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The Mortgage Specialist (MS) originates, builds and relationship manages a third-party network of referral sources to build a pipeline of mortgage business with a focus on external/new to BMO customers.
The MS partners with the Branch team to ensure proper customer hand off in order to finalize mortgage documentation, as well as refer customers with non-mortgage needs.
Actively search for cross-sell and up-sell opportunities for positioning to the branch.
Proactively contact and engage with third party realtors, lawyers and other related referral sources to create strong relationships which lead to referrals of customers who require simple to complex real estate lending solutions.
Lead client/realtor discussions and sell real estate lending products and insurances. Collect terms and conditions and service when required.
Proactively contact realtors/referral sources identified through the creation of nation partnerships and/or create local partnerships.
Identify and make appropriate referrals that add value to the customer attempting to gain full share of wallet.
Establish and enhance the bank’s presence with the community (participation at trade shows, conferences and other related events.
High/exceptional producers may be required to indirectly manage a sales assistant.
Qualifications and skills
Maintain expert level knowledge of self-management and teamwork, personal lending, relationship sales and management.
Possess functional level knowledge of Everyday Banking, Investments, Trust Services, Commercial Lending and commercial Cash Management
Strong knowledge of the broader real estate industry and Canadian mortgage market
Ability to conduct complete customer conversations and needs assessment
Providing practical solutions for customers; discussing alternative solutions
Strong negotiation skills
Solid background in computers and technology
Ability to use various software and programs to enhance process
Bilingualism (French / English) is required
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