Genworth Canada offers Professional Development workshops that can be customized to suit your needs and your schedule. All workshops are CAAMP accredited.

Listed below are topics currently available, including our most popular workshops for brokers.

For more information on how to attend or coordinate a group workshop, please contact your Genworth Canada Account Manager by selecting a province below.

The Genworth Canada Difference for BrokersPopular

This session introduces Genworth Canada and its products and services to new lenders that need to know about what makes us stand out from our competitors.

Understanding AppraisalsPopular

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 ReportsPopular

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.

The Genworth Canada Edge for Brokers

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

  • Our growing suite of products
  • Training and Education
  • My Marketing Source designed for Brokers

My Marketing Source

This one-hour session is designed for REALTORS who wish to increase their personal brand power. This session focuses on an easy-to-use, 24/7 web-based marketing system where REALTORS 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 REALTORS and mortgage representatives new to the industry. It may also be considered a refresher on how to develop more business.

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.

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.

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.

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 Canada mortgage insurance with as little as a 5 per cent 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.

Borrowed Down Payment

This one-hour presentation explains how the Borrowed Down Payment program works. Homebuyers who would like to purchase a property, 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 borrowed funds 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 per cent.

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 per cent down.

On-Site Customized Homebuyers' Seminar

A Genworth Canada 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 Canada arranges these seminars to suit consumers' location and timing requirements.

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:

  1. Preparing for your presentation
  2. Starting your presentation effectively
  3. Presenting and interacting with your audience
  4. 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 three 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.

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.

Setting yourself up for Success

The goal of this 3 hour practical workshop, which provides 3 CEUs by l’OACIQ, is to gain awareness of your business’ strengths, weaknesses, and your competitors’ as well and learn strategies on how to overcome the toughest objections so you can articulate your value offer and convince your customers to choose YOU.

Market Outlook

This one hour presentation, which provides 1 CEU by l’OACIQ, is to help mortgage professionals better understand today’s market conditions and learn more about the current state of the housing market, as well as the drivers for economic and real estate growth.

Marketing to Millennials in a changing environment

This one hour presentation, which provides 1 CEU by l’OACIQ, helps real estate and mortgage brokers develop a better understanding of buying behaviors and the millennial home buyer’s profile, as well as use relevant statistics to better inform new home buyers so they can realize their dream of home ownership.

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