Course curriculum

  • 2

    Module 1 - Mastering the Inner Game of Advising

  • 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
  • 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
  • 5

    Module 4 – Customer’s Needs, Wants and Motivation – The SDI

  • 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
  • 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
  • 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?
  • 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
  • 10

    Module 9 - Presenting Your Package of Advice

    • Presenting your Solution
    • How to Secure Chargeable Ongoing Advice
  • 11

    Module 10– Online Presenting Skills

  • 12

    Module 11 – Managing Your Working Day

  • 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