Mortgage Advisory Skills Bootcamp

Mortgage Advisory Skills Bootcamp

Join Paul Archer, mortgage adviser, manager and sales trainer since 1983, as he teaches this comprehensive course, designed for the new mortgage adviser, recently qualified technically, who wants to thrive in an employed or self-employed position.

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Course curriculum

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

About this course

£199.00
167 lessons
20 hours of video content