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Mortgage Accreditation School
                                 
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Sales & Marketing Course Outline

Wednesday-Friday: Sales & Marketing Training

1. Customer Contact Skills
   a. Personality Selling
   b. Setting the customer's expectations.
   c. Customer 10 step sales process.
   d. 5 most common client objections and how to turn them around.
   e. Turning customer complaints into referral opportunities.
   f. Databasing Basics
       1. ACT software basics.
   
   

2. Sales Skills
   a. Mental toughness training
       1. Attitude
       2. Rejection
   b. Approaching the referral source.
       1. Realtors
       2. Corporations
       3. Professional Sector ( Attorneys, CPA's Financial Planners)
   c. Diversifying your referral market
   d. The 10 most common referral source objections and how to turn them around.
   
   

3. Marketing
   a. Developing your Step by Step marketing program
   b. Designing your marketing materials
   c. Developing a Get Noticed campaign.
   d Consumer direct marketing
   
   

4. Time Management
   a. Time management strategies for mortgage originators
       1. Time blocking schedules formulated
       2. Analysis of time well spent activities vs. time wasted activities.
   

Royale Dynamics, Inc.
613 West Main Street
West Dundee, IL, 60118
(800) 585-5666