ADVANTAGE...ADVANTAGE consists of eight, 60-minute, live webinars focused on sales, marketing,...
Transcript of ADVANTAGE...ADVANTAGE consists of eight, 60-minute, live webinars focused on sales, marketing,...
678-325-3500 www.XINNIX.com
AVAILABLE FORMATS:
What will you gain?
ADVANTAGE™ empowers wholesale account executives to elevate their
business using a proven framework that helps them organize their activities,
find new referral partners, and ultimately increase production.
ADVANTAGE teaches account executives how to efficiently and effectively:
• Examine current territory, rank accounts and clarify a vision for
business growth
• Develop a business plan that provides a roadmap for their chosen goals
• Identify and develop their distinct advantages from the competition
• Understand the keys to relationship selling in all market conditions
• Execute a strategy designed to increase production immediately, and
sustain performance over the long-term
What’s included?
ADVANTAGE consists of eight, 60-minute, live webinars focused on sales,
marketing, prospecting and time management practices. The program also
addresses critical skills for account executives, techniques for enhancing
referral relationships and capturing maximum local market share.
ADVANTAGE students also receive over 25 post-class business tools at no
additional cost. Combined with the training, these tools help account executives
with the fuel they need to drive measurable production growth.
Intended Audience
• Wholesale account executives• Managers of wholesale
account executives
How does it work?
• Eight, 60-minute, live webinars providing sales, marketing, prospecting and time management practices
• Handout with each training session
• 25+ post-class business tools
LIVE WEBINAR
© 2018 XINNIX. All rights reserved. Energizing people. Elevating results.
ADVANTAGE™
Providing wholesale account executives with essential knowledge, skills, strategiesand business disciplines proven to grow production and accelerate success.
Program agenda During this part of the series, an account executive will walk away with The
Four Pillars of Success in sales. Each pillar is critical to the process of building a
business of key referral sources.
During these four power packed classes, an account executive will:
Class 1 – Marketing Effectively
• Effectively prioritize goals based on the six attributes of the most
successful account executives
• Identify the specific key referral sources to focus on to create momentum
• Profile key referral sources and create powerful marketing strategies
• Know how to effectively obtain an appointment with a referral source to
grow their production
Class 2 – Building Relationships
• Learn the art of asking open-ended questions by utilizing the
FORD technique
• Identify a unique selling proposition to gain more business from brokers
• Create a customized one-on-one referral source presentation
• Confidently address and overcome the most common objections
Class 3 – Following Through Effectively
• Create disciplines to remain focused on business generating priorities
• Exceed commitments and build a respected reputation
• Identify the various sources for creating value-added marketing pieces to
aid in becoming positioned as an expert
• Determine the mindset of a fanatic and how to achieve excellence
Class 4 – Delivering Results
• Build a team committed to providing great service to key referral sources
• Effectively manage a pipeline to deliver exceptional service
• Ask for more business during the loan approval process
• Conduct a powerful post closing activity to generate customer referrals for
key referral sources
© 2018 XINNIX. All rights reserved.
ADVANTAGE includes post-class tools such as:
• Key Decision Maker Personal Worksheet
• Sales Meeting Script• Call Reluctance eBook
(90+ pages)• Business Plan Template• Weekly Flight Plan™ Template• Production Goals Worksheet• Unique Value Proposition
Worksheet• Key Target™ Tracking Tool
… and many more
Call Us
Email Us
Register Online
678-325-3500
www.XINNIX.com
During this part of the series, an account executive will walk away with a
Business Plan for increased production. It provides the methodology of time
management and outlines key activities that will ensure predictable success
long term.
Upon completion of these four final classes, an account executive will:
Class 5 – Powerful Presentations
• Uncover the secrets to selecting the right office in order to be more
strategic in time management
• Create a marketing strategy to capture business from ‘open’ or
‘closed’ offices
• Interview a broker effectively and with confidence in order to gain loyalty
• Learn the five keys to making powerful sales meeting presentations and
capture more business
Class 6 – Maximizing Sales Productivity I
• Learn the number one secret to success in sales based on 40 years
of research
• Learn what Sales Call Reluctance is and how much it costs monthly
• Understand the traits of natural self-promoters and the three critical
techniques they employ
Class 7 – Maximizing Sales Productivity II
• Assess specific sales call reluctance and how it could be costing thousands
of dollars in lost commissions each month
• Learn how to overcome sales call reluctance by employing mortgage-
specific strategies and proven prescriptions provided by the experts
Class 8 – Efficiency In Time Management
• Gain multiple sources for generating leads in business
• Be equipped to create a marketing strategy for each source
• Implement a follow-up plan to maximize results with marketing initiatives
• Be positioned to qualify the leads and loans on a monthly basis to
validate effectiveness
678-325-3500 www.XINNIX.com
“My account executive sales team of eight has a range of sales experience from nine to over 30 years. The ADVANTAGE performance program was a tremendous asset and motivator.”
– M. Bauer
Wholesale Sales Manager
“XINNIX has been one of the best, most aggressive sales development programs that many of our Account Executives have enjoyed and even utilized many of the sales tools to help them do more business in these critical times to increase our market share in each of our regions.”
–P. Kaiker
Regional Branch Manager
What people are saying
For wholesale account executives who desire to increase production, seek new referral
partners, develop a powerful business plan or implement a more effective marketing
campaign, ADVANTAGE is the answer! Give yourself the ADVANTAGE now!
“The XINNIX ADVANTAGE courses have been an extremely powerful tool to assist and support the AE’s in this
challenging mortgage market. Our sales team has benefitted from the many tools and action plans that are offered through
XINNIX. We appreciate the high energy and knowledge that your trainers demonstrate with our team to be another winning
asset. The XINNIX ADVANTAGE program has promoted a positive sales culture in which our AE’s can readily spring into
their daily action plans. The content is very robust that our only true challenge is to funnel all of that content into daily sales
action plans. I cannot imagine where we would be without XINNIX and truly appreciate that we have this very valuable tool
in our sales arsenal.”
– B. Harvey SVP, SW Division Manager
“The XINNIX Advantage training has really helped me to focus on identifying, going after and maintaining quality
relationships with “Key Targets.” These are the loan officers who have the most potential for increasing my business, because
they are generating business themselves, and because they see the value in partnering with an AE and a lender who will give
them and their clients the service they deserve. I have really seen the progress I’m making in my broker relationships, which
will really pay off in the long run. Thanks for making this program available!”– T. Veitch
Account Executive
© 2018 XINNIX. All rights reserved.
Learn more at www.XINNIX.com, where you will also find our extensive Resource Library with valuable content, market updates, and key industry
information to help you in your business.
Having trained thousands of loan officers and leaders, XINNIX deploys a
proven methodology that combines energy with excellence - transforming the
organization and delivering real, measurable ROI.
678-325-3500 www.XINNIX.comEnergizing people. Elevating results.