Job Purpose: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.Source potential clients1. Using proactive prospecting methods: Create a strong network of potential clients through ongoing partnering and relationship building. 2. Using proven and measurable reactive methods: 3. (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 DaysIdentify needs1. Identify the primary financial and emotional needs of the potential client by asking open ended questions and then actively listening to their responses2. Pre-qualify the potential client through understanding their background situation and linking it to the credit matrix3. Identify the financial problems / challenges faced by the potential client and the impact it is having on them4. Should potential client not qualify, keep their details for possible future follow-upMatch relevant product package to relevant need1. 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 problems2. Explain to the potential client the procedure taken to process their application3. Apply the correct credit criteria when assessing the file4. Drafting motivations and explanations of any abnormalities for better understandingExplain the LOA (Final Grant) and close the deal1. Explain all the important figures, conditions and terminology in the LOA2. Close the deal by first summarising the benefits of the relevant product package as it relates to the identified need, then asking for the businessMaintain customer contact and Follow-up1. Update the client on every step of the process after the deal is concluded2. Explain answers to questions from clients accurately and clearly3. Keep in contact with the client even after LOA has been signed4. On signing LOA, get referrals from clientApplications capture and file construction1. Application completed and captured2. Supporting documents acquired. File packaged for Branch AdminMinimum Requirements: • Own car/ transport essential • Driver's LicenseMinimum Qualification: • MatricMinimum Experience: • Min. 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 setPreferred Experience: • 3 years Sales experience, preferably in a home loans environmentGeneric Competencies: • Self starter • Energetic • Professional • Self-reliant • PassionateTechnical Competencies: • Computer Skills • Efficient • Networking • Relationship building • People skills • Financial calculations
