Book excerpt: Barnett Bank of Jacksonville initiated a newcomers program with the intention of acquainting new residents with the community and services the bank offers. A business development officer was hired to run the program. Under his direction, an automated record-keeping system was developed, along with effective methods of calling on realtors, developers and other lead sources. A packet of information was designed for distribution, along with materials used in conjunction with the referral system. From October 1982 to June 30, 1983, 889 leads had been followed through and 125 leads had generated $599,341 in deposits.