Home Loan & Mortgage Sales Specialist

Job Description

Company Overview
Our client is one of South Africa's leading mortgage finance and mortgage insurance providers, offering innovative home loan solutions.

Job Purpose
This role requires an experienced sales professional to leverage their existing client base and industry relationships to drive home loan sales.

The successful candidate will proactively source new business, convert leads, and facilitate home loan transfers from other financial institutions to our client, delivering tailored finance solutions with top-tier customer service.

Key Responsibilities

1. Lead Generation & Business Development
   Leverage an existing book of business from the home loan or insurance industry to generate leads.
   Expand and maintain strong relationships with estate agents, bond originators, financial advisors, and other referral partners.
   Implement effective direct marketing campaigns, including social media, corporate presentations, community networking, and in-person client engagement.
2. Client Needs Assessment
   Conduct detailed needs analysis using open-ended questioning techniques to understand clients' financial goals.
   Assess clients' financial health, affordability, and credit standing to determine eligibility.
   Identify and provide solutions to clients facing financial challenges.
   Maintain comprehensive records of leads, follow-ups, and client interactions.
3. Product Presentation & Sales Conversion
   Utilize in-depth home loan and mortgage product knowledge to present tailored solutions.
   Guide clients through the application process, ensuring a smooth and transparent experience.
   Clearly explain credit criteria, application requirements, and necessary supporting documents.
4. Deal Finalization & Closing
   Clearly communicate all terms and conditions of the final offer.
   Reinforce the benefits of the home finance package and address any last-minute objections.
5. Customer Relationship Management
   Maintain ongoing contact with clients throughout the application process.
   Provide proactive communication and clear explanations to address client inquiries.
   Establish long-term relationships and request referrals from satisfied clients.
6. Application Processing & Documentation
   Accurately capture and process home loan applications, ensuring all required documents are submitted.
   Maintain well-organized client files to facilitate a smooth approval process.

Minimum Requirements

Education: Matric (Grade 12) qualification.

Industry Experience: Candidates MUST come from the Home Loans or Insurance industry.
2+ years of successful external sales experience in a target-driven environment.
Proven ability to self-source leads and convert high-value deals.
Strong network and an existing book of business that can be transferred.

Other Requirements: Own vehicle and valid driver's license.
No adverse credit findings or debt review status.

Preferred Experience
3+ years of sales experience in mortgage lending, home loans, or related financial services.
Experience in building and managing long-term client relationships within the industry.
A strong track record in independent lead generation and business development.

Key Competencies

Industry Knowledge & Sales Ability: In-depth knowledge of mortgage finance, home loan products, and lending criteria.
Ability to influence decision-makers and navigate the home loan application process effectively.

Sales & Business Development Skills: Exceptional networking skills to generate new business and maximize referrals.
Ability to analyze financial situations and propose the most suitable home loan solutions.
Strong negotiation and persuasion skills to close deals successfully.

Personal Attributes & Work Ethic: Self-motivated, resilient, and target-driven.
Highly organized and detail-oriented.
Ability to work under pressure in a fast-paced sales environment.