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 you’ll get on that investment.
Numerous sales training courses are script-specific or highly specialized and constrained, making them unsuitable for various service-based businesses and organizations such as mortgage lenders.
That’s why we developed a sales manager training program to help new and seasoned loan officers and other financial services sales professionals achieve sales success by focusing on the most critical 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 specialized loan officer sales training will provide your mortgage sales managers with the cutting-edge selling abilities they’ll need to compete in a market that is becoming more sophisticated and cutthroat. This will help them exceed their quotas and complete more transactions, which will help your business expand and, most importantly, boost your bottom line.
Before we get into how our sales training program can help you achieve your sales training goals, let’s first look at how selling loans and mortgages differ from selling other products and services.
Simply put, it’s a higher-stakes transaction, and individuals considering making that purchase or signing that loan note are usually substantially more invested in the entire process than in most other transactions. Sure, they’re searching for a loan, but they’re also asking for assistance and direction.
As a result, your mortgage sales manager training should include a thorough review of the consultative sales approach and instruction on how to teach and improve it that they can pass on to the sales staff that work under them.
Your mortgage sales representatives should approach sales conversations with the mind of recommending your product rather than merely pushing it as your competitors do.
Yes, prescribing in the manner of a doctor. You’re on the lookout for a cause of discomfort. Offering a consulting answer to a prospect’s 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.
The best and most experienced salespeople understand the significance of finding pain in a potential client’s present circumstance because, without that “pain”, the potential client will lack the motivation to purchase.
Your mortgage sales managers will learn how to identify that suffering through our specialized sales training, allowing them to investigate the true nature of the customer’s needs. When they get this down, they’ll be able to close a lot more deals.
Beyond producing more loan notes, this strategy also has another advantage: when your loan officers adopt a consultative approach, your brand is immediately elevated. You’ll 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 we’re sure you know.
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.
As part of your home loan sales training, we’ll start by discussing goal planning.
Most people fall short of their goals because they can’t clearly articulate them in writing that they can follow daily.
We’ll show them how to do it and how your salespeople can fulfil their goals rationally– adjusting them to your company’s internal demands and needs.
A mortgage sales manager must also motivate their team to do the same. We show them how to take what they learn with us and instil it in others. We help them do what we do back in their office setting.
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, businesses will be better equipped to market mortgages and loans since they will have a better understanding of why customers want to purchase their goods or service.
Our “mortgage loan officer sales training” teaches loan officers how to accomplish precisely that.
But that’s 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 isn’t the reason people leave.
They leave because they don’t feel motivated to sell, or that their efforts don’t 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.
Power questions probe past the surface to expose the truth about your potential client’s 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 they’ve learned into practice.
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.
To begin with, your potential customers have already heard them all, so when your loan salespeople at any level use them, you immediately lose credibility.
Second, while it might seem intriguing on paper, how are you supposed to remember 20 different scripts, and what if something unexpected occurs?
Your mortgage sales managers will learn our objection handling method instead of memorizing a lot of different scripts, so they only have to memorize one. We’ll then work with them so that they will be able to pass this crucial knowledge on to their own sales teams and ensure that everyone is on the same page.
We’d love to tell you more, including how opting for bespoke sales training like our trumps the one-size-fits-all sales training packages offered by many of our competitors. Contact us today and let’s talk!
Ideally your entire team of mortgage sales managers and potentially your mortgage sales team as well.
Having all of your managers attend the training helps ensure old concepts are reviewed and everyone gets the potential to learn new skills.
The more people on your team that has gone through our fully comprehensive sales manager training, the more effective your team will be.
Yes, you really do need mortgage sales manager training!
Even more so, you need Pearl Lemon Sale’s mortgage sales manager training. Even the best person on your team could have one area they could strengthen. Our bespoke sales training is designed to address the unique needs of your team.
Mortgage sales managers coordinate mortgage loans in a bank. This means supervising mortgage loan consultants and develop loan programs, implement sales strategies, and align staff duties with business goals.
By taking mortgage sales manager training, you will be better able to run your team and secure more closed loan offers. This means your team will run smoother and more efficiently as well.