Seminar Agenda

Preliminary Activities:

  • Take our exclusive Professional Sales Manager Development Test and see how your skills stack up against the best sales managers.
  • Complete a brief survey on critical management issues so we can address your specific concerns in class.

Day 1:
Morning Session
The Best Practices of the Top Sales Managers

  • Do You Have What It Takes to Be a Great Sales Manager?
  • The Challenge of Achieving Results Through Others
  • The HELPS System: A Business Model for Long-Term Success
  • The 10 Core Competencies of Best Sales Managers
  • Making the Transition from Production to Management
  • Understanding Task Management vs. People Management
  • Management Strategies for Success Today and in the Future

Afternoon Session
How to Hire Top Performing Loan Officers

  • How to Hire the Right Sales Professional for the Position
  • 3 Common Hiring Misconceptions and How to Avoid Them
  • 9 Personality Characteristics of Successful Mortgage Originators
  • How to Find Sales Success Characteristics in Candidates
  • Why Casting a Wide Net is Critical to Hiring Success
  • How to Use a Structured Interview Process to Make Better Hiring Decisions

Day 2:
Morning Session
Success Strategies for Expectation Setting and Accountability

  • How to Get the Best Performance from Your Sales Staff
  • Learn the Critical Difference Between High Expectations vs. Positive Expectations
  • The Impact of Verbal and Non-Verbal Cues
  • How to Strike a Balance When Setting Goals
  • Designing an Action Plan to Ensure Sales Success
  • How to Measure Your Sales Team's Progress
  • How to Set Win-Win Goals — the Key to Establishing Commitment

Afternoon Session
The Fundamentals of Great Coaching and Giving Feedback

  • Adult Learning Patterns and How to Effectively Change Behavior
  • The Basic Principles of Coaching: Leadership in Action
  • 4 Essential Activities of Great Coaches
  • Understanding Different Types of Feedback
  • The Ultimate Negative: The Impact of No Feedback
  • Understanding Different Learning Styles
  • Key Coaching Steps: From Preparation to Delivery

Day 3:
Morning Session
The Importance of Leading by Example

  • How Excellent Feedback Skills Ensure Continued Improvement
  • The Impact of Continuous Feedback vs. Intermittent Feedback
  • Best Practices of Top Sales Managers — The Principles of Great Leadership
  • How to Secure the Resources Necessary for Effective Management
  • How to Leverage Coaching Time Against Results
  • How to Improve Time Management Skills

Next Seminar:
September 29-October 1, 2008
The Broadmoor Hotel & Resort
Colorado Springs, CO

This seminar is one of the best I have ever attended because it provided extensive information on several critical topics. The timing of this seminar was well positioned given the state of our industry.
— B. Dantin, Regional Manager, CitiMortage

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  • Serious Seminar
  • Research-Based Learning
  • Data Set Top Sales Managers
  • Practical Examples
  • Real-World Applications
  • One-on-One Coaching
  • Class Size Less Than 18
  • Highly Qualified Instruction
  • Former SVP Wholesale Top 10 Lender
  • MBA Best-Selling Author
  • Featured Speaker at Nationwide Industry Events
  • Sales Management Techniques Pioneer
  • Trainer / Consultant to +50% of Top 100 Lenders
  • Author: Best Practices of the Top Mortgage Originators