Leader's Edge Training - Mortgage Sales Workshops and Seminars

Fundamentals for Leading Salespeople

Create a solid foundation for growing your business by learning the characteristics needed to succeed: vision, courage, discipline, work ethic, persistence, skill, attitude, patience, planning, and tracking. This dynamic seminar stresses the importance of relationship selling to guarantee longevity and how working from a position of abundance through continuous prospecting results in greater success. You will leave refreshed, motivated, and excited to hunt for new business opportunities.

Duration: 1 hour

Prospecting

Be in control of your career by continually prospecting for new business opportunities. Learn where to find new clients, how to approach them, and what to say. The technology of today does not render the fundamentals of yesterday obsolete, so you’ll learn precision prospecting techniques to continually grow your business, regardless of market conditions. Also learn how to qualify your leads and convert them to sales to get the most out of your prospecting work.

Duration: 2 hours

Maximizing Referrals and Internet Leads

Rather than hunting for new business every day, live an easier life when business comes to you. Having a great website is only one piece of the puzzle. This seminar teaches you several unique ways to stay connected with past clients, create strategic alliances with power referral sources, harness technology to maximize online leads, and use an up-to-date customer relationship management system for maximum results.

Duration: 3 hours

Social Networking

Harness social media to reach out in new ways and grow your business. Everyone is jumping on the “social media” bandwagon, but very few people use it properly and end up wasting time with no return. This seminar cuts through the clutter by teaching you powerful social media strategies. Learn which networking tools to use, what mistakes to avoid, and how to create blogs and RSS feeds on your website to increase traffic and create more leads.

Duration: 2 hours

Marketing

Increase the return on your marketing investment by creating campaigns that help you stand out from the competition. Learn how to identify and develop your target market, brand yourself and your business with a consistent look and feel, select the right ‘must haves’ and make media work for you. This seminar also explores the specific tools at your disposal and the pitfalls to avoid, and provides you with a sample marketing plan to maximize your effectiveness and efficiency.

Duration: 3 hours

Client Appointments

Get solid commitments from potential clients and impress them with your unique value proposition. Learn a standard process to follow for every client appointment, starting with things you can do leading up to the appointment to be better prepared, steps you should follow during every appointment to clearly communicate your value to clients, and the importance of good client follow-up to ensure you deliver exceptional service. The result: committed and happier clients!

Duration: 3 hours

Pricing Strategies

Sell your clients’ homes more quickly and for more money by choosing the right price the first time. Using right price analysis, the law of supply and demand, absorption rate analysis, and price sensitive positioning will ensure you set the right price even in a changing market. Convincing sellers to list at that price can be challenging, so this seminar you all the tools and dialogues you need to convince them to choose the right price.

Duration: 2 hours

Objection Handling

Confidently talk through challenging issues by learning how to effectively handle client objections. Understanding client psychology means knowing the difference between hesitations, conditions, and genuine objections. Being able to handle every situation means acquiring the determination, dialogue and delivery to use the right technique at the right time. Through this seminar you learn several proven dialogues to help you address just about every objection you will ever hear, allowing you to meet your clients’ needs better than your competition.

Duration: 2 hours

Buyer Strategies and Negotiating Skills

Confidently talk through challenging issues by learning how to effectively handle client objections. Understanding client psychology means knowing the difference between hesitations, conditions, and genuine objections. Being able to handle every situation means acquiring the determination, dialogue and delivery to use the right technique at the right time. Through this seminar you learn several proven dialogues to help you address just about every objection you will ever hear, allowing you to meet your clients’ needs better than your competition.

Duration: 3 hours

Business Planning

Turn your income goals into concrete daily activities with a straightforward business plan. Running a business without a plan is like going on a road trip without directions, so learn how to set realistic income goals, create a budget for the year, monitor your performance, and stay on track by fixing potential problems early on. This course gives you the tools for creating your own plan, so that you don’t just earn money – you keep it!

Duration: 3 hours

Time Management

Make more money and bring balance back into your life by effectively managing your time. We give you 23 techniques to handle your commitments and find enough time to get everything done in a day. Learning how to overcome challenges, maintain a positive attitude, and stay strong in your career and relationships means you can “work to live” rather than live to work.

Duration: 2 hours

Thrive: Success in Any Market

Thrive – don’t just survive – in unstable economic times. With all of the bad news in the media, salespeople cannot help but wonder if they could ever last in this industry. This seminar takes you on a powerful journey filled with personal stories of beating the odds, showing you that success is a state of mind. Attitude is everything in this business, so let yourself be motivated to rise above your challenges and reach new heights.

Duration: 3 hours

Recruiting 101

Recruit experienced agents to ensure your company thrives, regardless of market conditions. If you build your business by recruiting new agents, you spend all of your time training with little return on your investment for the first few years. This seminar explores several techniques to attract great, established agents without going broke and how to handle their most common objections.

Duration: 3 hours

Hiring the Ultimate Assistant

Increase your sales performance by hiring the ultimate assistant to free up your time. The right assistant will take care of your organization, give you the confidence to delegate work, and allow you to concentrate on becoming a top producer. The wrong assistant will cost you money on training and lost productivity. Rather than making a costly decision on the wrong assistant, learn how to advertise, interview and check references to get the right skills for your business.

Duration: 3 hours

Building a 'MEGA' Team

Build a team with everyone heading in the right direction and you will benefit from their collective success. Top producers are often inspired to build a team of their own, but great sales leadership is not the same as great team leadership. In this seminar, you learn about the evolution of a team, the ingredients for creating a winning team, how to recruit the right people, and how to train and lead them.

Duration: 3 hours

Managing in the New Millennium

Make your life easier by effectively managing a brokerage in challenging times. Gone are the days of “telling” salespeople what to do and actually expecting them to do it! Today, salespeople are far more demanding and expect managers to use “servant leadership” styles. This seminar walks you through how to identify personality types and how to best motivate and manage each one.

Duration: 3 hours

Power Presentations

Deliver exciting, confident, meaningful presentations that connect with your audience – whether they are referral sources at an office meeting, potential clients at a first time homebuyer’s seminar, prospective investors at an investment pitch, or lead sources at a corporate lunch and learn. Learn about personalizing your presentations through sharing experiences, creating the right environment, using humor, setting clear objectives, using great visual aids and getting audience participation. Learn what makes a presentation successful and the 20 deadly sins to avoid.

Duration: 2 hours

Handling Commission Objections

Expertly address your clients’ commission objections to ensure you make a profit while they receive the best service. Clients often want more for less, but earning what you’re worth means helping them to understand what they get for their money. Whether they’re asking about reducing your commission or saying other agents will work for less, learn what to say and how to say it so that you can distinguish yourself from your competitors and still run a profitable business.

Duration: 2 hours

Communicating Your Value Proposition

You are more than your rates. Do your clients know that? According to consumer surveys, many Canadians do not understand mortgage services. In a crowded marketplace, communicating what makes you different helps clients understand what really makes you valuable. Rise above the crowd by using exceptional client presentations. Learn to:

Build rapport to make clients feel comfortable.
Ask targeted questions to understand their needs.
Tailor your presentation to make it resonate with them.

Duration: 1 hour

Connecting with Realtors ... Your Best Referral Source

Realtors are the start of the property sale food chain and they can send you a lot of business. Learn to:

Understand their motivations, how they work, and what they want from mortgage professionals.
Identify the best referral sources for your business model.
Communicate with Realtors in a language they understand.
Educate them on the unique value you bring to their clients.
Develop stronger connections to increase your income.

Duration: 1 hour

Looking for a keynote speaker for your event? Call now to book Chris Leader.

Mortgage Training That Suits Your Needs

Not everyone needs a comprehensive training course covering all aspects of running a successful mortgage business. For companies that wish to provide training in just a few specific areas, Leader’s Edge Training offers customized group seminars.

Available to brokerages and lending institutions, these professional and motivational group seminars are delivered individually or in combination. Whether it’s generating more leads, confidently securing more clients, or using business-building systems that help everyone bring in more revenue, we give your specialists the edge they need to excel.

What You Learn

Leader’s Edge offers a wide variety of single-topic seminars, covering everything your specialists need to know to increase their performance.

Click on the individual seminars to find out more:

Fundamentals of Leading Salespeople

Thrive: Success in Any Market

Communicating Your Value

Prospecting

Connecting With Realtors

Maximize Referrals & Internet Leads

Social Networking

Marketing

Client Appointments

Objection Handling

Business Planning

Time Management

Recruiting 101

Hiring the Ultimate Assistant

Building a 'MEGA' Team

Managing in the New Millennium

Power Presentations

Handling Commission Objections

Book Your Group Training
Find out what Leader’s Edge can do for your company. Phone 1-866-607-7999 for a free training consultation.