Inside Sales Representative - Ancillary Sales

Job summary

The Inside Sales Representative is responsible for selling ancillary products like mortgage life and disability insurance through outbound calling in a call center environment. They must manage their own book of clients, maintain compliance with FCAC regulations, and provide high-quality customer service throughout the mortgage life cycle.

Job details

Inside Sales Representative - Ancillary Sales 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. Compliance Serves as executive point-of-contact for Legal, Compliance, and external carriers 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. Details of the application will need to be recorded on applicable systems. 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 and written communication skills Strong analytical and problem-solving skills Strong attention to detail Effective interpersonal skills Takes responsibility for actions and carries out duties with integrity. Ability to work independently and as part of a team, depending on the circumstances. Excellent organizational skills and proven ability to handle escalated and complex issues. Strong phone presence and experience in dialing high volumes of calls per day. Strong listening skills Ability to prioritize and manage time effectively. High School/College education Life Licensed Qualified Professional (LLQP) an asset If this sounds like you and you are looking to be a part of one of Canada’s largest independent mortgage finance companies, then we want to hear from you! Be A Part Of Something Great MCAP is Canada’s largest independent Mortgage Finance company with over $150 billion in assets under management providing mortgage solutions for residential and commercial properties. For over 35 years, MCAP originates, trades, securitizes and services mortgages in offices across Canada. MCAP originates residential mortgages exclusively through the mortgage broker channel as we believe that a professional mortgage broker is a consumer's best option and MCAP actively promotes the services of mortgage brokers across the country. MCAP is also a leader in the Canadian residential construction lending market with over 25 years in the business. Our teams of dedicated professionals serve a variety of developer, construction and lender clients across Canada. Position #: req2252 Employment Status: Permanent Full Time Location: Multiple Locations Available; Canada Wide Number Of Openings: 3 Department: Residential Internal Job Title: Product Account Specialist Salary Range: $57,000 - $62,000 The above information in this description has been designed to indicate the general nature and level of work performed by employees in the position. It is not designated to contain a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job. MCAP provides equal opportunities for all applicants and is committed to fostering an inclusive, accessible environment, where all employees feel valued, respected and supported throughout the recruitment and employment process. If you require accommodation, we will work with you to meet your needs.

What you’ll do

The Inside Sales Representative is responsible for selling ancillary products like mortgage life and disability insurance through outbound calling in a call center environment. They must manage their own book of clients, maintain compliance with FCAC regulations, and provide high-quality customer service throughout the mortgage life cycle.

Requirements

Candidates must have at least 2 years of proven sales experience and 1-2 years of customer service experience. Proficiency in Microsoft Office tools and strong communication skills are required, while a Life Licensed Qualified Professional (LLQP) designation is considered an asset.

Benefits

• Competitive total rewards offering • Continuous learning and development • Formal and informal training

Listed skills

• Time management · Preferred
• Customer service · Preferred
• Microsoft Teams · Preferred
• Problem solving · Preferred
• Microsoft Excel · Preferred
• Sales · Preferred
• Consultative Selling · Preferred
• Microsoft Word · Preferred
• Communication Skills · Preferred
• Salesforce · Preferred
• Microsoft Outlook · Preferred

Other relevant skills

Identified from the job description. Confirm important requirements above.

• Sales
• Customer service
• Outbound calling
• Consultative selling
• Mortgage life insurance
• Disability insurance
• Property tax accounts
• Salesforce
• Microsoft Outlook
• Microsoft Excel
• Microsoft Word
• Microsoft Teams
• Analytical skills
• Problem-solving
• Communication skills
• Time management
• Inside Sales
• Sales Strategy
• Outbound Calls
• Residential Construction
• Commercial Real Estate
• Continuous Development
• Organizational Change Management
• Professionalism
• Organizational Skills
• Ethical Standards And Conduct
• Tax Collections
• Research
• Construction
• Management
• Call Center Experience
• Customer Service
• Closing (Sales)
• Communication
• Regulatory Compliance
• Consultative Selling
• Mortgage Loans
• Data Integrity
• Direct Selling
• Finance
• Selling Techniques
• Leadership
• Insurance Sales
• Interpersonal Communications
• Problem Solving
• Listening Skills
• Loan Origination
• Property Tax
• Time Management
• Prioritization

Job areas

• Sales
• Customer Service & Support
• Finance & Accounting
• Inside Sales Representative
• Commercial Sales Representatives
• Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Products