Mortgage Sales Manager Training

1
Mortgage Sales Manager Training
2

• Investing in sales training outside your
  organization is a smart move, but choosing who to
  work with can make a big difference in terms of
  the ROI youll get on that investment.
• Many sales training programs are script-specific
  or very niche and boxed in, making them
  unsuitable for a wide range of service-based
  organizations. Service based organizations like
  mortgage lenders.

3

• Thats why weve created a mortgage sales manager
  training program to assist new and experienced
  loan officers, as well as other financial
  services sales professionals, in achieving sales
  success by concentrating on the most important
  tool in their sales toolkit the sales process.
  And, unlike the industry, our mortgage sales
  manager sales training is customized to meet the
  needs of each and every client.
• Our custom loan officer sales training will equip
  your mortgage sales managers officers with the
  advanced sales skills theyll need to compete in
  an increasingly complex and competitive niche,
  increasing their quotas and closing more sales,
  which will help your company grow and, most
  importantly, increase your bottom line.

4
Why Should Mortgage Sales Manager Training Be
Different?

• Lets take a look at how selling loans and
  mortgages varies from selling other products and
  services before we get into how our mortgage
  sales manager sales training program can help you
  accomplish your sales training goals.
• In simple terms, its a higher-stakes
  transaction, and those considering making that
  purchase, or signing that loan note, are normally
  significantly more emotional about the whole
  process than they are about most other purchases.
  Sure, theyre searching for a loan, but theyre
  also asking for assistance and direction.
• As a result, your mortgage sales manager training
  should include a thorough review of the
  consultative sales approach, as well as
  instruction on how to teach and improve it that
  they can pass on to the sales staff that work
  under them.

5

• Your mortgage sales managers should approach
  sales encounters from the position of prescribing
  your offer, rather than merely pushing it like
  your rivals.
• Yes, prescribing in the manner of a doctor.
  Youre on the lookout for a cause of discomfort.
  Offering a consulting answer to a prospects
  suffering can make a real difference for those
  ready to listen (and sell a lot more loans.)
• Emotion underpins all transactions, with
  consumers making purchases for two separate
  emotional motivations. These motivations
  originate from a desire to avoid pain by focusing
  on pleasure and desires instead. This is
  particularly true for anyone seeking a loan.

6

• The best, most experienced sales professionals,
  such as the sales trainers that give Pearl Lemon
  Sales loan officer sales training, recognize the
  importance of identifying pain in a potential
  clients current situation, since without
  suffering, the potential client will have no
  reason to buy.
• In our bespoke sales training, your mortgage
  sales managers will learn how to recognize that
  suffering in a kind, consultative approach, so
  they can get to the truth of what theyre really
  trying to buy, rather than sticking on the
  surface like most Mortgage and Loan Sales
  Professionals do. Theyll be able to close a lot
  more business once theyve nailed this.
• Theres another benefit to this method that
  extends beyond generating more loan notes when
  your loan officers use a consultative approach,
  they instantly improve your brand. Youll be seen
  as a business that cares, not just one that wants
  to assist them rack up more debt, by the
  prospect. That kind of reputation is gold, as
  were sure you know.

7
What Does Sales Training For Mortgage Sales
Managers Teach?

• Our flagship curriculum is great for mortgage
  sales managers.
• The following are just a few of the main topics
  covered in our curriculum, which delves deep into
  each element of your crucial sales process.

8
Successful Goal-Setting

• The first issue well cover in order to help you
  with your mortgage loan sales training is goal
  setting.
• The majority of people fail to achieve their
  goals because they are unable to write them down
  in a convincing manner that they can adhere to
  every day.
• Well teach them how to do it, as well as how
  your salespeople can not only achieve their goals
  in a logical manner, but also connect them to
  your companys internal demands and needs.
• A mortgage sales manager also needs to motivate
  their team to do the same. We show them how to
  take what they learn with us and instill it in
  others. We help them do what we do back in their
  office setting.

9
Breaking Down A Loan Sale's Psychological Aspects

• What makes our mortgage sales manager sales
  training unique is that we also go through the
  psychology of why people buy.
• Students look at the subconscious and conscious
  reasons why people buy things in the first place.
• As a result, because they will have a better
  grasp of why consumers want to buy their product
  or service, they will be able to sell mortgages
  and loans more successfully.

10
Relationship Building

• People who they like and trust are more likely to
  buy from them.
• Rapport is essential, and it should be developed
  both intentionally and unconsciously.
• Our mortgage loan officer sales training teaches
  loan officers how to do just that.
• But thats not all. We also help mortgage sales
  managers learn how to develop better working
  relationships with their own team. Attrition is
  the number one enemy to those hoping to head a
  winning mortgage sales team, and money usually
  isnt the reason people leave.
• They leave because they dont feel motivated to
  sell, or that their efforts dont seem to be
  appreciated. During our mortgage sales manager
  sales training, we show participants how they can
  motivate their team to sell more without
  alienating them.

11
Powerful Questioning

• Power questions probe past the surface to expose
  the truth about your potential clients
  difficulties and pain points. Many salespeople
  concentrate their sales interactions on features
  and benefits, reeling off the same pitch over and
  over again.
• This hinders their sales since they keep the
  discourse simple and logical, and basically very
  cold. People buy on an emotional level, therefore
  they need to know how to connect with them
  without losing their calm or diminishing their
  expertise. Our sales trainers will make sure that
  your mortgage sales managers not only know how to
  do it, but also that they can put what theyve
  learned into practice.

12
Taking Care Of Objections

• A lot of Pearl Lemon Sales mortgage sales
  manager training focuses on the harm salespeople
  do to their own sales performance by using
  gimmicky sales scripts to handle objections.
• There are two problems with this approach.

13
(No Transcript)