How Weichert Financial Services Exceeded Sales Targets With Fanatical Prospecting Sales Training

I one hundred percent recommend the Sales Gravy team to any organization needing sales enablement. Even for me, their training was a great reminder to get back to sales basics that I had long abandoned.”

– Eric Declerq, President

Situation

Industry: Home Financial Services

As a member of a seventeen-company family focused on the home real estate industry, Weichert Financial Services offers a collection of real estate, mortgage, insurance, and closing services to home buyers. From mortgage pre-approval to closing, the company assists its clients with home financing needs every step of the way.

Eric Declercq, President of Weichert Financial Services, sees the company as a sales organization at its core. He aspired to strengthen that aspect of the business when Weichert Financial Services experienced several organizational changes to keep up with new and shifting market forces.

“Because we are essentially a sales organization, I wanted to formalize our prospecting strategy,” said Eric. “I also wanted to train our team, as well as form muscle memory around all of the activities sales organizations and salespeople need to be engaged in to be successful.”

Eric turned to Sales Gravy to improve his team’s selling mindset, reinforce fundamental prospecting skills, and ultimately bring more qualified opportunities into the sales funnel.

Solution

As a globally recognized leader in sales training and enablement solutions, Sales Gravy focuses on quickly building better teams. The company accelerates productivity by delivering the training, resources, and solutions that enable sales organizations to become more agile in the face of disruptive change.

After taking a deep dive with the team to understand how Weichert Financial Services operates, Sales Gravy crafted the tailored Fanatical Prospecting training solution around Eric’s stated objectives. Sales Gravy also conducted on-site instructor-led training for staff in the field in the areas of virtual selling, fanatical prospecting, and situational sales leadership.

Sales Gravy then conducted similar training with leadership expressly to assist them in reinforcing new behaviors and skill acquisition in their reps following training.

“Salespeople who don’t keep up with routine prospecting tend to wonder why the sales pipeline is empty,” said Eric. “Fortunately, the Sales Gravy Fanatical Prospecting training helped our team develop daily habits that make them better salespeople.”

Based on the training, Weichert Financial Services created the Fanatical Weichert Sales Advisor Success Formula to help reinforce best practices.

It involves three major components:

Database Management requires internal ownership ofthe client database and leveraging automated workflows.

Prospect Time Blocking makes prospecting a priority sothat the organization can maintain a full pipeline.

Multi-Channel Selling involves establishing three or more sales channels, each with its own techniques and strategies.

“Sales Gravy’s team brought the discipline we needed at the right time,” said Eric. “They put us in an excellent position to be able to meet our objectives instead of falling off the cliff like many of our competitors.”

Results

Adopted Fanatical Prospecting Mindset

Sales Gravy’s training gave the sales team at Weichert Financial Services an effective mindset and the discipline to take impactful daily actions. “Based on observations, I think we’ve exceeded the training we’ve received,” said Eric.

Minimized Impact of High Mortgage Rates

The mortgage and title components of the business was hit hard by rising interest rates. However, the Weichert Financial Services team has implemented a system that minimizes the dip in transactions and sets them up for future success.