Description:
Key Responsibilities:
To actively prospect potential home loan clients, through lead providers (agents and originators) and through personal marketing and people engagement opportunities, then by using the appropriate needs analysis based selling techniques, either switches them from other financial institutions or to offer them a new home finance packages that is tailor made and accompanied by our Amazing service.
Alignment to business driver/Strategy
To ensure that roll up branch, regional and national targets are achieved and hence contribute to maximising company profits and shareholder value.
Source potential clientsUsing proactive prospecting methods: Create a strong network of potential clients through ongoing partnering and relationship building; Using proven and measurable reactive methods:
(1)Referral campaigns, (2) Personal marketing opportunities i.e. Shows, Expos, Mall campaigns etc. (3) Email campaigns, (4) Corporate presentations (5) Networking (6) Call duties (7) Social activities (8) SAPTG letters (9) Flyers (10) Open House Days
Identify needs Identify the primary financial and emotional needs of the potential client by asking open ended questions and then actively listening to their responses Pre-qualify the potential client through understanding their background situation and linking it to the credit matrix Identify the financial problems / challenges faced by the potential client and the impact it is having on them Should potential client not qualify, keep their details for possible future follow-up Match relevant product package to relevant need
Using outstanding product knowledge, present the features and benefits of a product package to the potential client in such a way that it meets their need and solves their problems Explain to the potential client the procedure taken to process their application Apply the correct credit criteria when assessing the file Drafting motivations and explanations of any abnormalities for better understanding Explain the LOA (Final Grant) and close the deal
Explain all the important figures, conditions and terminology in the LOA Close the deal by first summarising the benefits of the relevant product package as it relates to the identified need, then asking for the business
Maintain customer contact and Follow-up