During this powerful eight week series, a loan officer will walk away with The Four Pillars of Success in sales. Each pillar is critical to the process of building a purchase business of key referral sources – the Key Targets®. They’ll also receive a strategic business plan (Navigation Plan®) for increased production. It provides the methodology of time management and outlines key activities that will ensure predictable success long term.
During these eight power-packed classes, a loan officer will:
Class 1 – Marketing Effectively
- Be evaluated against the six attributes of the most successful loan officers to prioritize opportunities for pipeline growth
- Identify specific Key Targets® to enable a predictable referral source business
- Learn how to profile Key Targets® and create marketing strategies that get their attention
- Learn how to obtain an appointment with a Key Target® to increase production
Class 2 – Building Relationships
- Receive a proven process for conducting quality one-on-one appointments with Key Targets®
- Identify a unique selling proposition to increase referrals
- Receive a customizable one-on-one presentation to effectively showcase a value proposition
- Prepare to overcome the most common Key Target® objections with confidence
Class 3 – Following Through
- Identify important business disciplines for executing on daily priorities
- Learn a process to exceed expectations and build a respected reputation
- Obtain various sources of value-added marketing pieces to maximize authority
- Gain a dedication to achieving excellence in business
Class 4 – Delivering Value
- Build a team committed to providing great service to Key Targets®
- Gain a structured process for productive processor meetings
- Learn to leverage every closing with highly effective marketing strategies
- Implement a post-closing strategy that will effectively grow repeat business from customers and Key Targets®
Class 5 – Efficiency in Time Management
- Create a blueprint for success through writing and implementing a Navigation Plan®
- Leverage a planning process that maximizes prospecting time every day
- Measure marketing activity with Key Targets® to ensure marketplace ownership
Class 6 – Overview of Call Reluctance
- Discover the number one secret to success in sales based on 40 years of research
- Learn what sales call reluctance is and how much it costs a sales person monthly
- Understand the traits of natural self-promoters and the three critical techniques they employ to dominate their sphere of influence
Class 7 – Overcoming Call Reluctance
- Be assessed for specific types of sales call reluctance and recognize the financial impact on production
- Learn mortgage-specific strategies and prescriptions to address the 12 types of sales call reluctance
- Create a personal implementation plan to overcome sales call reluctance long term
Class 8 – Art of Implementation
- Evaluate prospecting activity to predict future production and continue momentum
- Receive key formulas for implementation to achieve professional goals
- Determine top three action items that will impact success
- Implement daily time-saving routines for mornings and evenings
- Establish a process for maintaining an impactful Navigation Plan®
