Inside Sales Representative - Ancillary Sales

MCAP Group of Companies; Canada; Hybrid; CAD 57,000 - 62,000; Full time

Job summary

MCAP, one of Canada’s largest independent mortgage finance companies, seeks an Inside Sales Representative for Ancillary Sales. You will predominantly sell mortgage-related ancillary products by phone, handling outbound calls and following up on leads to build a strong client book.

Ideal candidates have 2+ years of sales experience and good knowledge of customer service fundamentals. Location flexibility across Canada is noted, with permanent full-time employment and competitive salary range.

Qualifications

• 1–2 years customer service experience.
• Minimum 2 years proven sales experience.
• Financial or insurance sales experience an asset.
• Excellent verbal and written communication skills.

Responsibilities

• Sell ancillary products (Mortgage Life Insurance, Disability Insurance, property tax accounts) by phone.
• Close sales and achieve monthly targets.
• Outbound calling on provided leads and follow-up.
• Manage own book of new and existing clients with data integrity.
• Respond to homeowner questions and provide product recommendations.
• Adhere to FCAC regulations and MCAP policies.

Skills

Customer service

Sales

Education

High School/College education

Tools

Microsoft Outlook, Excel, Word, Teams

Job description

Inside Sales Representative - Ancillary Sales

MCAP at a Glance

JoiningMCAP means you will be a part of our diverse workforce of highly talentedindividuals who are recognized for their expertise and success! At MCAP, yourprofessional expertise, commitment to teamwork and passion for serviceexcellence are recognized and rewarded with competitive total rewards offering,a career with continuous learning and development (formal & informaltraining), and exciting opportunities in a dynamic, entrepreneurialenvironment.

The Role

This position is responsible for selling ancillary products, primarily creditor insurance (Mortgage Life and Disability Insurance and property tax accounts), through various channels. Agents are directly responsible for increasing the company’s revenue with the sale of ancillary products.

The Ancillary Sales Team operates in a call center environment and therefore, are expected to be on the phone and available to take and make calls when scheduled.

Compliance

• Serves as executive point-of-contact for Legal, Compliance, and external carriers

Sale of Ancillary Products

• Close sales and achieve monthly targets.
• Direct selling over the phone.
• Outbound calling on provided sales leads and follow-up as required.
• Understand homeowner need for Ancillary Product(s) and match the applicable values and benefits of the product(s) to their need(s).
• Research accounts, identify key triggers and generate interest to drive increased revenue.
• Responsible for your own book of new and existing clients. managing their own set of leads by making a minimum of 3 attempts to contact homeowners and updating lead trackers with status (Salesforce, Excel) to ensure data integrity is maintained.
• Answer any insurance related questions the homeowner may have.
• Balance the delicate act of maintaining positive broker relationships while effectively positioning and selling MCAP’s Mortgage Life Insurance and Disability products against competing offerings.
• Details of the application will need to be recorded on applicable systems.
• Sell according to ethical standards required by the Financial Consumer Agency of Canada (FCAC)
• Responsible for selling the property tax service with the homeowner’s mortgage payment and answer related questions on the tax collection and tax adjustment process.
• Employ a consultative selling approach that emphasizes understanding homeowners' unique needs and financial circumstances.
• Thoroughly analyze homeowners' requirements and concerns before proposing solutions.
• Provide personalized product recommendations that align with homeowners' goals and preferences.
• Educate homeowners about the features and benefits of products in a transparent and clear manner.
• Address homeowners’ questions and concerns to alleviate potential doubts or misunderstandings.
• Focus on fostering long-term relationships based on transparency, honesty, and ethical sales practices.
• Stay updated on the latest FCAC regulations and ensure full compliance in all sales interactions.
• Integrate FCAC principles into sales strategies, ensuring that client interests are at the forefront of every recommendation.
• Present information in an understandable manner, avoiding jargon and complex terminology.

Customer Service

• Conduct the first touchpoint after funding with homeowners across MCAP brands and designated Sub-servicing lenders, establishing a significant connection through professionalism, expertise, and a warm demeanor.
• Be a Subject Matter Expert on MCAP’s Ancillary Products and offer support to team members in other departments.
• Understand homeowner(s) needs and requirements.
• Ability to respond to common mortgage inquiries throughout the mortgage life cycle (e.g. new loans and payment changes).
• Complete payment changes on the system of record when required.
• Identify and analyze to ensure complete understanding of the homeowner’s need through probing questions and clarifying their needs.
• Provide accurate information and refer homeowner’s inquiry to relevant mortgage procedures, policies and/or principles.
• Respond to inquiry / need, decide upon the most appropriate solution available from a variety of options, taking into consideration the situational factors and existing procedures and policies. May be required to adapt the solution to suit the circumstances.
• Recommend appropriate solutions, products and / or alternative options to resolve homeowner needs.
• Regularly maintain up-to-date knowledge of all MCAP brands and selected Sub-Servicing Lenders’ new products, procedures, organizational changes, and systems.
• Deliver quality service, to ensure a positive experience and customer satisfaction.

What You Bring To The Team

• 1-2 years customer service experience
• Minimum 2 years proven sales experience.
• Financial or insurance sales experience an asset
• Ability to work with minimum amount of supervision.
• Proven ability to foster relationships.
• Self-driven, and motivated to achieve and exceed targets
• Good working knowledge of Microsoft Outlook, Excel, Word and Teams
• Knowledge of the mortgage life cycle an asset
• Excellent oral and written communication skills
• Strong analytical and problem-solving skills
• Strong attention to detail
• Effective interpersonal skills
• Takes responsibility for actions and carries out duties with integrity.
• Ability to work independently and as part of a team, depending on the circumstances.
• Excellent organizational skills and proven ability to handle escalated and complex issues.
• Strong phone presence and experience in dialing high volumes of calls per day.
• Strong listening skills
• Ability to prioritize and manage time effectively.
• High School/College education
• Life Licensed Qualified Professional (LLQP) an asset

If this sounds like you and you are looking to be a part of one of Canada’s largest independent mortgage finance companies, then we want to hear from you!

Be A Part Of Something Great

MCAPis Canada’s largest independent MortgageFinance company withover $150 billion in assets under management providing mortgage solutions forresidential and commercial properties. For over 35 years,MCAP originates, trades, securitizes and services mortgages in offices acrossCanada. MCAP originates residential mortgages exclusively through the mortgagebroker channel as we believe that a professional mortgage broker is aconsumer's best option and MCAP actively promotes the services of mortgagebrokers across the country. MCAP is also a leader in the Canadian residentialconstruction lending market with over 25 years in the business. Our teams ofdedicated professionals serve a variety of developer, construction and lenderclients across Canada.

Position #: req2252

Employment Status: Permanent Full Time

Location: Multiple Locations Available; Canada Wide

Number Of Openings: 3

Department: Residential

Internal Job Title: Product Account Specialist

Salary Range: $57,000 - $62,000

The above information in this description has been designed to indicate the general nature and level of work performed by employees in the position. It is not designated to contain a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.

MCAP provides equal opportunities for all applicants and is committed to fostering an inclusive, accessible environment, where all employees feel valued, respected and supported throughout the recruitment and employment process. If you require accommodation, we will work with you to meet your needs.