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.
