Property Finance Consultant

Tower Group

Johannesburg, Gauteng
R12,500-18,000 per month
Permanent
Full-time

18 days ago

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/StrategyTo 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 responses
Pre-qualify the potential client through understanding their background situation and linking it to the credit matrix
Identify the financial problems / challenges faced by the potential client and the impact it is having on them
Should 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 problems
Explain to the potential client the procedure taken to process their application
Apply the correct credit criteria when assessing the file
Drafting 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 LOA
Close 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 concluded
Explain answers to questions from clients accurately and clearly
Keep in contact with the client even after LOA has been signed
On signing LOA, get referrals from client

Applications capture and file construction

Application completed and captured
Supporting documents acquired. File packaged for Branch Admin

Requirements:Own transport/ car essentialMinimum Qualification:MatricMinimum 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 environment
Exceptionally strong admin skill set

Preferred Experience

3 years Sales experience, preferably in a home loans environment

Generic Competencies:

Confident
Resilient
Self-starter
Persistent
Self-reliant
Energetic
Empathetic
Professional
Respectful (cross-culturally)
Service orientated
Passionate
Optimistic
Honest
Tenacious
Accountable
Time management
Persuasive
Extrovert (outgoing)

Technical Competencies:

Prospecting
Needs identification
Closing sales
Networking
Relationship building
People skills
Financial calculations
Verbal communication
Written communication
Translating market trends
Negotiating
Credit analysis
Listening

Tower Group

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