Outside Calling School Virtual

The two-part Outside Calling School helps you drive new revenue, understand your clients, and maximize your time spent selling. You will learn how to tailor your value statement to match the needs of the individual or business borrower, or buyer. We emphasize how to spend your time on the right clients that result in sales growth, while maximizing the highest value opportunities in your market.

This series is for the professional caller, including lenders, mortgage originators, wealth managers, and experienced branch managers. This program includes pre-call planning, the in-person or virtual appointment, and post-call follow up. We also cover negotiation, handling objections, and pricing.

We utilize a password protected and encrypted Zoom platform that enables us to deliver the presentation in a classroom format, plus offer the opportunity to participate in group exercises and discussions in separate Zoom rooms.

February 8, 2024, 9 a.m. - 12 p.m. ET Part 1 – Prospecting and Call Preparation

How do I get more prospects in the funnel and improve my sales results? This lively presentation will give you proven tips, techniques, and systems from the most successful sales oriented financial institutions, to enhance your skills and improve your productivity. You will learn the most efficient ways to prospect, including how to set appointments through virtual technology, email, phone calls, and direct mail. You will also learn to properly set up an in-person or virtual sales call to deliver results.

Program Agenda
  • Designing your value proposition to define why someone should meet you
  • How much prospecting anyway?
  • Generate more leads through your best clients
  • Getting appointments
  • The Ping Strategy - a method of staying in touch
  • When do I abandon a prospect?
  • Free prospecting tools
  • Free databases and meeting technologies
  • How will I measure success?
  • Pre-call research
  • Effective technology approaches

February 15, 2024, 9 a.m.-12 p.m. ET Part 2 – Buyer Behavior and the Winning Call Experience

This fast-paced, e-classroom seminar will look at the differences in opinions, views, and buying behaviors of individuals and businesses. You will learn how to modify your strategies to grow business from each generational segment, including appropriate adjustments to your digital and in-person client approaches and experiences. Your buyers are regular consumers, business owners, employees, corporate executives, and so forth, but how they are affected by their age cohort has an effect on how they make financial decisions.

You will also hear and discuss how to effectively deliver a winning experience inside a personal or virtual call, including opening comments, effectively asking great questions, and follow-up. We pay special attention to professionally closing, as 64% of salespeople fail to ask for the business.

Program Agenda
  • Generational similarities in decision=making
  • Which sales approaches appeal to each generation or buying group
  • Making the Sales Call
  • The Critical Importance of Sales Questions
  • Moving the Sale Forward
  • Managing Key Objections
  • Effective Digital Closing Technique
  • Sales follow-up
  • Tactical roadmap to beat the competition

Who Should Attend

Frontline salespeople such as branch managers, wealth managers, commercial lenders, mortgage and consumer lenders, and business development officers will find the strategies, techniques, and tools discussed will have a tremendous impact on sales growth.
2/8/2024 - 2/15/2024
Virtual Event You Will Receive A Link To Join the Events

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Education Alliance Cancellation Policy
Substitutions are always welcome and encouraged. All cancellations and substitutions request must be submitted in writing prior to the event.

KBA Seminar Registrations can cancel 30 days prior to the event date and receive a full refund. Cancellations received between 29 days and 10 days prior to the event will be charged a $50 processing fee. There will be no refund for cancellations received less than 10 days prior to the event.

KBA Schools Applicants can withdraw from a KBA School 10 days prior to the 1st day of the school for a refund minus a $150 cancellation fee. There is no refund if an applicant withdraws after the deadline or if applicant fails to attend the school, with the exception of extenuating circumstances. Due to commitments and expenses we cannot reverse, such as: handouts, food, beverages, room rentals, speaker fees, etc.; even extenuating circumstances will require partial refunds because of these expenses.