Dave Bedlow
Head of Learning & Development Mortgage Advice Bureau
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Training should be the foundation of any business, benefitting anybody from a trainee right through to a highly experienced and successful adviser, and it’s often the most successful advisers that embrace training the most.
Q: Any new learning initiatives in the pipeline?
A: New MIDAS Pro is a major priority for us with its launch due in April. This system is not just much easier for advisers to use, it brings with it a massive change in how advisers use the system with the client. Rather than MIDAS being a Fact-Find and application tool, MIDAS Pro is designed to fully involve the customer in your discussion using an iPad or screen share.
Using elements of MIDAS Pro with the customers can massively improve add on sales by helping customers through the decision making process, but we need to support advisers to not just get used to a new system, but how to use it to significantly enhance the customer experience and as a result protection sales.
With more of our business partners focusing on protection, we have more and more taking on dedicated protection sellers. Our normal induction is not totally relevant for these specialist roles and so we are launching a new course in March specifically for protection only advisers.
In March we also launch two new e-learning modules, one for estate agency staff to support lead referral, and the other for advisers new to estate agency.
Finally, my team is working hard with sales to put together the new MAB Academy programme, which will enable recruits new to the industry to be trained and supported in their first six months with our AR partners. The programme will not be suitable for all our business partners, so to find out more speak to your regional sales director.
Q: Making a difference is very important to you and your team, how can you tell that you are doing so?
A: Without doubt, this has to be by seeing results improve in a business because of the training events that we have run.
The commitment and drive by the business owners to support what we are doing is essential, and those owners’ businesses are where we see improved results.
Getting great feedback from advisers and business owners on how my team have helped improve results and team mindsets etc. is really important to us. We have a raft of these in the testimonials section on MAB Online – go and take a look!
Advisers can also help themselves by investing the time to become the strongest mortgage and protection adviser they can be.
Take advantage of everything on MAB Online, read the many industry articles you have access to, so as to have a broader conversation with your customers. By doing so, you will open up many more opportunities for sales and recommendations.
The Platinum Club has also been launched specifically for advisers that want to become protection experts, who, without doubt, will be the highest achieving and earning advisers we have.
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