Managing The Loan Officer Sales Process
A Leadership Workshop in Personal Change and Developing Solid Producers
Objective
The workshop system focuses on physically assembling an individualized marketing system, test driving it through individual role-playing and working with a coach to enforce accountability. There is no former-loan-officer-as-pundit giving advice from a stage. All instructors are active in the mortgage industry. No theory, just process.
Objective
The workshop system focuses on physically assembling an individualized marketing system, test driving it through individual role-playing and working with a coach to enforce accountability. There is no former-loan-officer-as-pundit giving advice from a stage. All instructors are active in the mortgage industry. No theory, just process.
Customized to YOUR Firm's Process, Products and Ideology
For companies to have their own sales training program, they need to have a formalized process. We can take our template material and customize it to your firm's process. We can design self-paced modules and on-line accountability measurement systems to allow managers to track individual originators progress.
Course Methodology
The individual loan originator learns the specific needs of his or her marketplace. Instead of learning to sell loans, template systems are used to provide solutions for referral business partners. The originator customizes his or her plan based on what he or she has been successful doing in the past. He or she develops a plan to augment actual performance as a catalyst for new business patterns. Change happens slowly.
Syllabus - Systems-Based Selling
Teaching:
The workshop focuses on assembling a portfolio of solutions which specifically match the needs of the target marketplace and a plan to introduce, follow up, and cull out all but the most promising prospects. Most top producers only have 6 - 12 top referral sources. These systems develop stress-free business models.
Timing
Over the course of 3 months, approximately 1 hour each weekday will be devoted to a particular strategy and marketing task. The system records marketing events that and results to record progress. At the end of the 3 month period, the sales person will have a defined marketing plan, contacts, follow up strategy and template for success.
Materials Provided
Course Methodology
The individual loan originator learns the specific needs of his or her marketplace. Instead of learning to sell loans, template systems are used to provide solutions for referral business partners. The originator customizes his or her plan based on what he or she has been successful doing in the past. He or she develops a plan to augment actual performance as a catalyst for new business patterns. Change happens slowly.
Syllabus - Systems-Based Selling
Teaching:
- Selling Systems to Real Estate Related Referral Sources
- Executing Niche Solutions
- First Time Buyer System
- Investor Selling System
- Affluent Borrower System
- Ethnic Niche System
- Credit Repair System
- In-house Lender System
- Retail Correspondent System
- Alternative Sources of Business
- Financial Advisor/CPA System
- Attorney System
- Property Manager System
The workshop focuses on assembling a portfolio of solutions which specifically match the needs of the target marketplace and a plan to introduce, follow up, and cull out all but the most promising prospects. Most top producers only have 6 - 12 top referral sources. These systems develop stress-free business models.
- Prepare an introductory package that accurately reflects needs of target market
- Customize Marketing Systems that allow the loan officer to effectively manage sales efforts
- Implement Automated Systems to insure that efforts are yielding results
- Create Time Management Systems to maximize the amount of time spent selling
Timing
Over the course of 3 months, approximately 1 hour each weekday will be devoted to a particular strategy and marketing task. The system records marketing events that and results to record progress. At the end of the 3 month period, the sales person will have a defined marketing plan, contacts, follow up strategy and template for success.
Materials Provided
- Text - Workbook - "Developing a Loan Officer Marketing Plan"
- Tools, Worksheets and Exhibits (electronic)
- Quizzes/Tests/Final Assignment/Marketing Report
- Completion Certificate