Job description


  • Entry level
  • No Education
  • Salary to negotiate


Requisition ID: 58612

Join the Global Community of Scotiabankers to help customers become better off.

Purpose of Job

The Home Financing Advisor (HFA) is responsible for maximizing the development of residential mortgage business from third party referral sources such as real estate agents, lawyers, financial planners, center’s of influence with the goal of bringing new customers to the Bank for cross-sell opportunities.

The HFA has aggressive sales and revenue targets which require strong sales management experience and proven relationship, customer focus and marketing skills.

Key Accountabilities:

Deliver objectives as measured within a Balanced Scorecard (BSC) that includes (but is not limited to);

-Financial Objectives: as set out in team partnership including specific goals related to funded mortgage volume, cross-sell, key partner development, productivity;

-Customer Experience: measured by survey results (Business to Customer and Business to Business);

-Operational Effectiveness: risk, compliance, operational process.

Generate sales or revenue through the development and growth of profitable mortgage business and new customers to the bank, through Home Financing Solutions, by;

-Achieving sales targets by applying sales principles with referral sources and retail customers.

-Developing referral leads from satisfied clients and spend a significant amount of time on prospecting new clients;

-Applying business development skills to originate and relationship manage a third party network of referral sources to build a pipeline of mortgage business;

-Developing and implementing a sales business plan, which includes a contact and appointment program designed to develop new sources of referral business. This includes, but is not limited to, a weekly touch base with potential sources, regularly scheduled face to face meetings, e-mail and flyer drop program, produce support material for sources such as open house kits, set service standards for availability, hold seminars for sources, attend trade shows etc.;

-Planning and implementing a marketing program, which can include advertising, joint marketing with sources, past customer database, networking clubs, community service clubs etc.;

-Conducting local mortgage seminars (i.e. First Time Homebuyers), representing the Bank at industry related functions (Real Estate and Home Builders Association functions, conferences), etc.;

-Establishing ethical, high quality referral source relationships, which meet the Business Code of Conduct, as set out each year by the Bank;

Ensure a high level of client service with focus on growing relationships with customers for the Bank by:

Building and implementing a high quality customer service model to ensure all deals close with the Bank, maximizing opportunity to obtain referrals from satisfied customers; implement a contact program for approved and pre approved customers;

Identifying and action opportunities to achieve sales and cross-sell goals through the identification and satisfaction of customer needs. Implement a contact program for select approved and pre-approved customers;

Contributing to the provision of human, straightforward and knowledgeable service through daily interactions, to foster a relationship of mutual trust and confidence with customers and business partners.

Facilitating prompt turnaround times and ensuring accuracy, courtesy and knowledgeable service when dealing with HFA, clients and/or external mortgage referral sources;

Driving the development of other Bank business for the branches in the area being served by maintaining a basic knowledge of other Bank products and services and facilitating cross-sell opportunities in order to establish an ongoing banking relationship between mortgage clients and the servicing branch;

Contribute to the promotion of and effective processing of mortgage business by working closely with Partners and adhering to the Partnership Agreement by:

Working with branch partners to entrench Key Partners program, Realtor Referral Lead program, customer closing process, and attending branch meetings, Today Show and huddles per a planned schedule; meeting with branch manager by appointment to update business and discuss partnership;

Promoting the benefits of the Key Partners loyalty program with referral sources and the Realtor Referral Lead generation program to Branch staff;

Interviewing and taking applications: Obtain all pertinent personal and credit information, confirm employment salary, source of down payment and submit application, and supporting documents, with recommendation for approval;

Ensuring high quality submissions to Mortgage Operations and Sales Effectiveness (MOSE) (previously known as ACMUC), including collecting supporting documentation up front where possible, follow-up on outstanding conditions, work with branch partner for cross sell of other Bank products, focus on Loss of Life Protection (LOLP), H