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Mortgage Advisory Skills Online Course

Mortgage Advising

You’ve passed your exams and are fully qualified to start advising, you may even have secured a job in the industry. Your next hurdle is to get to Competent Adviser Status (CAS) and you find the actual process of running a business and giving advice new and daunting.

You suddenly realise that you need to start advising and bringing in some good levels of business to make a good living, perhaps looking at selling protection plans alongside a mortgage to give healthier advice to your clients and to earn commission.

Dropped in at the deep end, even with CAS, you want to start running not walking but there’s no training available.

This online video based course will teach you all these things and accelerate your learning and income enormously.

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. Paul’s LinkedIn www.paularcher.uk

Paul and his team, have spent the last two years’ creating this course and Paul has spent many hours in the film studio and in post-production, to produce a first-class unique online video course on the subject of mortgage advisory skills.

What the Course Covers

  • Prospecting and client acquisition techniques such as referral management and appointment making systems for bought internet leads to ensure you always have a full pipeline of new business and you’re maximising your advertising spend. Plus, how to maintain your client base on a CRM system to keep the client forever.
  • Client meeting skills, advanced factfinding concepts and skills coupled with progressive communication and influencing abilities to ensure your meetings with your clients are totally interactive, you gain an understanding of your client’s complete background to allow you to give the right advice. In addition, your client enjoys the experience.
  • Protection packaging techniques and advice from an industry expert at selling protection plans, to ensure you give your client comprehensive advice and earn some additional commission for yourself.
  • Meeting presentation skills to allow your client to fully understand your advice and see the benefits of proceeding.
  • Commitment skills to allow the meetings to reach a successful conclusion for both you and your client without them wanting to shop around or seek advice elsewhere. Plus, the ability to “sell” your initial and ongoing advice fees.
  • Self-motivational methods and Inner Game work to ensure you never have the lows that affect other solo mortgage advisers and you have ways of giving yourself a boost and extra motivation.
  • Time management ideas so you maximise every minute of the working day and still have time for your family.
  • In fact, the complete toolkit for a successful mortgage adviser modelled from thousands of highly effective 21st Century Mortgage Advisers.
  • The Government Apprenticeship Standards are fully covered under the skill headings: Quality service delivery, communication and relationship development.
  • https://www.gov.uk/government/publications/apprenticeship-standard-mortgage-adviser

How the Course Works?

  • Upon enrolment, you’ll be given a unique password which allows access to the online system which is fully protected by Sucuri and accessed from any device you choose – iPad, iPhone, Smartphone, Laptop or computer.
  • The lessons are approached in a logical order and can be watched at anytime to suit you. On the train, at work, or at home. Videos can be paused, re-run or repeated to suit you. The clips are short – ranging from 2 minutes to 8 minutes and are enjoyable, have humour and text to help you understand what is being taught. They involve Paul Archer talking to you with graphics to support the message.

 

  • The course consists of 91 separate video lessons lasting approximately just over 6 hours of footage. The system we use allows you to approach the videos in the order we’ve laid them out or any order to suit and it tells you visually which ones you’ve watched or half watched. At the end you get yourself a certificate of completion for your CPD records.

 

Excerpts from 3 Videos

You can take a look at three clips from the course, which are on YouTube to take a look at the style and feel of video used. All the other videos are secured with password protection in our systems.

  1. 100% Referral Business - https://youtu.be/08ONr8-lHQE
  2. Calibrate Your Customer – https://youtu.be/Afhbw969ipE
  3. Final Tips for a Conversational Factfind – https://youtu.be/C4m13yrDIXE

Complete Course Listing

MODULE 1 - MASTERING THE INNER GAME OF ADVISING
  • The Modern Buying Process
  • Coach Financial Advice Don't Tell
  • The Danger of Limiting Beliefs
  • UFO's and Limiting Beliefs
  • Question Away Your Limiting Beliefs
  • Are you in the Zone?
  • Controlling Your State of Mind
  • Jose Mourinho and Pressure
  • Building Resilience
MODULE 2 - ADVISING FOUNDATIONS
  • The Trusted Adviser
  • Seeking Common Ground
  • Rapport in the First 15 Minutes
  • Your Intent
  • Your Competence
  • Summary of the Secrets to Trust
  • The 90:90 Rule
  • The Seven Secrets to a Great First Impression
  • How to Position an Effective Fee Conversation
  • Skills for an Effective Fee Conversation
MODULE 3 - BUILDING AND MAINTAINING YOUR CLIENT BASE
  • The Four Means of Client Acquisition
  • The Inner Game of Referrals
  • How to Promote Without the Boast
  • A 100% Referral Business
  • Stepping Stones for Mortgage Referrals
  • Securing Business from Google
  • How to Make Your Advice Appear Scarce
  • Preparing the Call - Your Value Proposition
  • Incubating Your Prospects
  • Preparing to Make the Calls - Your Motivation
  • Golden Rules for Making Appointment Calls
  • Appointment Call Structure
  • Email Prospecting Techniques
  • How to Ensure you're Put Through to Business Customers
  • Tending to Your Prospecting
  • The Trust Trick
MODULE 4 - CUSTOMER NEEDS, WANTS AND MOTIVATION
  • The Customer's Motivation to Buy
  • A Trip Around the Customer's Motivation Triangle
  • The ABC to Communicate with Customers
  • Recognising Your Customer's Style
  • Syncing with Your Customer
  • Customer's Hot Buttons and Criteria
MODULE 5 - EXPLORING CUSTOMER NEEDS
  • Types of Questions to use in Factfinding
  • Power Questioning Skills
  • Sugar Coating Your Questioning
  • What to Avoid When Asking Questions
  • How to Have a Conversational Factfind
  • Eliciting Hard Facts
  • Lifeline Planning Tool
  • Coaching the Gap
  • Three Levels of Listening
  • Away From Customer Motivation
  • Towards Customer Motivation
  • Customer Attention Spans
  • Final Tips for a Conversational Factfind
MODULE 6 - RECORDED INTERVIEW WITH A PROTECTION SELLING EXPERT
  • Introducing our Expert
  • How are you Successful?
  • What are Your Beliefs?
  • What Process do You Follow?
  • Do You Work With Budgets?
  • How do You Position Yourself?
  • How do You Factfind for Protection
  • What Would Happen If...
  • Who Answers Your Questions
  • How do You Discuss Health?
  • How do You Secure the Policy?
  • How do You Determine Cover?
  • How Do You Prevent Online Buying?
  • How Long Are Your Meetings?
  • How do You Keep Them Engaged?
  • Any Final Tips?
  • What's Your Take on Selling?
MODULE 7 – GAINING COMMITMENT
  • Locking in the Customer
  • Closing Skills
  • Do you Have an Allergy to "No"
  • Pre-framing Objections
  • Provocative Objection Handling
  • Buying Signals and Body Language
  • Calibrate your Customer
  • 5 Closing Techniques
  • The LAPAC Method of Handling Concerns
  • Knee Jerk Reactions
MODULE 8 - PRESENTING YOUR PACKAGE OF ADVICE
  • How to Secure Chargeable Ongoing Advice
  • Presenting Your Solution
MODULE 9 - MANAGING YOUR WORKING DAY
  • BANJO your Time Management
  • To CRM or not to CRM
  • Cloud Time Management Tools
  • How to Clear Your Inbox
  • Covey's Time Management Grid
  • Minimising your Collection Points
  • Filling Your Funnel and KPIs

Investment and How to Enrol

  • The investment allowing single personal access to the videos is just £199 including VAT.
  • If you wish to purchase a bulk license, just contact Paul direct for corporate discounts.
  • Immediate access can be gained by visiting this site http://www.archercourses.com
  • Purchase the Mortgage Advisory Skills on the home page, using your credit card, receive your user name and password via email then you can register and log in immediately.
  • If you would like detailed, screen by screen instructions to purchase and enrol for the course click here for a PDF.