The Alterra WAYA peek inside one of Americas fastest growing mortgage

companies.

• Business Planning• Culture• Fast Track• Alterra Sales System

Help you succeed.1 Goal

Success Strategy

Business Plan

What’s your number?

POWERFUL Business Plan1. DOUBLE YOUR BUSINESS IN 90 DAYS!2. Clear path to reaching your goals on a daily basis3. Accountability driven by personal goals NOT

company goals4. Know exactly who is sending you business and who

you are wasting time with5. Stay focused on productive money making

activities.

What’s your number?Income Goal Total Talk To’s YOUR #

$100,000 952 3.3

$200,000 1905 6.6

$350,000 3333 11.6

What is the cost of not knowing?

AB

Without knowing your numbers, it becomes easy to think person ”B” is more valuable because they send you so many leads.

Numbers don’t lie.

Progress ReportMR - CA302

Started PULSE 350%

Average Increase over previous years monthly production. (Mar & Apr)

Success Strategy Our Culture

Humble

HungrySmart

Does this describe you?Humble: Most important. More concerned with the success of the team than ”getting credit”.Hungry: Desire to work hard, put in the hours, self motivated, volunteer to fill gaps and are always looking for ways to help the team.Smart: They show good judgement with people, team dynamics, love to problem solve and are highly self aware of how they impact others.

PEOPLE MATTER

OWN IT!

FIND A BETTER WAY

We work HARDand SMART

DID YOU KNOW?

2016 National Homeownership

Rate

63.5%

2016 ALTERRA Homeownership

Rate

48.7%EMPLOYEE DOWN PAYMENT

PROGRAM!

Phase I Preparation

“If I had 8 hours to chop down a tree,

I’d spend 6 hours sharpening my axe.”

-Abe Lincoln

90 Day Fast Track to Success

An Alterra short documentary.

Objectives

1PrepareIn the ”Prepare” phase we will focus on the necessary skills to get the loan officer ready for success. This phase requires attention to detail and patience in understanding that this will pay off in the end.

2TrainThe objective the ”train” phase is to develop the basic skill sets needed to hit the ground running as a sales professional.

3ExecuteIn the “execute” phase we put it all together as they begin to pursue realtor relationships and database leads.

Preparation – week 1Goal is to accelerate the learning process to make effective contribution faster.

Prepare Train Execute

Accelerated learning process to understand the role, team, company, product and market.

• Sales Assessment• Basic mortgage knowledge• Powerful onboarding process• Basic Product Guidelines• Pillar products• Mentorship• Business Planning

Sales Training & Practice – week 2Goal is to get them in front of Real Estate agents as quickly as possbile.

Prepare Train Execute

Laying the foundational skills and disciplines that will facilitate success in the months and years to come.

• Fundamental sales training• Personal story development• Database creation• Lead Tracker – PULSE• Scripting• 5 Practice 1003’s

Execute – Week 3-12Goal is to move from beginner to proficient in prospecting and presentation.

Prepare Train Execute

Putting into practice everything that has been learned to demonstrate immediate success.

• Appointment setting• Handling common questions• Interviewing realtors• Full NEEDS Analysis• Proposing Solutions• LEARNING!

90 Days60 Days30 Days

Plan

Leadership Ownership

Sales Assessment

Essential Knowledge

Onboarding

PULSE Planning

Sales Training

Database Creation

PULSE Lead Tracker

Scripting

Phase II

Launch Realtor PUSH

Deliver analysis summary

Realtor Interviews

Full Interview/Presentation

Database & Realtor PUSH

Key tasks to complete for 30,60,90 day plan.

Alterra Sales System™

It doesn’t matter how many resources you have

If you don’t know how to use them,

It will never be enough.

Alterra High Performance Sales System

BNTouch/BetterLoanOfficers/

PRONTO

PULSE/ Lending QB / PRONTOPULSE / PRONTOPULSE / PRONTO Calendar / PULSE /

PRONTO

Tool and Aids

Prospecting Setting Appointments

PresentationOf Value

Gain Commitment

After Care & Follow up

• Phone meeting/interview

• In person meeting/interview

• Coffee/Lunch/Dinner

• Invite to event• Mini seminar to

qualify leads• Email concierge

package

Lead is generated Date, Time & Place Identified

COMMITMENT/OBJECTIVE

SALES PROCESS

SALES PROCESS ACTIVITIES AND MILESTONES

• Referrals

• Past clients

• Business partners

• Realtors

• Networking

• Trade associations

• Realtor Events

• Website

• Direct Mailings

• Builders

• Annual Review Calls

• Fill out Concierge together

• Client Presentation• BP presentation• Napkin presentation• Speak at event• Train them to give you

referrals• Debrief after class• Niche topic seminars

• Pull Credit• Get an appraisal

check• Fill out application• Get referrals• Set them up for

success with reviews

• Keep talking about the benefits and why they decided to sign up

• Be assumptive

Drip campaigns

Tuesday Updates

Newsletter

Fruit basket

PRONTO: to collect all documents & communicate everything

Credibility, Differentiation & Trust

Credit Pull/Application Signed Wow!

Annual Review Script

Annual Review letter

USP List

Realtor Event Script

30 Second Personal Commercial

Power Questions

• Appointment Script• Seminar script• Calendar system• Eventbrite.com• Alternate Choice• Assumptive Attitud

e• Concierge form

Client Presentation

Your “Why”Virtual Purchase Tour

BP PresentationBP Value Proposition

Napkin visualsPersonal story

BetterLoanOfficers.comPROSheet

Application

Rebuttals to Objections

Quality Close

Trial Close

Assumptive Close

Care enough to be unreasonable

Quality Survey

Sale Follow-Up Letter

PRONTO

Phase 1 Phase 2 Phase 3 Phase 4 Phase 5

PULSE / PRONTO

Getting Referrals

Celebrate the win and congratulate client

Ask throughout the process and especially at moments of satisfaction

Ask, Ask, Ask

First payment due

Fruit Basket

PRONTO: “did you enjoy” script

Multiple Leads generated

Referral Script

Book: Endless Referrals

Phase 6

TECHNOLOGY

OWNERSHIP “You can delegate authority, but you cannot delegate responsibility."

-Byron Dorgan

The first critical component to ensure success of these 90 days and beyond is to have a leader that is fully engaged and owning the process. There are a lot of things you can delegate in life but Leadership is not one of them.

There are two roles that need to be defined before you begin.

1. Branch Manager

2. Mentor

In many cases, the Branch Manager will play both roles but in some cases they will select a ”mentor” to the Loan Officer. The mentor will act as a guide, coach and accountability partner throughout the 90 days.

MENTORSHIPMentorship is a relationship in which a more experienced or more knowledgeable person helps to guide a less experienced or less knowledgeable person. The mentor may be older or younger than the person being mentored, but she or he must have a certain area of expertise.

It is critical that the selected mentor understand the importance of their role and that they have the bandwidth to be able to fulfill the commitment.

“If you light a path for someone it will also brighten your own path.”

SPQ GOLD®

The Sales Preference Questionnaire™ (SPQ*GOLD®) is a limited purpose self-descriptive instrument used to assess the presence, predisposition, and degree of sales call reluctance® in candidates for sales positions. It is also used to provide assessment-based support for training and developmental applications with current salespeople.

SPQ*GOLD® measures all 12 call reluctance® types, three call reluctance "impostors," and includes three scales used to detect non-standard attitudes toward completing the instrument. One scale, the "Brake" score, is a statistical composite computed from aggregating scores from the 12 diagnostic sub-categories, and is interpreted as an overall estimate of the effort which could have been available to support sales prospecting but is instead diverted into non-productive coping behaviors intended to reduce emotional discomfort associated with prospecting for new business.

Thank you,

Dana KiklisVP of Sales of Business Expansion NMLS# 304660Cell: #(781) 325-5312 (Call/Text)Office: #(978) 988-LOAN(5626)  Fax: #(978) 988-CASH(2274) 1300 S. Jones Blvd, Las Vegas, NV 89146 DKiklis@GoAlterra.com

Alterra Home Loans is a division of Alterra Group, LLC., NMLS 133739