ADVANTAGE

Providing wholesale account executives with essential knowledge, skills, strategies and business disciplines proven to grow production and accelerate success

 

Available Formats

  • Live Webinar

LEARN MORE ABOUT CLASS FORMATS

What’s Included

  • Eight 60-minute, instructor-led webinars
  • Over 25 post-class business tools at no additional cost

The path to success for Wholesale Executives.

ADVANTAGE empowers wholesale account executives to elevate their business by organizing their activities, finding new referral partners, and ultimately increasing production.

The ADVANTAGE Online Series teaches account executives how to efficiently and effectively:

  • Examine current territory, rank accounts and clarify a vision for business growth
  • Develop a business plan that provides a roadmap for their chosen goals
  • Identify and develop their distinct advantages over the competition
  • Understand the keys to relationship selling in all market conditions
  • Execute a strategy to increase production immediately, and sustain performance over the long-term

Agenda

8 Webinars

Class 1 – Marketing Effectively

  • Effectively prioritize goals based on the six attributes of the most successful LOs
  • Identify specific key referral sources to spur momentum.
  • Profile key referral sources and create powerful marketing strategies.
  • Learn to obtain an appointment with a referral source to grow their production.

Class 2 – Building Relationships

  • Learn the art of asking open-ended questions by utilizing the FORD technique.
  • Identify a unique selling proposition to gain more business from brokers.
  • Create a customized one-on-one referral source presentation.
  • Confidently address and overcome common referral objections.

Class 3 – Following Through Effectively

  • Create disciplines to remain focused on business-generating priorities.
  • Exceed commitments and build a respected reputation.
  • Identify the various sources for creating value-added marketing pieces that strengthen perceived expertise
  • Explore how embracing the mindset of a fanatic aids in achieving excellence.

Class 4 – Delivering Results

  • Build a team committed to providing great service to key referral sources.
  • Effectively manage a pipeline to deliver exceptional service.
  • Propose more business during the loan approval process.
  • Conduct a powerful post-closing activity to generate traffic from key referral sources.

Class 5 – Powerful Presentations

  • Uncover the secrets to selecting the right office to be more strategic in time management.
  • Create a marketing strategy to capture business from ‘open’ or ‘closed’ offices.
  • Gain loyalty from brokers through effective, confidence interview techniques
  • Learn the five keys to making powerful sales meeting presentations and capturing more business.

Class 6 – Maximizing Sales Productivity I

  • Learn the number one secret to success in sales
  • Learn the significance and monthly cost of Sales Call Reluctance
  • Understand the traits of natural self-promoters and the three critical techniques they employ.

Class 7 – Maximizing Sales Productivity II

  • Assess specific Sales Call Reluctance and its monthly potential cost of thousands of dollars in lost commissions.
  • Learn how to overcome Sales Call Reluctance by employing mortgage-specific strategies provided by the experts.

Class 8 – Efficiency In Time Management

  • Achieve flawless execution of a Business Plan and the vision needed to reach goals.
  • Measure daily activity to ensure success in owning the marketplace.
  • Strategically market services by persistently focusing on Key Targets®.
  • Select the right referral sources and territory to quickly accelerate business.

Register for ADVANTAGE today!

Contact our sales team for availability and pricing for this program.

Become a Corporate Partner

XINNIX Corporate Partnerships empower businesses to achieve company-wide production growth with customized development programs, business management tools, highly-trained XINNIX Performance Specialists and more. Contact our sales team for more information.

Talk to Us

If you have any questions about our programs or other offerings, we’d love to hear from you! Call us at 678.325.3500 or contact us online!

“My account executive sales team of eight has a range of sales experience from nine to over thirty years. The XINNIX Advantage training program has been a tremendous asset and motivator. Each month a new topic is discussed that has helped the account executives refocus, reenergize and prioritize. The training has also aided the account executives in determining their own personal strengths and weaknesses. The account executives have become more aware of the importance of a solid business plan that includes a daily flight plan and to focus on key customers. I highly recommend the ADVANTAGE Program to any one in sales.”

– M. BAUER

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