Leader's Edge Training for Mortgage Professionals
Course Overview
Leader's Edge Training for Mortgage Professionals is a highly motivational course focused on increasing your production. The course is taught two formats:
- 1 day/week over 7 weeks from 10:00 a.m. until 3:00 p.m.
- 3 consecutive days from 9:00 a.m. until 5:00 p.m.
This course is designed to propel your career to the next level and keep it there. The 7-week course includes an accountability component each week where we measure your productivity to help you optimize your performance. The course combines instructor-led training with an extensive course manual that you will use as a reference tool for years to come. You are also given a 5-week action plan to keep you on track after the course is finished to ensure you implement everything you learn during the course.
Throughout the course we will use a combination of education and entertainment to keep you on the edge of your seat. You will be submerged in an exciting, interactive learning culture that will motivate and inspire you to become a top producer. By combining the power of a leadership mindset with proven systems and strategies, you will be fully prepared to meet the challenges of today's changing marketplace.
You will learn to master these topics during the course:
- Fundamentals For Leading Salespeople: We help you create a solid foundation on which to grow your business. We discuss the characteristics needed to succeed in our industry: vision, courage, discipline, work ethic, persistence, skill, attitude, patience, planning and tracking. We stress the importance of "relationship" selling to guarantee longevity, and how you need to work from a position of abundance created through continuously prospecting for new business. We discuss the importance of goal setting and give you a blueprint for success.
- Lead Generation: Mortgage professionals must continually prospect for new business opportunities in order to be in control of their career. We teach you several methods to build strategic alliances with Realtor partners to increase your business. We teach you where to find new clients, how to approach them and what to say. We focus on building a referral based business so business comes to you, and we show you how to harness the power of technology and social networking to capture and convert more internet leads. But the technology of today does not render the fundamentals of yesterday obsolete, so we also teach you solid prospecting techniques to grow your business regardless of the market conditions. We discuss the importance of maintaining an up-to-date customer relationship management system to keep in touch with past clients to nurture repeat and referral business. You will master the 12 keys for successful prospecting, and we provide you with several proven prospecting dialogues to help increase your success.
- Marketing: Marketing should create perceived value in prospects' minds so they want to work with you over the competition. You will learn how to stand out from the competition by personalizing your marketing campaign based on your unique personality traits and strengths. We teach you how to develop target markets and niche markets to increase your opportunities. We discuss the "must haves" of marketing (business cards, postcards, letterhead, envelopes, ads, flyers, brochures and e-mail headers/signatures). We discuss the importance of branding and having a consistent look and feel to all marketing pieces. We talk in depth about making media work for you, including direct mail campaigns, press releases, websites, e-mail campaigns, advertising and television. Lastly, we discuss the marketing pitfalls that you must avoid. We provide you with a sample marketing plan to assist in planning your annual marketing campaigns for the greatest effectiveness and efficiency.
- Mastering Client Appointments: One of the greatest challenges when working with clients is getting a commitment. We teach you the psychology of sales so you can better understand how clients think and how to build strong, committed relationships with them. We teach you several communication "techniques" that you can use to navigate through difficult issues with clients. You will learn a standard process to follow starting with things you can do leading up to the appointment, as well as the steps you should follow during every client appointment to increase your chances of success. We discuss the importance of using open-ended probing questions to draw out a client's motivations and concerns so that each presentation can be customized to fit that client's specific needs. We finish up by discussing the importance of using checklists for all routine processes and provide sample checklists for you to build on.
- Objection Handling: The master key to selling is the ability to understand the client's needs and ensure we meet those needs better than our competitors. We teach you the difference between client hesitations, objections and conditions and how to handle each to come up with the best resolution for the client. We discuss the 3 D's of objection handling: determination, dialogue and delivery. You will learn to master several objection handling techniques which will build your confidence when dealing with difficult issues. We also provide you with several proven dialogues that you can use to overcome just about every conceivable objection you will hear in the mortgage industry.
- Business Planning: Every business must have a solid business plan at its foundation. We stress the importance of setting realistic income goals and how to determine what activities you must do every day to achieve your goals. We teach you how to create a budget to determine the yearly income you want/need to earn, and then how to create a business plan to turn your income goals into concrete daily activities. We provide a sample budget and business plan that you can follow to create your own.
- Power Presentations: Meeting prospects one-on-one is the most EFFECTIVE way to do business, but meeting prospects in a group setting is the most EFFICIENT use of your time. You need to get comfortable giving presentations to small groups, whether it be to a group of real estate agents at an office meeting, a group of potential clients at a first time homebuyer's seminar, or to a group of potential investors at an investment seminar. We teach you how to deliver your presentations in an exciting way to better connect with your audience. We teach you about personalizing your presentations by sharing your experiences, how to create the right environment, how to use humour to engage your audience, the importance of setting clear objectives, dressing for success, arriving early, proper body language, using visual aids and getting the audience to participate. We discuss the components of successful presentations as well as the 20 deadly sins to avoid at all cost.
- Time & Life: This segment is designed to give you a "check up from the neck up" so you can deal with what might be the biggest road block to your success - yourself. We discuss the value of time and how we need to live in the moment. We discuss the importance of creating balance in our lives and we give you 24 techniques to better manage your time. We discuss the importance of maintaining a positive attitude and several things you can do to overcome challenges and stay strong in your career and relationships.
The Leader's Edge course covers everything you could possibly need to know to increase your business and become the top producer you want to be. We look forward to seeing you at our next course. If you would like more information, please phone our office at 866-607- 7999 and our friendly staff will be happy to answer all of your questions.
