Two day program designed as the second stage training for wholesale or correspondent sales teams.
Virtual trainings are NOW AVAILABLE for all of our programs. Contact for details.
This program is designed as the second stage for the wholesale or correspondent salesperson. It focuses on how to increase the market share in your larger accounts through implementing a specific sales strategy and gives the foundation for future account planning for the manager to use on an ongoing basis.
Day 1 - Building Lasting Relationships
In this course the student learns the value of building long lasting relationships as well as how to effectively develop and implement a selling strategy in any major account. Once a strategy is created, its validity is tested through a formal presentation to both management and fellow salespeople.
Through specific account planning and the understanding of how to set objectives and priorities when managing accounts, we provide the missing ingredient to generating increased loan production in any challenging market.
We set the agenda in motion to securing long-term business relationships through a more consistent awareness of both the positive and negative factors that can influence a sale, as well as an understanding of the selling cycle.
The clear and concise establishment of goals is also addressed through use of SMART (Specific, Measurable, Achievable, Realistic, and Time Bound) criteria.
Finally, we evaluate more deeply the Customer’s personal buying criteria and how to respond to them. Through an understanding of the steps involved in the progression up the Customer’s “decision ladder” the final elements fall cohesively into place to produce a strategic plan.
At the end of Day 1, each student is asked to choose an account from which you would like to see a solid volume increase, in terms of loan production, to address in their strategy session on Day 2. (Preparation of a PowerPoint presentation normally requires three hours on the evening of Day 1.)
Day 2 - Individual Presentation of Strategy
Each student delivers a 25 to 30 minute presentation to their management and peer group. They review the strategy he/she has created to improve production in the selected account by using the skills learned during Day 1.
Immediately following the presentation, the student performs a 15-minute sales call with the instructor using the selling principles taught throughout all of the previous courses.
Both the student’s strategy session and the sales call are videotaped for critique at a later time by the company’s management staff. This hones the salesperson’s capability to handle effectively any selling situation you may encounter in today’s competitive lending environment.
When should the wholesale/correspondent salesperson go through this program?
For best results, the sales staff should participate in Course Four approximately six months after the successful completion of Course One and when management feels the proper focus and effort are being put forth by the Account Executive toward increasing their purchase market share.
This course can be used as a reward to those salespeople showing the most improvement!