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1-Business Development
- 1. The Alterra WAY A peek inside one of Americas fastest growing mortgage companies.
- 2. • Business Planning • Culture • Fast Track • Alterra Sales System
- 3. Help you succeed. 1 Goal
- 6. POWERFUL Business Plan 1. DOUBLE YOUR BUSINESS IN 90 DAYS! 2. Clear path to reaching your goals on a daily basis 3. Accountability driven by personal goals NOT company goals 4. Know exactly who is sending you business and who you are wasting time with 5. Stay focused on productive money making activities. What’s your number? Income Goal Total Talk To’s YOUR # $100,000 952 3.3 $200,000 1905 6.6 $350,000 3333 11.6
- 7. What is the cost of not knowing?
- 8. A B Without knowing your numbers, it becomes easy to think person ”B” is more valuable because they send you so many leads.
- 10. Progress Report MR - CA302 Started PULSE 350% Average Increase over previous years monthly production. (Mar & Apr)
- 12. Humble HungrySmart Does this describe you? Humble: Most important. More concerned with the success of the team than ”getting credit”. Hungry: Desire to work hard, put in the hours, self motivated, volunteer to fill gaps and are always looking for ways to help the team. Smart: They show good judgement with people, team dynamics, love to problem solve and are highly self aware of how they impact others.
- 13. PEOPLE MATTER
- 14. OWN IT!
- 16. We work HARD and SMART
- 17. DID YOU KNOW? 2016 National Homeownership Rate 63.5% 2016 ALTERRA Homeownership Rate 48.7% EMPLOYEE DOWN PAYMENT PROGRAM!
- 19. Phase I Preparation “If I had 8 hours to chop down a tree, I’d spend 6 hours sharpening my axe.” -Abe Lincoln 90 Day Fast Track to Success
- 20. An Alterra short documentary.
- 21. Objectives 1 Prepare In the ”Prepare” phase we will focus on the necessary skills to get the loan officer ready for success. This phase requires attention to detail and patience in understanding that this will pay off in the end. 2 Train The objective the ”train” phase is to develop the basic skill sets needed to hit the ground running as a sales professional. 3 Execute In the “execute” phase we put it all together as they begin to pursue realtor relationships and database leads.
- 22. Preparation – week 1 Goal is to accelerate the learning process to make effective contribution faster. Prepare Train Execute Accelerated learning process to understand the role, team, company, product and market. • Sales Assessment • Basic mortgage knowledge • Powerful onboarding process • Basic Product Guidelines • Pillar products • Mentorship • Business Planning
- 23. Sales Training & Practice – week 2 Goal is to get them in front of Real Estate agents as quickly as possbile. Prepare Train Execute Laying the foundational skills and disciplines that will facilitate success in the months and years to come. • Fundamental sales training • Personal story development • Database creation • Lead Tracker – PULSE • Scripting • 5 Practice 1003’s
- 24. Execute – Week 3-12 Goal is to move from beginner to proficient in prospecting and presentation. Prepare Train Execute Putting into practice everything that has been learned to demonstrate immediate success. • Appointment setting • Handling common questions • Interviewing realtors • Full NEEDS Analysis • Proposing Solutions • LEARNING!
- 25. 90 Days60 Days30 Days Plan Leadership Ownership Sales Assessment Essential Knowledge Onboarding PULSE Planning Sales Training Database Creation PULSE Lead Tracker Scripting Phase II Launch Realtor PUSH Deliver analysis summary Realtor Interviews Full Interview/Presentation Database & Realtor PUSH Key tasks to complete for 30,60,90 day plan.
- 27. It doesn’t matter how many resources you have If you don’t know how to use them, It will never be enough.
- 28. Alterra High Performance Sales System BNTouch/ BetterLoanOfficers/ PRONTO PULSE/ Lending QB / PRONTO PULSE / PRONTOPULSE / PRONTO Calendar / PULSE / PRONTO Tool and Aids Prospecting Setting Appointments Presentation Of Value Gain Commitment After Care & Follow up • Phone meeting/interview • In person meeting/interview • Coffee/Lunch/Dinn er • Invite to event • Mini seminar to qualify leads • Email concierge package Lead is generated Date, Time & Place Identified COMMITMENT/ OBJECTIVE SALES PROCESS SALES PROCESS ACTIVITIES AND MILESTONES • Referrals • Past clients • Business partners • Realtors • Networking • Trade associations • Realtor Events • Website • Direct Mailings • Builders • Annual Review Calls • Fill out Concierge together • Client Presentation • BP presentation • Napkin presentation • Speak at event • Train them to give you referrals • Debrief after class • Niche topic seminars • Pull Credit • Get an appraisal check • Fill out application • Get referrals • Set them up for success with reviews • Keep talking about the benefits and why they decided to sign up • Be assumptive Drip campaigns Tuesday Updates Newsletter Fruit basket PRONTO: to collect all documents & communicate everything Credibility, Differentiation & Trust Credit Pull/Application Signed Wow! Annual Review Script Annual Review letter USP List Realtor Event Script 30 Second Personal Commercial Power Questions • Appointment Script • Seminar script • Calendar system • Eventbrite.com • Alternate Choice • Assumptive Attitude • Concierge form Client Presentation Your “Why” Virtual Purchase Tour BP Presentation BP Value Proposition Napkin visuals Personal story BetterLoanOfficers.com PROSheet Application Rebuttals to Objections Quality Close Trial Close Assumptive Close Care enough to be unreasonable Quality Survey Sale Follow-Up Letter PRONTO Phase 1 Phase 2 Phase 3 Phase 4 Phase 5 PULSE / PRONTO Getting Referrals Celebrate the win and congratulate client Ask throughout the process and especially at moments of satisfaction Ask, Ask, Ask First payment due Fruit Basket PRONTO: “did you enjoy” script Multiple Leads generated Referral Script Book: Endless Referrals Phase 6 TECHNOLOGY
- 29. OWNERSHIP “You can delegate authority, but you cannot delegate responsibility." -Byron Dorgan The first critical component to ensure success of these 90 days and beyond is to have a leader that is fully engaged and owning the process. There are a lot of things you can delegate in life but Leadership is not one of them. There are two roles that need to be defined before you begin. 1. Branch Manager 2. Mentor In many cases, the Branch Manager will play both roles but in some cases they will select a ”mentor” to the Loan Officer. The mentor will act as a guide, coach and accountability partner throughout the 90 days.
- 30. MENTORSHIP Mentorship is a relationship in which a more experienced or more knowledgeable person helps to guide a less experienced or less knowledgeable person. The mentor may be older or younger than the person being mentored, but she or he must have a certain area of expertise. It is critical that the selected mentor understand the importance of their role and that they have the bandwidth to be able to fulfill the commitment. “If you light a path for someone it will also brighten your own path.”
- 31. SPQ GOLD® The Sales Preference Questionnaire™ (SPQ*GOLD®) is a limited purpose self-descriptive instrument used to assess the presence, predisposition, and degree of sales call reluctance® in candidates for sales positions. It is also used to provide assessment-based support for training and developmental applications with current salespeople. SPQ*GOLD® measures all 12 call reluctance® types, three call reluctance "impostors," and includes three scales used to detect non-standard attitudes toward completing the instrument. One scale, the "Brake" score, is a statistical composite computed from aggregating scores from the 12 diagnostic sub-categories, and is interpreted as an overall estimate of the effort which could have been available to support sales prospecting but is instead diverted into non-productive coping behaviors intended to reduce emotional discomfort associated with prospecting for new business.
- 32. Thank you, DanaKiklis VP of Sales of Business Expansion NMLS# 304660 Cell: #(781) 325-5312 (Call/Text) Office: #(978) 988-LOAN(5626) Fax: #(978) 988-CASH(2274) 1300 S. Jones Blvd, Las Vegas, NV 89146 DKiklis@GoAlterra.com Alterra Home Loans is a division of Alterra Group, LLC., NMLS 133739