Two day program designed specifically for today’s mortgage professionals.
Virtual trainings are NOW AVAILABLE for all of our programs. Contact for details.
This is the core program for today’s mortgage professional. This course addresses all of the key challenges that face sales people day-to-day and provides a blueprint for their success. The course objective is to develop their sales skills to a level where they can consistently become the lender to whom their customers regularly utilize for their financing needs.
If you answer yes to any of these questions, you can benefit from this course.
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Wasting too much time on “comfort calls” and not effectively prospecting and securing business from the best possible producing sources?
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Stumbling in your attempts to create Customer relationships?
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Unable to put together an effective business strategy?
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Enjoying some successful customer relationships but want to solidify those relationships and establish new ones with higher producing sources?
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Unsure how to handle the Customer who says, “I already have three good lenders. Why do I need you”?
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Finding that closed offices and offices with in-house lenders are inhibiting your ability to get to the agents you need to talk to?
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Discouraged or defeated by the Customer who tells you, “I worked with your company before and it was not a pleasant experience. Why should I think that things have changed?”
Seven major learning points that will help you face these challenges are achieved upon the completion of the two-day program.
Day 1 - Skill Development & Training
Day 1
Point 1:
Developing an Effective Prospecting Plan
Developing an effective prospecting plan is the sales person’s first step in building a successful business strategy. By reviewing the individual’s current customer base, we develop an initial calling plan, including the number of offices to call upon and the total number of customers to work with for maximum results; as well as teach the sales person how to identify the customers with whom he/she will have the greatest potential to build a quality relationship. Of paramount importance is targeting the customers who are doing the business.
Point 2:
Utilizing Proven Appointment Setting Techniques
One of the key components of this selling system is teaching the sales person how to professionally set an appointment. Today, more than ever before, this is a crucial step if you are to be a quality producer. With more closed offices, in-house lender environments as well as more of your customers working remotely out of their residence than they previously had done creates an obstacle, you must strive to differentiate yourself from all the other “me too” lenders trying to get an appointment.
By implementing one of our nine proven methods, we feel confident that he/she will get the audience needed in order to win in this increasingly competitive marketplace. If getting the appointment is “half the battle,” we’ll get you on track toward “winning the war”.
Point 3:
Controlling the Sales Call with the Right Communications Process
By using the professional selling style known as Need Satisfaction Selling, the ability to control the interview through the right communication process leads to a successful sales call. A thorough understanding of the building blocks of Need Satisfaction Selling is accomplished by helping the loan professional get hands-on experience in:
- Questioning
- Listening
- Reinforcing
- Closing
We will provide the actual client profile-questioning plan that has yielded proven results. By teaching the sales person the true difference between selling “benefits” instead of “features,” your sales force will be ready for anything that comes their way.
Point 4:
Reading the Customer’s Personality and Responding to it Accordingly.
Understanding the unique Customer personalities a sales person may encounter
enhances your chance of success during the interview. By reviewing the four main sales personalities with a focused perspective on your customer’s community, we teach how to handle each individual customer and establish with whom your sales person should be working, based upon his/her personality.
Point 5:
Identifying Customer Attitudes and Handling them Effectively.
The biggest challenge facing a sales person often arises in this area. With obstacles presented by existing relationships, bad past experiences or unfamiliar attitudes. This module teaches proper identification and handling of a prospect’s:
- Indifference
- Skepticism
- Objections
This makes your staff more effective and professional on their sales presentations. Without this skill, many calls fall apart unnecessarily.
Point 6:
The Value of Knowledge
We stress the importance of being aware of trends and changes in the industry, as well as the value of continually expanding knowledge in four main areas:
- Your company
- Your competition
- Your industry
- Your marketplace
By becoming familiar with these elements in detail your staff members will acquire the confidence to set them apart. This confidence will lead to an increase in enthusiasm and we believe that enthusiasm sells. None of this can occur without a solid foundation of professional knowledge.
Point 7:
Implementing a Professional Follow-Up System
Sales is more than making a sales call. It’s your ability to truly differentiate who you are versus your competition who DOES NOT follow up. This is critical in your ability to gain a quality business partner. You will earn the Customer’s business through persistence with professional follow-up. Our total selling system focuses on the necessity of a methodical plan that will wear down the Customer’s resistance until they provide you with the opportunity to work with them. The old adage “out of sight, out of mind” will not arise as our easy-to-implement, professional follow-up system will keep the selling focus on the Customer without being overbearing. We provide a definite purpose for your people to be out in their accounts without having the feeling of “just hanging around.”
Day 2 - Putting Education Into Practice
Day 2
Individual Role Plays
This is where the learning really begins! Each student is videotaped in a role play as though on a professional sales call, with the instructor acting as the Customer. The student must utilize the techniques learned during Day 1 in a 15 to 20 minute videotaped interview. Immediately following the interview, the role-play is critiqued by the class as well as professionally critiqued by the instructor using the power of video playback.
At day’s end the students have participated in or witnessed numerous role plays; with each one, their skills improve. Repeated practice makes their new skills almost habit by the end of the day!
Action Plan
Upon completion of these role-plays, we provide a comprehensive 60-day action plan to ease the students into our selling system. This action plan affords them the highest return on their new selling skills.
Post-Training
Your company receives an individual written critique for each student. In the critique, the instructor assesses the student’s ability and offers specific recommendations to management for individual follow-up. To yield optimum results, it is recommended that the student attend Course Three approximately six months later. Management is encouraged to attend Course Two to obtain the necessary supervisory skills.
