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 clients
- Using 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
- Update the client on every step of the process after the deal is concluded
- Explain answers to questions from clients accurately and clearly
- Keep in contact with the client even after LOA has been signed
- On signing LOA, get referrals from client
- Applications capture and file construction
- Application completed and captured
- Supporting documents acquired. File packaged for Branch Admin
Requirements:
Own transport/ car essential
Minimum Qualification:
Matric
Minimum Experience:
- 2 years proven track record in sales (sales leagues / rankings; records & achievements)
- Must have operated in an environment that requires proactive prospecting (a hunter). Must have worked in a pressurised sales environment
- Exceptionally strong admin skill set
Preferred Experience
- 3 years Sales experience, preferably in a home loans environment
Generic Competencies:
- Confident
- Resilient
- Self-starter
- Persistent
- Self-reliant
- Energetic
- Empathetic
- Professional
- Respectful (cross-culturally)
- Service orientated
- Passionate
- Optimistic
- Honest
- Tenacious
- Accountable
- Time management
- Persuasive
- Extrovert (outgoing)
Technical Competencies:
- Prospecting
- Needs identification
- Closing sales
- Networking
- Relationship building
- People skills
- Financial calculations
- Verbal communication
- Written communication
- Translating market trends
- Negotiating
- Credit analysis
- Listening
