How to Thrive in Today’s Lending and Real Estate Environment
The mortgage lending industry is a rapidly changing landscape in which the battle for market share is waged daily between fintechs, banks, credit unions, brokers, and other lenders. Interest rates, purchase inventory, regulatory restrictions, technology, inflation, housing affordability, supply chain, and credit access are just some of the factors that impact market share.
For over a decade, favorable interest rates and economic conditions drove borrowers in waves to loan officers who didn’t have to engage in outreach to stay busy. But the forecast calls for extreme conditions that, combined with competitive pressure from other lenders, will require mortgage loan officers to work differently or lose market share forever.
Fortunately, there is a way not only to survive but also thrive. Loan officers who build quality connections with clients, prospective borrowers, referral partners, and colleagues will ensure a steady stream of repeat and referred business and minimize the impact of adverse economic conditions.
About Patrick Galvin
Patrick is passionate about helping loan officers and realtors harness the power of relationship building. An accomplished professional speaker, TEDx presenter, and author of The Way series of books, he delivers live and virtual keynote presentations and business relationship-building workshops for mortgage and real estate companies throughout the United States. Patrick’s relationship-building insights combined with his extensive mortgage industry experience allow him to deliver highly tailored and uniquely effective programs that deliver immediate results.
Patrick is also co-founder and chief galvanizer of The Galvanizing Group, a learning and development company that offers an innovative Connecting Cohort Coaching Program and Business Relationship Building Academy for companies that want to take relationship building to the next level. In addition to a long-term client partnership with Fannie Mae, Patrick has worked with mortgage and real estate professionals at Banner Bank, BECU, CLM Mortgage, Community Mortgage Funding, The CORE Training, First Tech FCU, Guild Mortgage, Golden Empire Mortgage, Homestar Financial Corporation, Keller Williams, SchoolsFirst FCU, and Sierra Pacific Mortgage, among others.
Video Testimonials
Shayla Gifford, branch manager of Guild Mortgage in Reno, Nevada and a coach with The CORE Training, shares her thoughts about Patrick Galvin’s presentation on “The Connector’s Way: Building Your Business One Relationship at a Time” delivered to loan officers and their referral partners.
Eric Weiss, regional vice president of Guild Mortgage’s Texas 2 region, describes his organization’s hybrid event featuring Patrick Galvin presenting virtually to an audience of 40 branch managers assembled in Austin and another 200 employees from six states logging in remotely.
Julie Johnson, branch manager of Guild Mortgage’s South Lake Union office in Seattle, shares her thoughts about Patrick Galvin‘s business relationship building workshop for 130 people including loan officers and their referral partners.
Matt MacGillivray, regional vice president of Guild Mortgage in Columbia, South Carolina, shares observations on a 90-minute interactive business relationship building seminar that Patrick Galvin led for loan officers and their referral partners.
Matt Coles, Regional VP of Sales for Plaza Home Mortgage, summarizes highlights from Patrick Galvin’s fireside chat with Plaza Home Mortgage EVP Jeff Leinan, at the 2021 Annual Convention of the National Association of Mortgage Brokers (NAMB) in Las Vegas.
Sandra McDowell, president of CLM Mortgage in Houston, Texas, expresses how pleased she and her team were with the takeaways from Patrick Galvin’s interactive four-hour seminar on business relationship building at their annual sales conference.
Marketing Manager Sarita Smith takes a moment to talk about working with keynote speaker Patrick Galvin who addressed an audience of mortgage loan officers at Homestar Financial Corporation’s annual conference in Georgia.
Trevor Hammond, NW regional manager of Sierra Pacific Mortgage, discusses Patrick Galvin’s keynote at a summit for his lending team and their referral partners including realtors, financial advisors, insurance agents, accountants and attorneys.
Popular Presentation Topics
The Connector’s Way: Building Your Business One Relationship at a Time
What if everyone in your audience, at your company, or on your team learned how to build and maintain better internal and external relationships? In this interactive and dynamic presentation, Patrick Galvin shares simple yet powerful rules for building relationships in the real world and online following the principles of his popular book, The Connector’s Way: A Story About Building Business One Relationship at a Time.
In this program, you will learn how to:
- Nurture body and mind to create the positive energy and enthusiasm that builds strong relationships and attracts new business
- Seek out people who expose you to new ways of thinking
- Be of service to your connections without consideration for how you will benefit
- Show up, follow through, and exceed expectations
- Ask for and receive reviews, recommendations, and referrals to grow your business
- Cultivate an attitude of gratitude to build better relationships
Special pricing available for The Connector’s Way (book) and/or membership in The Business Relationship Building Academy for attendees.
The Trusted Way: Elevate Your Career and Company with Trust-Based Relationships
What constitutes ethical business behavior? What does it mean to do the right thing? In a world that stretches the limits of truth and fairness, these questions hold the key to personal and professional success. Patrick Galvin draws on the lessons of his popular business parable The Trusted Way: A Story About Building a Life and Business of Character to teach audiences how to earn trust and build strong and meaningful connections.
In this program, you will learn how to:
- Use the speed of trust to grow your personal and professional relationships
- Manage the four key variables that determine your trustworthiness
- Evaluate your thoughts, words, and deeds toward others using The Four-Way Test
- Earn trust-based recommendations and referrals
- Build and maintain a network of trusted connections
Special pricing available for The Trusted Way (book) and/or membership in The Business Relationship Building Academy for attendees.
The Virtual Connector’s Way: How to Build Business Relationships When You Can’t Meet Face to Face [ONLINE KEYNOTE]
Technology, automation, and remote work: The way we do business is rapidly changing. Does your team have the relationship building skills they need to succeed? Patrick Galvin leverages the timeless principles of his popular book The Connector’s Way: A Story About Building Business One Relationship at a Time to give audiences practical tools for building trust and connecting virtually with clients, prospects, and colleagues when geography, workplace structure, or other circumstances make it difficult to meet face to face.
In this program, you will learn to:
- Build strategic relationships while working remotely
- Leverage technology to generate positive energy and enthusiasm required for authentic connection
- Master online tools to build meaningful professional relationships
- Create opportunities to connect with others online
- Ask for and receive reviews, recommendations, and referrals to grow your business
- Use low-tech and high-tech approaches to show gratitude and build goodwill
Special pricing for The Connector’s Way (book) and/or membership in The Business Relationship Building Academy for attendees.
How to Build Trust with Remote Teams and/or a Hybrid Workforce
The pandemic proved that many job responsibilities can be performed online and that remote work can be effective and beneficial for employees and companies. One thing has not changed, however: Strong, trust-based relationships are key to developing high-performing teams. In this presentation, Patrick Galvin shares ways to build trust with hybrid teams and remote workers to create an environment that encourages collaboration, communication, and connection.
In this program, you will learn how to:
- Adopt a more trusting style of managing hybrid and remote teams
- Leverage online tools to create a more inclusive work experience
- Encourage communication and connection among remote employees
- Identify and avoid mistakes in the trust-creation process
- Build a more positive, productive, and collaborative work environment
Special pricing available on books from The Way series and/or membership in The Business Relationship Building Academy for attendees.
Beyond Networking: Cultivating Your Real World and Online Connections
Networking is an important way to build relationships with customers, prospects, and professional connections, but many people find it awkward and self-promotional. Connecting, on the other hand, is about developing and cultivating meaningful, trust-based relationships. Patrick Galvin teaches audiences how to set expectations and adjust their mindsets to make connecting with others both enjoyable and productive.
In this program, you will learn how to:
- Find the best opportunities to make valuable connections
- Maximize the value of member groups and organizations
- Develop an actionable and measurable plan for creating connections in the real world and online
- Build long-term trust to increase repeat and referred business
- Leverage underutilized yet highly effective online strategies for relationship building
Special pricing available on books from The Way series and/or membership in The Business Relationship Building Academy for attendees.
Interviews with Mortgage & Real Estate Leaders
Mortgage Coach’s Dave Savage and Patrick Galvin talk about Patrick’s books, The Connector’s Way and The Trusted Way, and the lessons that mortgage professionals can use to build a thriving lending business. Watch the interview and get book info here.
The ONE Thing’s host Geoff Woods talks with Patrick Galvin about goal setting and why we need to be intentional about relationship building if we are to grow our businesses and be of service to others.
Patrick Galvin speaks with Xperience Growth founder Chris Suarez about the secret to building an experiential life through real estate. (Hint: It’s all about strong, trust-based relationships!). Listen to the podcast here.
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Real Estate Rockstars host Matt Templeton speaks with Patrick Galvin about ways to use technology to enhance rather than replace meaningful one-one-one connections. Listen to the podcast here.
Impact
Attendees walk away from Patrick’s keynotes and workshops with the strategies, tools and motivation to build better business relationships. Patrick’s presentations have had a powerful impact on audiences around the country with clients reporting increased business growth, higher employee engagement, increased talent attraction and retention, and improved employee health and happiness.
Interactivity & Support
Patrick never delivers the same speech twice. Customized to meet the needs of each client, Patrick’s highly interactive presentations make it easy for audiences to retain new ideas and put them into action. Participants might find themselves engaging in a one-on-one discussion, brainstorming best practices in a small group, or creating and committing to a personal action plan. Handout materials and follow-up programs to ensure sustained impact can be custom-designed for your organization.
Please contact us to discuss having Patrick tailor a program that achieves your objectives.
Working with Patrick
Mortgage and real estate speaker Patrick Galvin will customize a keynote speech or workshop program for your organization and/or event based on the powerful relationship building lessons from his bestselling business book series, The Way.
Here’s what mortgage industry and real estate professionals have said about Patrick’s speaking programs:
“If you are in the mortgage business then now is a great time to focus on building new relationships. You cannot control the market but you can control adding new referral relationships and Patrick Galvin is the leader in this area.”
Jeff Leinan, President, Wholesale Division, Plaza Home Mortgage
“We were extremely lucky to have Patrick speak to over 175 of our mortgage loan originators about relationship building. He shared a number of easy and practical ideas that our people were able to implement immediately. In the world of clicking the button to place our order, Patrick has a refreshing take on building and leveraging relationships for maximum advantage. I highly recommend seeing Patrick speak and reading his book, The Connector’s Way.”
Joe Ewens, EVP Production, Golden Empire Mortgage
“Patrick presented on real world and online networking to our entire mortgage sales force. His presentation was engaging, interactive and powerful to foster new ideas, change behaviors and grow our business. How do I know? Within two weeks of the presentation, multiple loan officers had gained new contacts, joined networking groups and/or directly received referrals because of their actions.”
Rob Walworth, Director of Mortgage Sales, BECU
“We had standing room only. There were 130 people in the room and everyone was mesmerized!”
Shayla Gifford, Branch Manager, Guild Mortgage
“I met Patrick at an event for top producing mortgage and real estate professionals. I was drawn to his message and how he’s truly someone who believes in building a relationship business. The principles are so spot on that we decided to host a video simulcast with Patrick, and I couldn’t have been more pleased with the response of our attendees as well as the additional nuggets I was able to get for my business. I’d recommend Patrick to anyone who’s looking to build a better business one relationship at a time.”
Suzanne Caldeira, Vice President, Shamrock Financial
“We learned so much from Patrick about relationship building—and that’s really the industry that we are in. I knew his presentation was a success when I looked around the room and saw that no one had picked up a phone the entire time. People leaned on every word he said.”
Matt MacGillivray, Regional Vice President, Guild Mortgage
“We had Patrick speak to all our mortgage loan officers across the company about networking and leveraging social media to increase referrals. Patrick was easy to work with and met with us prior to the presentation to customize the content to meet our needs. After two days of back-to-back presentations, we asked our loan officers who their favorite speaker was and Patrick was at the top of the list. Many went home that weekend and implemented the recommendations that he provided. He is engaging, and provides clear, easy-to-implement ideas that any loan officer can take to enhance their business. I highly recommend Patrick as a speaker to any credit union or financial institution.”
Tony Ingram, Regional Director, First Tech Federal Credit Union
“Patrick was the keynote at our sixth 10X Growth Summit and it could not have gone better. The feedback continues to pour in from real estate professionals, financial professionals and mortgage professionals who rated this event the highest of any previous event and alluded to the value of Patrick’s talk and the principles in his book, The Connector’s Way.”
Trevor Hammond, NW Regional Manager, Sierra Pacific Mortgage
“We got so much out of this workshop because Patrick had people talking and engaging with each other. Some people have even been reading his book in-between breaks!”
Julie Johnson, Branch Manager, Guild Mortgage
To learn more or to customize a program for your organization, please contact Patrick here.
Guarantee
When you hire Patrick as a speaker, he will:
- Learn the priorities of your organization and your event
- Interview a cross-section of prospective attendees to assess their needs and include their stories
- Deliver an engaging interactive presentation that provides lasting value
- Interact with audience members after the presentation
- Galvanize your audience to greater levels of success