Sales
This person is concerned with making a mistake.
What is an Analyzer?
This is the first call an AM makes to the client.
What is the IBC?
The process an LO performs to determine a buyer's purchase power
What is a prequalification?
A custom built CRM used for lead and workflow management.
What is TrackVia
The order or cadence in which you should conduct a sales call to be most effective.
What is Sales Process?
This is our highest converting client.
What is a Teacher?
The acronym you choose in TrackVia when submitting a prequal to the prequalification specialist team.
What is PQS?
A small blue square with a plus sign in the upper right corner is responsible for doing what in Track Via?
What is adding a record to the system
Something all sales people should focus on accomplishing in every sales call.
What is advancement
Steve Parks
Who is the founder of the Next Door Programs?
The form a buyer completes up front to determine if they can get a loan.
What is a 1003/Loan Application?
6 digit number that uniquely identifies a single lead/borrower record
What is a lead number?
Thinking of a product or service in terms of the problem it solves.
What is Spin Selling?
This is the call the AM makes to the realtor after talking to client
What is the IRC?
The two data applications that need to be open on your computer screens when doing a prequalification.
What are TrackVia and Encompass?
After speaking with a borrower or co-borrower my comment or To-Do should reflect this type of interaction category.
What is external?
In the beginning, I made the mistake of thinking that SPIN model was only about selling. It was something you didn’t use, or even think about unless you were in front of a client. But then I realized, SPIN was something more.
What is a Planning Tool?
The name of the program for Postal Carrier.
What is Public Servant Next Door?
The five absolutely necessary notes you must provide to the PQS in TrackVia when submitting a to-do for a prequal.
What are Max Purchase Price, Loan Type, Rate, Source of Down Payment and Loan Number?
When requesting something from another member of the team in track via, you are leaving them a, what?
What is a ToDo?