LESSON 1: New Selling Rules for Success in Origination
- What Makes Top Producers Successful
- Current Mortgage Market & MBA Forecast
- Today's New Marketing Models
- New Selling Rules for Originators
- 8 Minutes
Lesson Series
MasterClass Sales Training Program
Ready to get more referral sources and close more loans? The MCST program is based on what really works to increase production in mortgage origination.
LESSON 2: How to Identify Your Selling Sweet Spot
- What are Referral Sources & Consumers Buying?
- Your Lender's Brand vs. Your Personal Brand
- Identifying Your Ideal Customer Profile
- Scaling Your Sales Comfort Zone
- 5 Minutes
LESSON 3: How to Focus Prospecting Efforts for Best Results
- Three Marketing Messages for Originators
- Deeper Dive: Real Estate Agent Profile
- Top Realtors' Sales Performance
- Establishing Prospecting Time Frames
- 9 Minutes
LESSON 4: How to Reach Top Real Estate Agents & Win their Business
- Engaging Top Real Estate Agents
- What a Top Agent Sales Model looks like
- Four Realtor Personality Types
- Aligning Messaging with Realtor Challenges
- 9 Minutes
LESSON 5: How to Position Yourself as a Strategic Partner to Top Realtors
- Edging Out Your Competition
- Four Selling Levels of Originators
- Highest Level of Selling: Being a Strategic Partner
- Five Steps to Displace Your Competition
- 10 Minutes
LESSON 6: How to Engage: Attorneys, Financial Planners & Accountants
- Engaging Non-Realtors
- Why You Should Market to This Group
- Aligning Market Opportunity with Time Commitment
- Five Steps to Capture Referral Business from Non-Realtors
- 7 Minutes
LESSON 7: How to Leverage LinkedIn for Better Prospecting
- Why Social Selling is Critical for Sales Success
- Determining Your Social Selling Index
- Deeper Dive: LinkedIn
- Five Steps to Prospecting Success with LinkedIn
- 9 Minutes
LESSON 8: How to Use Facebook to Increase Lead Generation
- Facebook's Massive Reach: Understanding Facebook Networking
- Personal Facebook vs. Facebook for Business
- Three Goals for Facebook Business
- Increasing “Likes” & Engagement
- 8 Minutes
LESSON 9: How to Use Instagram to Target a Younger Customer Base
- Essential Instagram (IG) Demographics & User Data
- Personal IG vs. IG Business Accounts
- Using IG Story & Highlights
- Creating Great IG Content for Business
- 6 Minutes
LESSON 10: How to Boost Prospecting Efforts with Video
- Why Video is Such a Powerful Format
- Adding Video to Your Prospecting Efforts
- Different Types of Videos in Selling
- Tips for Creating Compelling Sales Videos
- 5 Minutes
LESSON 11: How to Use Webinars and Podcasts to Improve Prospecting
- Generating Interest with Webinars & Podcasts
- Webinar & Podcast Checklist
- Advantages of Live Stream Events
- Best Practices for Hosting Webinars, Podcasts & Live Stream Events
- 8 Minutes
LESSON 12: How to Optimize Email for Lead Generation
- Why Email Outreach is Still Valid
- Tactics for Effective Email Communication
- Aligning Your Message with Target Group's Interests
- Perfect Timing: Importance of Trigger Events
- 5 Minutes
LESSON 13: How to Ask for the Business
- Aligning Sales Methods with the Law of KLT
- Winning at One-on-One Interaction: Five Steps to Success
- Addressing Cognitive Biases
- Three Questions to Ask Your Prospect
- 7 Minutes
LESSON 14: Best Practices for Winning at the Customer Interaction
- Asking for the Business (AFB)
- Start with this Request & Take Control
- Using the Right Words at the Right Time
- Make a Public Request
- 7 Minutes
LESSON 15: Proven Tactics to Overcome Objections
- Six Common Objections
- Two Types of Buyers: Price & Fake Price Buyers
- Real Issues for Fake Price Buyers
- Success Strategies to Overcome Objections
- 6 Minutes
LESSON 16: How to Make a New Sales Habit Stick
- Moving Out of Your Comfort Zone
- Three Ways to Create Lasting Change
- Laws of Changing Behaviors
- How to Reinforce New Habits
- 6 Minutes
