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Inside Sales Specialist

3 weeks ago

Calgary, Canada MCAP Full time

**Inside Sales Specialist**

**MCAP at a Glance**

Joining MCAP means you will be a part of our diverse workforce of highly talented individuals who are recognized for their expertise and success At MCAP, your professional expertise, commitment to teamwork and passion for service excellence are recognized and rewarded with competitive total rewards offering, a career with continuous learning and development (formal & informal training), and exciting opportunities in a dynamic, entrepreneurial environment.

**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

**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.
- 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