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It's All About the Presentation: Corporate Employee Benefits Niche
Would it make a difference if you knew how to get your foot in the door with corporate accounts?
Written By: Karen Deis
Regardless if you have started in the business during the refinance boom—or your niche is working with real estate agents and builders - marketing to corporate clients is a niche that not many loan originators have considered.
The basic concept is to create a savings package for employees, so you become their preferred mortgage lender. It applies to all corporate employees - not just relocation departments.
Read this article on the Corporate Benefits Program basics or visit this website to listen to an audio about this program.
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I received several calls recently from loan officers who have had great success in getting their foot in the door with corporate accounts but failed in making an effective presentation to seal the deal.
Once they have decided to work with you, the next mistake is to offer a one-size-fits-all package of discounts.
Here is an outline of how to make a great presentation to corporate accounts and how you get them to buy into the program so you become their go-to lender. (Hint: It’s not about YOU—it’s about them!)
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However, this article is NOT about how to implement the system.
It’s about effective sales presentations.
Presentation
Once you get the appointment—the presentation needs to be face-to-face, belly-to-belly! They want to know exactly whom they (and their employees) will be dealing with.
Think of it as a job interview. You are asking for the “job” of being the loan officer they endorse to their employees. While sending a CD or creating a web-based multi-media presentation is high-tech and cool, you would never get a “job” that way.
Here’s an outline, with notes on why each bullet-point is important:
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