"I began working with Frank Lee when I was managing the training for several divisions of Bank of America. Having worked with a multitude of sales training vendors over the years, I have to say without a doubt Frank is the very best. What Frank provides are validated methods that increase sales. Frank did a thorough needs analysis and provided solid recommendations, gave us exceptional customer service, provided programs that really worked, and most of all, his follow up and on-going consultations were invaluable."Sales Training for Loan Officers
We conducted numerous in-depth studies with client companies to determine whether loan officers or others in Call Centers required sales training and what type of training they needed. These studies uncovered the following:
- Many loan officers experienced enormous 'screen time' - the equivalent of 'windshield time' for outside sales people. They wasted a tremendous amount of time getting ready to make calls.
- The loan officers did not make anywhere near the number of calls they needed to make or what their supervisors thought they did.
- They failed to close many times even when the customer was ready to be closed. They also failed to get proper commitments when they did attempt to close.
- Sales Call Reluctance® and poor selling habits caused them to perform way below expectations.
The Million Dollar Difference
Groups of new and experienced loan officers attended 4 days of workshops developed specially for our client. On the 5th day, these loan officers made calls to actual prospects in the group setting. These calls always resulted in many new loans - up to ONE MILLION DOLLARS of new loans.Why?
These potential superstars had learned how to identify and manage the fears that had habitually prevented them from this type of performance before. They had learned new working behaviors - successful behaviors - that they had defined as being necessary to succeed as a loan officer in this company.
They had clarified their personal goals. They had learned to sell more effectively. And they knew how to put it all into practice - fast!
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