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The
product we offer is "Developing a Loan Officer Marketing Plan"
- a three tiered, relationship-based sales approach designed to increase
call frequency, the only proven method of increasing business.
We have been deploying it in conjunction with our coaching
program, which is a needs-based support system.
The
Loan Officer Marketing Plan seminar is a two day class, with a follow up
assignment. It is designed
to promote a concrete understanding of the approaches and tasks involved
with the business generation end of the loan officer's job. We recommend
that participation is strictly voluntary to avoid the perceived stigma
of "remedial" training.
The
key is not the class, we find, but the follow up.
This is why we strongly recommend participating in the loan
officer coaching sessions. Dependent
on the needs of the loan officer, we actively pursue one of the
following coaching strategies:
-
New
-
Intermediate
-
Experienced
There
are three types of candidates - for each there is a basic
approach. The system is not tactic or strategy based, but is
designed to reinforce positive behaviors. |
