Course curriculum
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1
Bootcamp Introduction
- An Introduction to Your Sales Coach - Paul Archer FREE PREVIEW
- Paul's Mortgage Livestream Podcast FREE PREVIEW
- A Quick Motivation Boost for 2021
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2
Module 1 - Mastering the Inner Game of Advising
- The Modern Buying Process
- Coach Financial Advice Don’t Tell
- The Danger of Limiting Beliefs
- UFOs and Limiting Beliefs
- Question Away Your Limiting Beliefs
- Building Resiliance
- State of Mind - Are you in the Zone?
- Controlling Your State of Mind
- Jose Mourinho and Pressure
- What's Your Resting Face FREE PREVIEW
- How to Have a Positive Attitude FREE PREVIEW
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3
Module 2 - Advising Foundations
- The Mortgage and Protection Adviser Sales Process
- The Trusted Adviser
- Seeking Common Ground
- Building Rapport in the First 15 Minutes
- Showing Your Intent
- Demonstrating Your Competency
- How to Further Show Your Credibility
- Summary of the Three Secrets to Trust FREE PREVIEW
- A Contemporary View on Trust
- The 90:90 Rule and the Halo Effect
- Michael Caine and Confidence FREE PREVIEW
- The Seven Secrets to a Great First Impression
- The Upfront Conversation Around Fees
- Skills Required to Have an Effective Fee Conversation
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4
Module 3 - Building and Maintaining Your Client Base
- The 60 20 20 Rule - Where Prospecting Fits FREE PREVIEW
- A Marketing Overview – Start to Finish
- 4 Methods of Client Acquisition
- The Inner Game of Referrals
- How to Promote Without the Boast
- A Quick Referral Technique
- How to Achieve a 100% Referral Business
- The Stepping Stones Technique of Referrals
- Securing Business From Google FREE PREVIEW
- Make Your Advice Appear Scarce
- Questions to Reveal Your True Value Proposition
- Incubating Your Prospects
- Preparing to Make the Calls – Your Motivation
- Preparing the Call – Your Value Proposition
- Golden Rules for Making Appointment Calls
- Appointment Call Structure
- Email Prospecting – The Magic Email FREE PREVIEW
- Tending to Your Prospecting
- The Trust Trick
- Reminder on Trusts and Life Assurance
- Using Old Fashioned Mail Successfully
- Buying Mortgage Leads Online
- Energising Your LinkedIn Profile
- How to do Personal Marketing in a Recession
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5
Module 4 – Customer’s Needs, Wants and Motivation – The SDI
- Helping Customers to Buy
- WIIFM and Influencing
- The Secret to Influencing FREE PREVIEW
- An Introduction to the SDI FREE PREVIEW
- Recognising Someone's SDI
- Pacing and Influencing with SDI
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6
Module 5 - Exploring Customer Needs
- Coaching Mortgage Advice as a Philosophy FREE PREVIEW
- Modern Factfinding - Part One - The Factfind Infographic
- Modern Factfinding - Part Two - The Lifeline
- Modern Factfinding - Part Three - The Protection Discussion
- Types of Questions to use in Factfinding
- Power Questioning
- Sugar Coating Your Questioning
- What to Avoid When Asking Questions
- Eliciting Hard Facts
- Coaching the Gaps
- Three Levels of Listening
- 5 Listening Diseases and Cures
- Away From Customer Motivation
- Towards Customer Motivation
- Customer Attention Spans
- Final Tips for a Conversational factfind
- Ten Tips for Effective Factfinding FREE PREVIEW
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7
Module 6 - Protection Selling Skills
- The Definitive Guide to Selling Protection Book
- Overcoming Protection Selling Objections FREE PREVIEW
- Setting Out Your Stall
- The 3 Secrets to Trust
- Coaching with CIGAR
- The Lifeline Planning Tool
- Earmarking and Revealling Gaps
- Hypnotic Protection Selling
- Rapportselling Tales - Paul's published book on selling mortgages and protection
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8
Module 7 - Recorded Interview with a Protection Selling Expert
- 1 Introducing our Expert
- 2 How are you Successful?
- 3 What are Your Beliefs?
- 4 What Process do You Follow?
- 5 Do You Work With Budgets?
- 6. How Do You Position Yourself?
- 7 How Do You Factfind for Protection?
- 8 What Would Happen If…?
- 9 Who Answers Your Questions?
- 10 How Do You Discuss Health?
- 11 How Do You Secure the Policy?
- 12 How Do You Determine Cover?
- 13 How Do You Prevent Online Buying?
- 14 How Long Are Your Meetings?
- 15 How do You Keep Them Engaged?
- 16 Any Final Tips?
- 17 What’s Your Take on Selling?
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9
Module 8 – Gaining Commitment
- Locking in the Customer
- Do You Have an Allergy to "No"?
- Pre-Framing Customer Reservations
- Provocative Objection Handling FREE PREVIEW
- Handling the Mortgage Price Objection
- Buying Signals and Body Language
- Calibrate Your Customer
- Closing Skills
- 5 Closing Techniques
- LAPAC Concern Handling
- Knee Jerk Reactions and Handling Reservations
- More on Customer Reservations
- Buying Signals on Video - Using Verbal Signals
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10
Module 9 - Presenting Your Package of Advice
- Presenting your Solution
- How to Secure Chargeable Ongoing Advice
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11
Module 10– Online Presenting Skills
- Your Online Sales Process FREE PREVIEW
- Your Professional In Home Studio
- Competent with Video Technology
- How to Ensure Your Customer Appears on Camera
- How to Start an Online Meeting FREE PREVIEW
- How to Factfind Online on Video
- Online Video Selling Skills
- How to Raise the Bar When Selling on Video
- Sales Presentation Visual Aids
- Using PowerPoint With Online Video Selling
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12
Module 11 – Managing Your Working Day
- BANJO your Time Management
- To CRM or Not to CRM
- Time Management in the Cloud FREE PREVIEW
- How to Clear Your Inbox
- Coveys Time Management Grid
- Minimising your Collection Points
- Filling Your Funnel and KPIs
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13
Module 12 – How to Succeed as a Mortgage Adviser in the 2020's
- 1. Qualifications, Skills, CAS and CPD
- 2. AR V DA, Networks, Compliance and Lenders
- 3. Client Acquisition, Prospecting And Personal Marketing
- 4. Goal Setting, Planning, Mojo Maintaining And Diversification
- 5. Tech, Automation And Embracing The Future
- 6. Building a Team, Upscaling Your Business
- 7. The Mortgage Adviser World Post Covid
- 8. Exactly What Is A Network
- 9. Why You Should Have a Goal of Being an IFA