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.
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.
That’s why we’ve 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 they’ll 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.
Let’s 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, it’s 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, 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, as well as instruction on how to teach and improve it that they can pass on to the sales staff that work under them.
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. 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, 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 client’s 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 they’re really trying to buy, rather than sticking on the surface like most Mortgage and Loan Sales Professionals do. They’ll be able to close a lot more business once they’ve nailed this.
There’s 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. 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.
The first issue we’ll 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.
We’ll 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 company’s 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.
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.
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 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.
For starters, your potential consumers have previously heard them all, so when your loan salespeople at any level employ them, you lose credibility right away.
Second, while it may look interesting on paper, how are you supposed to memorize 20 distinct scripts, and what if something unexpected happens?
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!