Don’t Be Afraid to Be Bold: Interview with Frank Sorrentino, CEO of ConnectOne Bank
I recently went one-on-one with Frank Sorrentino, CEO of ConnectOne Bank.
Adam: Thanks again for taking the time to share your advice. First things first, though, I am sure readers would love to learn more about you. How did you get here? What experiences, failures, setbacks, or challenges have been most instrumental to your growth?
Frank: My early days working in construction in many ways shaped my leadership skills and ultimately led me to start the bank. Building something from the ground up—whether it was a construction project or a new venture—taught me about resilience, adaptability, and how to approach each challenge as an opportunity to solve a problem. Through construction, I gained a hands-on understanding of what it takes to bring a vision to life and to keep pushing forward, no matter the obstacles.
Eventually, I saw gaps in how businesses and communities were served financially, which inspired me to take the leap into banking. There were no shortcuts. Starting a bank from scratch in a highly regulated industry meant navigating through one challenge after the next. Failures and setbacks were part of the daily reality. There is no one example I can point to that had a profound impact. My experience was more about how to handle failure or setbacks every day. But I’ve always believed that difficult challenges offer the greatest insights. When things don’t work, you learn to course-correct and make decisions that are better aligned with your core values. Failures have ultimately been instrumental in clarifying my purpose, refining my approach, and building the resilience needed to keep moving forward.
Adam: How did you come up with your business idea and know it was worth pursuing? What advice do you have for others on how to come up with and test business ideas?
Frank: The idea of starting a bank didn’t come from wanting to just be part of the industry—it came from identifying a need. I saw gaps in the way financial services were provided to businesses and communities, and I believed we could make a difference by offering something better. Too often, I saw banks lead with rules and regulation and dictate to the client what they could and couldn’t do. Yes, regulations are a critical component to the industry, and I saw an opportunity to redefine the client experience in banking while upholding the highest standards from a regulatory perspective. At the time there was no one model to follow; instead, I asked myself, “What do people need?” and “How can we improve on what’s out there?” I found that by identifying and then thinking critically about a problem I cared about and then working to solve it put me on the right path.
My advice: Think about what problem you want to solve and why it matters. Talk to people who experience that problem firsthand. Don’t be afraid to start small and test in real time. Find a way to bring value, and if that value resonates, you’ve got a strong foundation to build on. Stay curious, and don’t be afraid to adapt as you go.
Adam: What are the key steps you have taken to grow your business? What advice do you have for others on how to take their businesses to the next level?
Frank: The growth of our business came in phases—from startup to a publicly listed company to expansion through mergers. We needed to learn as we grew and stay true to our core mission and values. For others looking to grow, I’d recommend clarity on your values and consistency in your approach. Growth isn’t just about numbers; it’s about bringing your team and clients along with you. Don’t focus solely on financial metrics—focus on the bigger picture. Ensure that each step forward aligns with your purpose, and let that purpose guide your decisions. Taking a business to the next level is about balance: balancing growth with stability, taking risks but also protecting your foundation.
Adam: What are your best sales and marketing tips?
Frank: Sales and marketing are often thought of as “selling something,” but I see it differently. I’ve always liked the idea of brand building. To me, a company’s brand is about understanding people’s needs and offering solutions. I see sales more about how to help people solve problems. If you genuinely believe in the value of what you’re offering, that approach naturally resonates. And solving problems is more about listening, not selling. Understand what your client truly needs and find ways to deliver that value without overselling or promising more than you can deliver. Then, commit to providing that solution. Authenticity is key, especially in an environment where people are increasingly savvy and selective about who they trust.
Adam: In your experience, what are the defining qualities of an effective leader?
Frank: Leaders are people you want to follow, not because of their title but because of their vision and values. Leadership is about creating a compelling vision; a direction people feel is worthwhile. But beyond that, it’s about bringing people together, aligning them around a shared purpose, and making each individual feel like their contribution is vital to the team’s success. The best leaders are resilient, empathetic, and adaptable. They don’t have all the answers, but they’re willing to ask the right questions, adapt, and keep moving forward. They are the ones who show up consistently, who set an example of what it means to stay focused, resilient, and committed to a larger purpose.
Adam: How can leaders and aspiring leaders take their leadership skills to the next level?
Frank: I can’t emphasize this enough – it’s critical for leaders to be self-aware and stay curious. This means they should be open to learning—not just from books but from real-world experiences. It’s important to learn from other people and think about things from different perspectives. Every interaction can teach you something. Another key aspect is empathy. Truly understanding and valuing each member of your team can make a huge difference. Good leaders help people see their potential and give them room to grow. Remember that leadership isn’t about having all the answers, it’s about empowering others to contribute their best.
Adam: What is your best advice on building, leading, and managing teams?
Frank: Establishing and fostering trust is essential. People perform their best when they feel trusted and empowered. It’s crucial to create an atmosphere where people feel safe to share ideas, make mistakes, and learn. Trust is built through transparency, by being clear about your goals and open about your challenges.
Leaders who build successful teams typically balance autonomy with accountability well. If people have the space to make decisions, have a clear sense of direction and a believe in a shared commitment to the organization’s values then the sky is the limit. By recognizing each person’s strengths, and allowing them to lead based on those strengths, they will feel more valued and capable of much more than might have been expected.
Adam: What are your three best tips applicable to entrepreneurs, executives, and civic leaders?
Frank: Stay Curious: Curiosity is one of the most underrated qualities in a leader. It drives you to ask questions, to learn continuously, and to adapt in a rapidly changing world. Never assume you know it all—there’s always something new to learn.
Be Humble: Humility keeps you grounded and open to feedback. It’s easy to get caught up in success, but humility reminds you that every accomplishment is part of a larger journey. It keeps you focused on continual improvement.
Have Empathy: In every decision, consider the impact on others. Understanding different perspectives and showing empathy makes you a more effective leader and builds stronger connections within your team and community.
Adam: What is the single best piece of advice you have ever received?
Frank: For me, it’s not about one piece of advice that shaped my business or leadership philosophy. It’s been more like weaving together lessons from different people and experiences over time. I often think of my perspective as a kind of quilt pieced together from many threads—mentors, experiences, and even mistakes that taught me something valuable.
One principle that’s guided me in my career is to always look in the mirror when things go wrong. It’s easy to look outward, to find reasons or people to blame when a decision doesn’t turn out as expected. But I believe that real growth comes from examining your own role in those outcomes. What part did I play? What could I have done differently? Taking that accountability, and learning from it, has been essential to my development. It’s humbling, but it’s also where some of the most important lessons are found.
Adam: Is there anything else you would like to share?
Frank: If you’re an entrepreneur or aspiring leader don’t be afraid to be bold. Take risks. In my experience, the biggest regrets usually come from holding back. The times I’ve leaned in and taken chances are the times that have led to the greatest growth, both personally and professionally. Embrace the unknown—it’s often where the most rewarding experiences can be discovered.
Adam Mendler is an entrepreneur, writer, speaker, educator, and nationally recognized authority on leadership. Adam is the creator and host of the business and leadership podcast Thirty Minute Mentors, where he goes one-on-one with America's most successful people - Fortune 500 CEOs, founders of household name companies, Hall of Fame and Olympic gold medal-winning athletes, political and military leaders - for intimate half-hour conversations each week. A top leadership speaker, Adam draws upon his insights building and leading businesses and interviewing hundreds of America's top leaders as a top keynote speaker to businesses, universities, and non-profit organizations. Adam has written extensively on leadership and related topics, having authored over 70 articles published in major media outlets including Forbes, Inc. and HuffPost, and has conducted more than 500 one on one interviews with America’s top leaders through his collective media projects. Adam teaches graduate-level courses on leadership at UCLA and is an advisor to numerous companies and leaders. A Los Angeles native, Adam is a lifelong Angels fan and an avid backgammon player.
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