PRESENTATION OF THE 

"JLF VIRTUALIS AULA": VIRTUAL TRAINING IN REAL TIME IN MARKETING, SELLING, SAVINGS MOBILIZATION AND MANAGEMENT OF SALES FORCES FOR FINANCIAL PRODUCTS

1. VIRTUAL COURSES IN REAL TIME

Marketing, professional sales, product and financial services development, management of sales teams, savings mobilization and customer service are the areas of expertise of the Consultant and Professor Jose Linares Fontela. These areas reflect his professional experience practiced for over 46 years in 27 countries, advising and giving support to banks and microfinance institutions (MFIs) Credit Unions (CU) and Savings Banks (SB), in Latin America, Central Europe, Africa and Asia.

The main difficulty of the Social Financial Institutions is to find a balance between the social and financial objectives, to ensure their sustainability and at the same time to grow to meet their social objective, providing financial support to the sectors most in need. But in the end, as for any other enterprise, it is not difficult to produce, what it is hard is to get people to buy the financial products and services that they offer in a market with intense competition against other financial institutions. Due to this situation is essential to master the previously mentioned areas, to ensure sustainability and a uniform and systematic growth of their portfolios, in order to be successfully able to meet their social objectives.

Traditionally, technical training of the Social Financial Institutions, using international experts was carried out in traditional classroom courses, in which the world’s experts where sent to the country to teach the courses and the costs were covered with the international technical cooperation funds. However, this source of funding has been dried up in the extent in which the countries that supplied the funds had to reduce their own expenditures. This reduction implies that the Social Financial Institutions need now to pay directly for this type of training, which was previously subsidized and the traditional training is too expensive to be assumed directly by these.

This was the motivation that led the Professor to the design and development of the "Virtualis Aula" model, in order to continue training the staff of the Social Financial Institutions in those topics in any part of the World, at an accessible, unique price (A flat rate, all inclusive) for the same international training. This opens the possibility to the Social Financial Institutions to assume directly the access to the most qualified international experts. The system "Virtualis Aula” eliminates the costs of transportation, lodging and perdiem for the Professor and the students, because these assist in their workplace, returning to their regular activities the rest of the labor day, at the end of each daily module, with the only limitation that their premises must have access to the Internet (In fact the assistance can be with a desktop computer, a laptop, a Tablet or an Smartphone, using ADSL or 3G).

The philosophy of the Professor and Consultant was based on including a training activity in all the projects in which he has been involved. He has also participated in national and international seminars and conferences as speaker, to share his experiences on his specialties using a similar virtual model. The innovative system allows the Social Financial Institutions to continue with this educative and training effort, in an accessible way, in Spanish or English anywhere in the World.

The fundamental concept of this offer is that the Professor’s goal is not to sell courses, but to: train people to put into practice what they learn, in the benefit of the Social Financial Institution where they work. The training focus is as follows

1. Each course is based on a common universal program, but it is fully adapted to the policy and needs of each social financial institution that contracts it and the information used refers to the country where it is located (Each course is "tailor made" to the Social Financial Institution).
2. Prior to the course the Professor, using his Teleconference’s Virtual Room, meets with the people who supply all the information that is not available on the website of the Social Financial Institution and discuses their needs on the subjects to be taught. With this information, adjustments and adaptations are done to make the knowledge gain practical and useful.
3. Each course is given as an internal education effort of the Social Financial Institution, adding to the slides their corporate symbol
4. Adapting each course to the Social Financial Institution guarantees that what is learned can be implemented immediately, benefiting its growth.
5. Courses include quizzes and workshops, allowing the trained personnel to practice the successful marketing, professional sales, product and financial services development, management of sales teams, savings mobilization and customer service techniques: developed by the Professor during his consulting work over the years and in several countries.

FREE DEMO: As this experience is an innovative model that requires evidential support to be put in practice for training: As it creates a virtual classroom on the Internet, in which all students and the Professor meet on an agreed time to attend the classes, with total participation with their computers in their workplace, anywhere in the world, it was necessary to create a 3 hours DEMO to be given in one day, to show a typical class day and demonstrate the effectiveness and acceptance of the methodology. The DEMO is called "Short Course of Marketing for Promoting Financial Products and Services" and provides the attendees with the opportunity to live this learning experience and besides receive a series of tips on marketing. Participating in the DEMO does not have any cost or commitment, the assistance is at no charge and it serves the interested managers to assess the usefulness of a possible training tool for their personnel, who will act to further develop their institution based on the acquired knowledge. To assist to one of the future cycles of the DEMO, please send an email to jlinaresf@gmail.com with the following information: Your name, the name of your institution, the town and country of residence (To identify the Time Zone) and the equipment with which you will assist (Desktop computer, a laptop, a Tablet or an Smartphone).

Jose Linares Fontela

LIST OF VIRTUAL COURSES AND COURSES-WORKSHOP ANNEXED:

1.      COURSE OF MARKETING TO MOBILIZE SAVING DEPOSITS

2.      COURSE-WORKSHOP OF PRACTICAL MARKETING FOR BRANCH’S MANAGERS
COURSE-WORKSHOP TO FORM TRAINERS ON PROFFESIONAL SELLING OF FINANCIAL PRODUCTS

3.     COURSE TO MANAGE A SALES FORCE FOR FINANCIAL PRODUCTS AND SERVICES

NOTE: If you have any interest to learn more about the courses and you want to be contacted to explore the possibilities of a training program, send an email to jlinaresf@gmail.com with your name, the name of the institution where you work, the course you are interested in and the country and town you are in, to contact you without any commitment on your part.

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