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 Content

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. Achievement Goal Setting - Live 2023
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
13. Taking the MIC in a Downturn
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. The Mortgage Adviser Value Proposition
16. To Fee or Not to Fee - That is the Question
17. Skills Required to Have an Effective Fee Conversation
18. Handling the Fee Conversation
19. 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
  FREE PREVIEW
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. Incubating Your Prospects
14. Preparing to Make the Calls – Your Motivation
15. Golden Rules for Making Appointment Calls
16. Appointment Call Structure
17. Email Prospecting – The Magic Email
  FREE PREVIEW
18. Tending to Your Prospecting
19. The Trust Trick
20. Reminder on Trusts and Life Assurance
21. Using Old Fashioned Mail Successfully
22. Buying Mortgage Leads Online
23. Energising Your LinkedIn Profile
24. Your LinkedIn Social Selling Index SSI
25. Lead Generation with Facebook Buisness Pages
26. How to do Personal Marketing in a Recession
27. How to Distinguish Yourself from the Crowd
28. 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. Your Greatest Threat in 2023 is...
  FREE PREVIEW
2. Locking in the Customer
3. Do You Have an Allergy to "No"?
4. Pre-Framing Customer Reservations
5. Provocative Objection Handling
  FREE PREVIEW
6. Handling the Mortgage Price Objection
7. Buying Signals and Body Language
8. Calibrate Your Customer
9. Closing Skills
10. How to Close like the WHO
11. 5 Closing Techniques
12. LAPAC Concern Handling
13. Has Your Client a KOB on?
14. More on Customer Reservations
15. 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. Are You Overheating?
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. How to Run a Mortgage MOT
2. Freeing Mortgage Prisoners
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
12. 12. 4 Strategies for Handling the Economic Downturn 2022/23
13. 13. 2 Further Strategies for Handling a Downturn in 2023
14. 14. 2 Final Strategies for Handling a Downturn in 2023
15. Note to a Mortgage Adviser for Future Planning
1. Taking the MIC in a Downturn
2. 4 Strategies for Handling a Downturn in 2023
3. 2 Further Strategies for Handling a Downturn in 2023
4. 2 Final Strategies for Handling a Downturn in 2023
5. How to Recession Proof Your Advisory Business
6. How to Run a Mortgage MOT
7. The Need for Financial Advisers

About this course

£199.00
183 lessons
24.5 hours of video content

Additional products

Paul Archer's Professional Development Foundation

Paul personally guides you along the journey of becoming a highly skilled mortgage broker. Three cohorts each year for around 10 people. Livestreams weekly plus individual 1:1 coaching.

£750

Purchase

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Course Tutor

Paul Archer FPSA CeMAP

Founder and Managing Director

paul@paularcher.com

Paul Archer began in the mortgage sector in 1983 - 35 years' experience. Mortgage Adviser, Financial Adviser, Manager, Consultant, Trainer and Coach. CeMAP qualified, Level 4 IFA qualified, equity release, supervisory qualified. Author of a myriad of technical texts spanning all areas for both the CII and the LIBF. All team are also fully qualified and experienced. Began teaching CeMAP in 1999, when it started, trained thousands of students. Founder and Managing Director of Archer Training Ltd in 2001 Working with dozens of banks, lenders, brokers and insurers in the UK and the world.