Phase I
Introduction
Alex Kutsishin, Dave Savage, and Dale Vermillion welcome learners, review key concepts that will be shared, and collect baseline numbers for ROI.
Welcome from Alex, Dave, and Dale
Listen to executive Alex Kutsishin, Dave Savage, and Dale Vermillion explain the origin story of this program and how it's been specifically designed for this market.
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Program Overview
Mortgage Champions CEO, Dale Vermillion, provides a detailed overview of the key strategies and tactics he'll share over the course of the program.
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Sales Effectiveness Score
Learners complete a brief survey to share their current sales approach, production numbers, and what they hope to get out of the program.
Phase II
Environment
Dale Vermillion breaks down the conditions of today's market, the expectations of today's consumers and referral partners, and why combining technology and sales stratgy is essential to sustaining success.
Today's Market
Today’s mortgage market is in a constant state of change. Learn how to acclimate by focusing on the common denominators of sales success.
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Today's Consumer
Today's consumers are informed, but not necessarily knowledgeable. Learn how to build loyalty while expertly guiding today’s consumers through the complexities of modern lending.
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Today's Partner
Learn the foundations necessary to build and manage a strong partner base, and how to promote your partners to increase profitability.
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The Sweetest Combo
Identify the advantages of combining leading technoilogy with a proven sales approach to deliver a best-in-class experience to your borrowers and partners.
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Phase III
Foundations
Over 27 years, the Mortgage Champions Selling System has produced countless top-producers by imparting three convictions: deliver value, build relationship, and create compeitive differentiation.
The Triangle for Success™
Learn how to center your borrower conversations around value, drive repeat and referral business, and differentiate yourself from your competition.
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Dealing with rate
Learn to refocus consumers' concern from the rate to the many potential benefits of a mortgage, an essential skill as rates continue to rise with inflation.
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Sales communication
Learn proven techniques to communicate effectively using each of the three primary modes of communication.
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Phase IV
Conversion
At the apex of this program, Dale Vermillion shares proven strategies for converting opportunities into applications, gainnig up-front borrower commitment, even provides specific tips for calling on Sales Boomerang alerts.
Conversion Strategies
Learn how to avoid common borrower objections by leveraging the three laws of sales to inspire confidence and gain commitment up-front.
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Outbounding with Sales Boomerang Alerts
Rediscover the importance of effectively outbounding to qualified leads using Sales Boomerang's growing suite of alerts.
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Working with Cash Out Alerts
Learn how to identify prospective borrowers who could benefit from accessing some of the equity in their home to eliminate debt or capitalize on investments through a refinance.
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Working with Equity Alerts
Learn how to monitor your borrowers' positive equity and make timely appeals to leverage that equity to achieve common financial goals.
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Working with Listing Alerts
Learn how to proactively outbound to past customers who have listed their home on the NMLS and to earn their future business as they transition into their next home.
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The importance of building relationship
Internalize the central importance of building strong, trust-based borrower relationships to sustain commitment from the point of contact through closing and funding.
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Phase V
Closing
In a quickly shifting market like the one we're experiencing, finding a way to close loans is paramount to sustaining production. Learn Dale's proven tips for presenting options before gaining final commitment.
Eight reasons to present options
Learn Dale Vermillion's top eight (8) reasons for developing and then presenting personalized loan options to every borrower, including all decision-makers and relavent stakeholders.
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Gaining commitment
Learn how to gain final commitment and guide borrowers through closing with proven sales tactics that ensure borrower confidence and drive action.
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Bonus
Tips for presenting TCAs
Dale Vermillion is joined by Dave Savage, CEO of Mortgage Coach, to share their top tips for when and how to present Total Cost Analyses (TCAs) with borrowers.
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Bonus
Overcoming common objections
Enjoy this bonus session where Dale Vermillion shares some of his go-to responses when faced with today's most common borrower objections.
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Phase VI
Partnership
As the market shifts heavily toward purchase, exceeding your partners' expectations is critically important to ensuring ongoing referrals and strengthening your referral business relationships.
Essentials of effective partnerships
Learn the essential components of effective partnerships and how you can optimize your existing referral partnerships to drive more business month-over-month.
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Serving referral partners with Sales Boomerang
Dale is joined by experts to share how Sales Boomerang users are adding value to their referral partners through Sales Boomerang's alerts and related offerings.
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Serving referral partners with the TCA
Dale is joined by experts to share how Mortgage Coach users are adding value to their referral partners through the TCA and Mortgage Coach's related offerings.
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