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The Mission:
To provide you with the essential knowledge, tools, strategies, and disciplines that will accelerate your production and transform your business!
ADVANTAGE ONLINE Series (I & II) - Eight Weeks
(Click here
for ADVANTAGE ONLINE Agenda)
ADVANTAGE ONLINE I | ADVANTAGE ONLINE II
ADVANTAGE ONLINE I - Wholesale Account Executive Workshop
Week 1 – Marketing Effectively
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Measure yourself against the six attributes of the most successful AEs to effectively prioritize.
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Identify the specific Key Targets you want to focus on to create unbelievable momentum.
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Profile your Key Targets and create powerful marketing strategies.
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Know how to effectively obtain an appointment with a Key Target to grow your production.
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Determine your level of persistence and what is necessary to gain market share.
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Week 2 – Building Relationships
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Select quality one-on-one activities to build your relationships and create memories.
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Learn the art of asking open-ended questions by utilizing the FORD technique.
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Identify your unique selling proposition so brokers will select you as their lender of choice.
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Learn a powerful technique for opening a one-on-one ten minute meeting.
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Interview a Key Target with confidence and create a long-term sustainable relationship.
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Create your customized one-on-one Key Target presentation.
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Overcome the most common broker/loan officer objections by confidently addressing them.
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Week 3 – Following Through Effectively
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Create business disciplines to keep you focused on your business generating priorities.
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Exceed your commitments and build a respected reputation.
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Send value-added information to Key Targets that gets their attention and their business.
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Identify the various sources for creating value-added marketing pieces to establish you as the expert.
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Determine the mindset of a fanatic and how to achieve excellence in your business.
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Week 4 – Delivering Results
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Build a team commitment to provide great service to your Key Targets.
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Effectively manage your pipeline to deliver exceptional service.
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Ask for more business during the loan approval process.
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Conduct a powerful post closing activity to generate customer referrals for your Key Targets
and their referral sources.
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ADVANTAGE ONLINE II - Wholesale Account Executive Workshop
Week 1 – Efficiency In Time Management
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Achieve flawless execution of your Business Plan and the vision needed to reach your goals.
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Measure your daily activity to ensure success in owning your marketplace.
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Strategically market your services by persistently focusing on your Key Targets.
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Select the right referral sources and territory to quickly accelerate your business.
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Create a blueprint for success through writing and implementing your AE Business Plan.
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Week 2 – Maximimizing Sales Productivity I
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Learn the number one secret to success in sales based on 30 years of research.
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Learn what Sales Call Reluctance is and how much it costs you monthly.
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Understand the traits of natural self promoters and the three critical techniques they employ.
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Week 3 – Maximimizing Sales Productivity II
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Assess your specific sales call reluctance and how it could be costing you thousands of dollars in lost commissions each month.
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Learn how to overcome your sales call reluctance by employing mortgage-specific strategies and proven prescriptions provided by the experts.
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Week 4 – Powerful Presentations
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Uncover the secrets to selecting the right office in order to be more strategic with your time.
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Create a marketing strategy to capture the business you want from an ‘open’ or ‘closed’ office.
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Interview a broker effectively and with confidence in order to gain loyalty.
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Learn the five keys to making powerful sales meeting presentations and capture more business.
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Deliver the most effective lunch-n-learn programs to become the AE of choice among Key Targets.
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End of ADVANTAGE ONLINE Agenda
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