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. A professional presenter for 27 years, 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.
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.
Evergreen Home Loans leaders Don Zender, president of production, and Robert Lipston, executive VP of loan production, share their enthusiasm for Patrick Galvin’s sixty-minute keynote presentation on relationship building at the 2024 Sales Rally in Seattle, WA.
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 Life and Business One Relationship at a Time
Strong connections make individuals healthier, happier, and more likely to perform at their peak to achieve greater success in business and life. Yet mortgage and real estate professionals don’t always know where to begin, or they convince themselves that they are not very good at relationship building. And while technology promises to connect people across time and space, isolation and loneliness are more pervasive than ever.
Fortunately, the power of purposeful relationship building is under your control. Drawing on his extensive experience coaching mortgage and real estate professionals around the country, combined with lessons from his book, The Connector’s Way, Patrick explores the transformative power of human connection in the real world and online. You will learn to grow your relationship-building mindset and skillset, helping you achieve your personal and professional goals.
The Connector’s Way is available in print, Kindle, and Audible formats.
(Please contact us to inquire about quantity pricing on books.)
The Trusted Way: Building a Life and Business of Character
Trust is an essential ingredient for mortgage and real estate success. High-trust mortgage lenders and realtors build stronger relationships and enjoy greater opportunities for themselves and their organizations. But trust is not a given; it must be earned. And while you cannot make other people trust you, you can make it easier for them to measure your trustworthiness through your actions.
Leveraging the timeless lessons from his business parable, The Trusted Way, Patrick examines ethical behavior and what it means to do the right thing in a world that often challenges the concepts of truth and fairness. You will learn to look at situations through different lenses, and to consider not only your values but also the values of others to build meaningful connections and become a trusted advisor, coworker, and friend.
The Trusted Way is available in print, Kindle, and Audible formats.
(Please contact us to inquire about quantity pricing on books.)
Build Better Relationships: How to Thrive in an AI-Driven World
Artificial intelligence (AI) is being integrated into daily life at a dizzying pace. Things are changing so fast that it’s hard to predict exactly where it will take mortgage companies and real estate teams. One thing is certain, however: Authentic human connections remain the single biggest predictor of personal and professional success. So, while AI may power our digital devices and gadgets, it’s EI, or emotional intelligence, that powers our relationships.
In this presentation, Patrick will delve into the dynamic interplay between technology and human connection. Audience members will learn to navigate the evolving landscape and take control of digital tools to build credibility and trust. They will discover practical ways to leverage the values, traits and skills that make them human, and unlock the art of authentic relationship building in the digital age.
Get the accompanying online course, available at Udemy.com.
(Please contact us to inquire about special pricing for multiple learners.)
Social Fitness Mastery: How to Navigate Interactions with Ease
More than just another soft skill, social fitness is an investment in your personal and professional development. It is a commitment to becoming more aware of your interactions, emotions, and the impact you have on others to build better relationships. In mortgage and real estate, socially fit individuals excel in team collaborations, leadership roles, and networking opportunities. They build lasting bonds with colleagues, clients, and mentors, and they navigate conflicts and difficult conversations to preserve and strengthen relationships.
This presentation will examine social fitness: what it is, how to exercise it, and ways to use it to build strong, career-enhancing connections.
Looking for memorable ways to reinforce the ideas and lessons from Patrick Galvin’s presentations?
Special pricing can be arranged in advance to provide attendees with copies of Patrick’s books, The Connector’s Way or The Trusted Way (print or audiobook). For even greater impact, the interactive microlearning courses in The Business Relationship Building Academy incorporate the latest e-Learning standards to grow the relationship-building confidence and skill of its learners. Special membership pricing is available upon request. Learn more here.
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.
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
Patrick galvanizes listeners with strategies, tools, and motivation to build better business relationships. His presentations have a lasting impact with clients reporting increased business growth, higher employee engagement, increased talent attraction and retention, and improved employee health and happiness.
Patrick never delivers the same speech twice. Customized to meet the needs of each client, his 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. Follow-up programs can be custom designed to ensure sustained impact.
As your speaker, Patrick 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
Please contact us to discuss having Patrick tailor a keynote, general session, workshop, panel discussion, or virtual presentation that will educate, inspire, and engage your attendees.