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Rave 3-hour Seminar for Mortgage Professionals

Syllabus

Duration: 3-hour seminar, free to all Mortgage Professionals

Learning Objectives:  To provide a basic understanding of:

  1. The fundamentals for leading salespeople in the mortgage industry
  2. The importance of business planning
  3. The value of expanding one’s prospect base
  4. The importance of marketing to create a professional image
  5. The format for facilitating client presentations
  6. The psychology of client decision-making
  7. The importance of time management

Seminar Outline:  There are six things top producers do to succeed in any mortgage market:

  1. Business Planning: Operating a business without a business plan is like going on a trip without a roadmap.  Business plans are the foundation of every solid business, and every mortgage professional must plan for their future.  They need to set goals, determine what activities they need to perform each day to meet those goals, monitor their performance regularly and make adjustments if actual performance does not meet expectations. When their business runs efficiently, the client receives better service.

  2. Prospecting: Mortgage professionals must continually prospect for new business opportunities in order to build their business and be in control of their careers.  When the market is strong, business seems to just appear, but when the market slows down, only those with strong prospecting skills will survive.  Relationship selling is at the heart of our business, and we need to continually build our client base to grow.  We stress the importance of ongoing customer relations once potential clients have been identified.

  3. Marketing: Marketing creates visibility and perceived value for customers, which helps distinguish you from the crowd.  We explore the laws of attraction and simple strategies that guarantee a solid foundation for a marketing campaign.  It is critical to understand your target market so your marketing campaign can be tailored to their needs.

  4. Presentations: The best way to sell products and services to the public is through personal selling.  Each presentation can be customized to fit a specific client’s needs.  Building relationships is best done face-to-face so we explore the “how-to’s” of delivering dynamic client presentations.

  5. Objection Handling:  The master key to selling is the ability to understand the client’s needs and ensure we meet those needs.  We explore the psychology behind how clients make decisions and learn to isolate key issues and resolve them to end up with an outcome that is in the client’s best interest.

  6. Time Management: Work/life balance is one of the greatest challenges for all mortgage professionals.  We provide tips and techniques that professionals can use every day to guarantee excellent customer service and more productivity in less time. 


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