effort and a commitment to hands on involvement in re-capitalizing and managing a community bank's capital campaign in today's challenging environment.

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