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
    • How to Create a Personal Brand for Mortgage Advisers

    • The Seven Secrets to a Great First Impression

    • To Fee or Not to Fee - That is the Question

    • The Upfront Conversation Around Fees

    • Skills Required to Have an Effective Fee Conversation

    • Whole Part Whole - How to Sell a Full Service to Clients

  • 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

    • How to Distinguish Yourself from the Crowd

  • 5

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

  • 6

    Module 5 - Exploring Customer Needs

    • What do Clients Want?

    • 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

    • How to Advise a Mortgage

    • 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

    • How to Sell Protection - an Infographic Blueprint

    • Overcoming Protection Selling Objections

      FREE PREVIEW
    • Setting Out Your Stall

    • How to Create Desire for Your Advice

    • 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

    • How to Close like the WHO

    • 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

    • Video Communication Has Come of Age – What are the Implications for You?

    • Your Online Sales Process

      FREE PREVIEW
    • Your Professional In Home Studio

    • Competent with Video Technology

    • The Magnificent Seven Virtual Selling Tech Needs – Part One

    • The Magnificent Seven Virtual Selling Tech Needs – Part Two

    • The Magnificent Seven Virtual Selling Tech Needs – Part Three

    • 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

  • 12

    Module 11 – Managing Your Working Day

    • Busy Busy Busy Brokers - How to Streamline Your Business

    • 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

    • How to Do Unstructured CPD Properly

  • 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

    • 10. Where are all the Trainee Mortgage Adviser roles?

    • 11. Your Route to CAS