Workshops for Mortgage Professionals

Genworth Financial Seminars

The world of finance is constantly changing. Keeping up to date on the latest trends, products and sales techniques through training is one of the keys to being a successful mortgage professional. To help our partners do this, Genworth Development Centre is proud to offer a wide variety of courses relevant to today's mortgage professional.

Your Genworth account manager provides personalized information sessions and training sessions on various topics and according to your availability. These sessions can be held at your offices or at any location that works for you. For more information on how to attend or coordinate a group workshop, please contact your Genworth Account Manager.

Workshop List

The Genworth Difference for retail

This session introduces Genworth Financial Canada and its products & services to new lenders that need to know about what makes us different.

Understanding Appraisals

This two hour session is designed for lenders and brokers who are looking to gain an understanding of how and why real estate is appraised. It reviews the different types of appraisal reports, demonstrates the various types of appraisals and highlights key indicators to look at in a full appraisal report.

Understanding Credit Reports

This two hour session is designed for lenders and brokers who want to understand how to interpret and select the right customers by reviewing credit reports and credit risk scores With permission from Equifax, this seminar thoroughly examines each section of a credit report and a job aid is provided.

Shut the Door on Fraud

This two hour session is designed for industry professionals seeking to avoid participating in mortgage fraud. It examines the impact of identity theft and mortgage fraud on the industry, as well as the latest Canadian fraud scams. It offers strategies to protect individuals and employers from mortgage fraud and shows how to detect fraud before a mortgage is advanced. Grow operations; methamphetamine labs and resources to help avoid participating in mortgage fraud are covered.

Condition Fulfillment

This one hour session is designed for lenders and brokers. It is designed to help learn how to spot the red flags of fraud and check documentation on the front line, in order to prevent mortgage fraud. It focuses on the different types of red flags for income, down payment, multiple listings, offer to purchase and appraisals.

Underwriting 101

This two hour session is designed for new lenders and brokers. It covers the basics of underwriting risk evaluation for property, loan characteristics and borrower risk. The concepts of incremental and overall underwriting risk are also covered.

The Genworth Edge for brokers

This one hour session is designed for brokers and focuses on the advantage Genworth can offer brokers and their clients which encompasses

Our growing suite of products and homebuyer privileges
Our genworth development centre
My marketing source designed for brokers

My Marketing Source

This one-hour session is designed for brokers who wish to increase their personal brand power. This session focuses on an easy-to-use, 24/7 web-based marketing system where brokers can view product overview sheets, articles as well as personalize with photo and contact information.

Increase Your Competitive Edge

This 90 minutes session provides marketing ideas for brokers and mortgage representatives new to the industry. It may also be considered a refresher on how to develop more business.

Homeowner Assistance program

This one hour session examines the advantages of Genworth's proven effective homeowner assistance program, the seven steps to successful default management and some success stories of its use. Participants will learn about the benefits of early intervention, which helps identify the opportunities to successfully assist borrowers experiencing temporary difficulties.

Homebuyer Privileges

This one hour session explains Genworth's exciting homebuyer privileges program. To better help our partners serve their own customers, Genworth partners with key nationwide suppliers to offer significant savings and discounts to new home owners.

Alt A (Alternative Business for Self)

This one hour session summarizes Genworth's Alt A program. It has been designed for self-employed professionals or those working on commissioned sales that cannot provide traditional income verification. It also examines the types of clients who would benefit from alternative financing to qualify for a high ratio mortgage, either for purchase or refinance purposes.

Vacation/Secondary Homes

This one hour presentation shows how, whether it's a second home in the city to reduce that weekly commute or a cottage at the lake for weekend getaways, qualified borrowers can buy that property with a small down payment.

Family Plan

This one hour presentation summarizes Genworth's family plan program that allows an immediate family member to assist in the purchase of a home for borrowers with good credit but inadequate income to meet standard GDSR/TDSR requirements. The session also covers qualification of applicants and the application process.

New to Canada

This one hour session recognizes the significance of multiculturalism in Canada and we believe in lending a helping hand to new Canadians. This session summarizes the New to Canada program where qualified homebuyers who have emigrated to Canada or who have been transferred by an employer can qualify for Genworth mortgage insurance with as little as a 5% down payment.

Insured Progress Advances

This one hour session recognizes the strength of the residential construction industry in Canada and is committed to offering Canadians a wide variety of options to achieve their home ownership goals. This session summarizes the insured progress advance program that provides residential home builders and/or individual borrowers with insured progress advances during construction. The program is available for homes purchased from a residential home builder or contractor or self-built properties for owner-occupancy.

Cash-out Refinance Program

This one hour presentation summarizes Genworth's cash-out refinance mortgage insurance program that allows qualified homebuyers to take equity out of their home for asset enhancing purposes, investments or significant life cycle events. It covers acceptable purposes, qualifying criteria and the application process.

Cashback Equity

This one hour presentation explains how the cashback equity program works. Home buyers who have established an excellent credit history but do not have the required down payment or who have chosen to use their savings for other asset enhancing purpose may use a lender's 5% cashback program as the down payment for a high ratio mortgage. Qualifying criteria are also explained.

Homebuyer 95

This one hour presentation summarizes Genworth's high ratio mortgage insurance on first mortgages for owner occupied home purchases, which is available to eligible homebuyers with down payments as little as 5%.

Purchase Plus Improvements

This one hour presentation summarizes Genworth's purchase plus improvements program. Participants learn how qualified homebuyers can make their new home just right with tailored improvements immediately after taking possession. All this can be done with one manageable mortgage and as little as 5% down.

On-Site Customized Homebuyers' Seminar

A Genworth account manager would be pleased to work with you to develop and deliver a session for potential homebuyers. He or she will explain the important role of mortgage insurance in the home buying process. Genworth arranges these seminars to suit consumers' location and timing requirements. Click here for more information.

Powerful Presentation Skills -- Half day

This half-day session is designed for mortgage industry professionals who have to periodically develop and deliver presentations. It provides an overview of planning for and delivering a successful meeting or presentation.

Powerful Presentation Skills -- Full day

This one-day session is designed for mortgage industry professionals who have to develop and deliver presentations. It focuses in detail on planning for and delivering a successful meeting or presentation. It involves the following four stages of work and provides participants with hands-on activities and practical suggestions for each stage:

Preparing for your presentation
Starting your presentation effectively
Presenting and interacting with your audience
Ensuring a perfect end to your presentation where prospects are informed and satisfied that you are their best option

Networking Tips

This workshop can be delivered in separate modules up to 3 hours. It is designed for mortgage industry professionals to help build and maintain relationships with potential contacts who can help them grow their business. It covers the following topics:

Introduction to networking
Customer relations
Remembering names
30 second pitch
Golf etiquette
Business etiquette

Networking skills

This one-day session is designed to help participants learn how to build and maintain relationships with potential contacts who can help them grow their business. At the end of the session, the participant will be able to distinguish between networking and selling and appreciate the benefits and work involved in networking. As well, feel comfortable and confident meeting and chatting with strangers and potential clients, including lenders, mortgage brokers, real estate brokers and builders in large-group events This workshop covers topics such as:

How networking works
Effective communication
The networker's personality
The 30 seconds speech
The types of, uses and limitations of formal and on-line networks

Negotiation skills

This one day workshop is designed to help participants learn how to conduct negotiations that contribute to the relationship and achieve satisfying results for both parties. At the end of the session, the participant will be able to identify and adjust to different negotiating styles, uncover the real, underlying interests behind the other side’s stated positions. As well, they will learn how to develop acceptable alternative strategies in case the negotiation cannot continue and plan the negotiation session: objectives, areas for a win/win solution, alternate strategies. It covers the following topics:

Introduction to negotiation
An approach to negotiation
Preparing to negotiate
Characteristics of a good negotiator
Dealing with conflict

Underwriting in a challenging market

This two-hour workshop is our basic program designed to help people new to our industry get familiar with mortgage underwriting concepts. This session focuses on the following topics:

6 C’s of underwriting
The decision process
Offering an alternative
Communicating your message
Positioning for the next application

Call quality

This one-day workshop is designed for mortgage industry professionals who work in a call centre environment. At the end of this session, the participant will be able to recognize and handle a variety of customer interactions over the phone and conduct calls that contribute to the relationship as well as achieve satisfying results for both parties. This session covers the following topics:

Customer Satisfaction Statistics
Communication Model: “Reflect, Ask, Tell”
Communication Barriers and Busters: Cultural, Intellectual, Emotional, Physical
Voice Tone, Body Language, Word Choice, “No”
How to diffuse difficult calls and escalated situations
How to handle a warm transfer, hold, and dead air

Sales Effectiveness 1

This half-day session provides in branch sales people the basics skills of effective communication, creating increased self awareness. It also focuses on connecting with customers and the importance of first impressions. The session covers the following topics:

Building self confidence
Effective communication
Asking need based questions
Closing the sale and making referrals

Sales Effectiveness 2

This half-day session focuses on using our increased communication skills from part 1 we incorporate a structured process that creates client value opportunities. The session covers:

Understand clients needs by asking good questions and active listening review
Ranking and prioritizing needs
Offering custom solutions which match the clients needs, both immediate and future.
Overcoming objections and concerns
Closing the sale- asking for the business or making referrals to your partners that inspire trust
Follow through

Dynamic Communication- Understanding Behavior Styles**

This half day workshop provides participants with an in-depth report analyzing their natural and adapted behavior styles. This course promotes improved self-awareness, communication and a better understanding of how to adapt and modify your behavior style to influence others.
**Fee per attendee for their individual (22 page) behavior style report.

Flexing your Style (Pre-requisite: Dynamic communication)

This three hour session focuses on appreciating the power based on the DISC theory by listening and experiencing it yourself. The exercises and support materials provided will increase understanding of the DISC model with learning modules designed to give participants experience in determining a prospective buyers DISC style.

Prospecting

This one day workshop targeted to sales people has been designed to help you develop and improve the necessary skills to prepare for and conduct effective prospecting calls. This workshop focuses on gaining a face-to-face appointment with a prospective client. Topics include:

what is prospecting,
preparation, practice and persistence,
effective voicemail and email tips.
This workshop focuses on gaining a face-to-face appointment with a prospective client.

Conflict resolution

The goal of this five hour workshop is to focus on the skills needed to resolve conflict. Topics include:

Your reaction to stress and change
Effective communication
Focusing on mutual interests rather than positions
Preparing for difficult conversations
Understanding objections

Creating Client Value

This five hour workshop, targeted to underwriting centres, focuses on planning the conversation, focusing on interests not positions and being prepared. Ranking clients needs and setting priorities by presenting a customized solution. During this workshop we introduce elements of overcoming objections and asking for the business

Turning Objections into Opportunities

During this three hour workshop, targeted to underwriting centres, you will learn how to deepen client relationships through the use of strong verbal communication skills. Turning Negatives into Positives by learning to identify and categorize the client’s objections and how to mitigate or alleviate those objections. Practice active listening by using structured questions and other techniques to establish a frame of reference. For clients and identify key elements of a Value

Asking for business

A selling fact is that 68% of sales at not made because they are not asked for. Time and time again sales are lost because the employee is uncomfortable about asking because they fear rejection. If everything else has been done well then closing the sale should be a natural progression in the conversation. This two hour course, targeted to underwriting centres, provides the basic tools to help participants gain confidence when asking for business to customers over the phone.

Time management

This two-hour workshop is designed to help you improve your time management skills and identify your SMART goals to be able to maximize your time developing business with existing and potential new clients. This session covers the following topics:

Your attitude and goals
Planning and scheduling
Interruptions and meetings
Written communication
Delegation and procrastination

E-Learning Seminars

For more information, contact your account manager at 1-800-511-8888 or email the Genworth Development Centre at devcentre@genworth.com.