678-325-3500 www.XINNIX.com

AVAILABLE FORMATS:

What will you gain?

ADVANTAGE empowers wholesale account executives to elevate their

business using a proven framework that helps them organize their activities,

find new referral partners, and ultimately increase production.

ADVANTAGE teaches account executives how to efficiently and effectively:

• Examine current territory, rank accounts and clarify a vision for

business growth

• Develop a business plan that provides a roadmap for their chosen goals

• Identify and develop their distinct advantages from the competition

• Understand the keys to relationship selling in all market conditions

• Execute a strategy designed to increase production immediately, and

sustain performance over the long-term

What’s included?

ADVANTAGE consists of eight, 60-minute, live webinars focused on sales,

marketing, prospecting and time management practices. The program also

addresses critical skills for account executives, techniques for enhancing

referral relationships and capturing maximum local market share.

ADVANTAGE students also receive over 25 post-class business tools at no

additional cost. Combined with the training, these tools help account executives

with the fuel they need to drive measurable production growth.

Intended Audience

• Wholesale account executives• Managers of wholesale

account executives

How does it work?

• Eight, 60-minute, live webinars providing sales, marketing, prospecting and time management practices

• Handout with each training session

• 25+ post-class business tools

LIVE WEBINAR

© 2018 XINNIX. All rights reserved. Energizing people. Elevating results.

ADVANTAGEProviding wholesale account executives with essential knowledge, skills, strategiesand business disciplines proven to grow production and accelerate success.

Program agenda During this part of the series, an account executive will walk away with The

Four Pillars of Success in sales. Each pillar is critical to the process of building a

business of key referral sources.

During these four power packed classes, an account executive will:

Class 1 – Marketing Effectively

• Effectively prioritize goals based on the six attributes of the most

successful account executives

• Identify the specific key referral sources to focus on to create momentum

• Profile key referral sources and create powerful marketing strategies

• Know how to effectively obtain an appointment with a referral source to

grow their production

Class 2 – Building Relationships

• Learn the art of asking open-ended questions by utilizing the

FORD technique

• Identify a unique selling proposition to gain more business from brokers

• Create a customized one-on-one referral source presentation

• Confidently address and overcome the most common objections

Class 3 – Following Through Effectively

• Create disciplines to remain focused on business generating priorities

• Exceed commitments and build a respected reputation

• Identify the various sources for creating value-added marketing pieces to

aid in becoming positioned as an expert

• Determine the mindset of a fanatic and how to achieve excellence

Class 4 – Delivering Results

• Build a team committed to providing great service to key referral sources

• Effectively manage a pipeline to deliver exceptional service

• Ask for more business during the loan approval process

• Conduct a powerful post closing activity to generate customer referrals for

key referral sources

© 2018 XINNIX. All rights reserved.

ADVANTAGE includes post-class tools such as:

• Key Decision Maker Personal Worksheet

• Sales Meeting Script• Call Reluctance eBook

(90+ pages)• Business Plan Template• Weekly Flight Plan Template• Production Goals Worksheet• Unique Value Proposition

Worksheet• Key Target Tracking Tool

… and many more

Call Us

Email Us

Register Online

678-325-3500

info@XINNIX.com

www.XINNIX.com

During this part of the series, an account executive will walk away with a

Business Plan for increased production. It provides the methodology of time

management and outlines key activities that will ensure predictable success

long term.

Upon completion of these four final classes, an account executive will:

Class 5 – Powerful Presentations

• Uncover the secrets to selecting the right office in order to be more

strategic in time management

• Create a marketing strategy to capture business from ‘open’ or

‘closed’ offices

• Interview a broker effectively and with confidence in order to gain loyalty

• Learn the five keys to making powerful sales meeting presentations and

capture more business

Class 6 – Maximizing Sales Productivity I

• Learn the number one secret to success in sales based on 40 years

of research

• Learn what Sales Call Reluctance is and how much it costs monthly

• Understand the traits of natural self-promoters and the three critical

techniques they employ

Class 7 – Maximizing Sales Productivity II

• Assess specific sales call reluctance and how it could be costing thousands

of dollars in lost commissions each month

• Learn how to overcome sales call reluctance by employing mortgage-

specific strategies and proven prescriptions provided by the experts

Class 8 – Efficiency In Time Management

• Gain multiple sources for generating leads in business

• Be equipped to create a marketing strategy for each source

• Implement a follow-up plan to maximize results with marketing initiatives

• Be positioned to qualify the leads and loans on a monthly basis to

validate effectiveness

678-325-3500 www.XINNIX.com

“My account executive sales team of eight has a range of sales experience from nine to over 30 years. The ADVANTAGE performance program was a tremendous asset and motivator.”

– M. Bauer

Wholesale Sales Manager

“XINNIX has been one of the best, most aggressive sales development programs that many of our Account Executives have enjoyed and even utilized many of the sales tools to help them do more business in these critical times to increase our market share in each of our regions.”

–P. Kaiker

Regional Branch Manager

What people are saying

For wholesale account executives who desire to increase production, seek new referral

partners, develop a powerful business plan or implement a more effective marketing

campaign, ADVANTAGE is the answer! Give yourself the ADVANTAGE now!

“The XINNIX ADVANTAGE courses have been an extremely powerful tool to assist and support the AE’s in this

challenging mortgage market. Our sales team has benefitted from the many tools and action plans that are offered through

XINNIX. We appreciate the high energy and knowledge that your trainers demonstrate with our team to be another winning

asset. The XINNIX ADVANTAGE program has promoted a positive sales culture in which our AE’s can readily spring into

their daily action plans. The content is very robust that our only true challenge is to funnel all of that content into daily sales

action plans. I cannot imagine where we would be without XINNIX and truly appreciate that we have this very valuable tool

in our sales arsenal.”

– B. Harvey SVP, SW Division Manager

“The XINNIX Advantage training has really helped me to focus on identifying, going after and maintaining quality

relationships with “Key Targets.” These are the loan officers who have the most potential for increasing my business, because

they are generating business themselves, and because they see the value in partnering with an AE and a lender who will give

them and their clients the service they deserve. I have really seen the progress I’m making in my broker relationships, which

will really pay off in the long run. Thanks for making this program available!”– T. Veitch

Account Executive

© 2018 XINNIX. All rights reserved.

Learn more at www.XINNIX.com, where you will also find our extensive Resource Library with valuable content, market updates, and key industry

information to help you in your business.

Having trained thousands of loan officers and leaders, XINNIX deploys a

proven methodology that combines energy with excellence - transforming the

organization and delivering real, measurable ROI.

678-325-3500 www.XINNIX.comEnergizing people. Elevating results.