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 responsesPre-qualify the potential client through understanding their background situation and linking it to the credit matrixIdentify the financial problems / challenges faced by the potential client and the impact it is having on themShould 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 problemsExplain to the potential client the procedure taken to process their applicationApply the correct credit criteria when assessing the fileDrafting 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 LOAClose 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 concludedExplain answers to questions from clients accurately and clearlyKeep in contact with the client even after LOA has been signedOn signing LOA, get referrals from client Applications capture and file construction Application completed and capturedSupporting documents acquired. File packaged for Branch AdminRequirements: 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 environmentExceptionally strong admin skill set Preferred Experience 3 years Sales experience, preferably in a home loans environment Generic Competencies: ConfidentResilientSelf-starterPersistentSelf-reliantEnergeticEmpatheticProfessionalRespectful (cross-culturally)Service orientatedPassionateOptimisticHonestTenaciousAccountableTime managementPersuasiveExtrovert (outgoing) Technical Competencies: ProspectingNeeds identificationClosing salesNetworkingRelationship buildingPeople skillsFinancial calculationsVerbal communicationWritten communicationTranslating market trendsNegotiatingCredit analysisListening
