This has been an exciting area of development for our team at Profitable Connections. Our Custom Designed Training Programmes have been particularly successful where the training is targeted at people that don't traditionally (or culturally) think of themselves as 'Salespeople'. If your business could benefit from similar results, please contact us directly to discuss the potential value to be gained.

Mortgage Choice Case Study

In mid 2007, we were approached directly to do some training with two of the better performing Franchisees in Queensland. Whilst they ran a successful business and their results usually placed them in the 'High Flyers' category, they were under achieving by comparison to what they believed was possible. 

As we took them through our ECCEED Consulting process , it quickly became obvious that there was enormous potential for increased sales by implementing some changes to their current methodologies. The subsequent results achieved were significant enough to get the attention of the Queensland State Manager. He wanted to know what had changed to make them nearly double their submissions inside 2 months to over $20 Million/month in loans ?

The Franchisee explained that the only thing that they had changed (and had such a dramatic impact) was that they had engaged our services and were going back to basics. By learning the right way to conduct a professional needs analysis, their increased results had come very easily from simply converting a much higher percentage of the leads they were already seeing.

This proved to be a catalyst for a fundamental change to Mortgage Choice's approach to sales training. After running the initial pilot workshops and then receiving the feedback from the participants and the project team, the series of what has become known as the BEAGLE Sales Process was jointly developed. BEAGLE has now been rolled out nationally across the entire Franchisee network including Franchisees, Loans Consultants, Admin & Sales Support teams, State Management and Group Office staff in at the North Sydney HQ. The new BEAGLE Sales Training platform has enabled some excellent results.

Feedback from the Queensland State Office

"Craig Leaney from Profitable Connections has had a significant impact on the professional sales culture of Mortgage Choice in Queensland. We have engaged Craig to run an ongoing series of "Beagle" Sales workshops over the last 18 months. These workshops have proven to be the most attended training in our recent history and we consistently receive high levels of praise from participants.

Many franchisees have let us know about immediate increases in their results straight after the workshops. The Beagle Sales Process has become part of our daily language and behaviour.

Craig has also been actively involved with many areas of the Queensland State Office of Mortgage Choice, namely he has presented at and participated in our Business Development Forums, Marketing Cell Meetings and State Conferences."

Joanne Taylor, Field Marketing Manager - Queensland, Mortgage Choice Limited

Feedback from the Victorian State Office

"I worked with Craig from Profitable Connections for a number of years. As the state manager for Mortgage Choice in Victoria and Tasmania I managed a network of brokers who refused to believe they were in sales. After Craig's training not only did they understand they were in sales they actually had useful tools they could use to convert existing leads and also tools they could use to generate more leads!

If you want to convert more leads and generate more leads then Craig's training can help you do that without spending more on marketing or relying on discounting. If you would like to discuss please call me on 0414 919 900."

Ross Hardcastle, former State Manager - Victoria & Tasmania, Mortgage Choice Limited

Feedback from Australia's Largest Mortgage Choice Franchise

As the largest Mortgage Choice Franchise in Australia, represented in WA, SA & NSW, we have years of sales experience in our team across Australia. Most of the Management and Sales team in our business have attended many sales training courses during our careers.

We were first introduced to Craig Leaney in June 2008, through the BEAGLE Sales training program he facilitated for Mortgage Choice. Craig’s training focused on assisting us in increasing our revenue through improving our sales conversions. Initially only our Sales Team attended the training, along with myself, as requested by Mortgage Choice. After experiencing Craig’s courses personally, I felt it was absolutely necessary for our business to have all our Admin and Management teams attend his courses as well. In the past 18 months, as a business, we have attended at least 5 of his training courses around the country.

Craig does not only teach how to complete a sales interview successfully, he teaches every person in your business involved with a client through the sales process, how to make the client’s experience the best it can be. He breaks down the process, dissects how to be successful at every stage so that you have a complete formula for success.

Because of Craig’s courses, we have changed many of our Sales Procedures and have seen a lift in our conversions and in turn revenue from increased settlements.

Ruth Hatherley, Sales & Marketing Manager, MFO Enterprises Pty Ltd, Mortgage Choice

Feedback from the Coalface

Potential is wonderful, but results are what ultimately count and we are proud to have many testimonials to choose from. One excellent example comes from Ben Herden who is a long term Franchisee based in the Sydney suburb of Gymea. His team (pictured right) all went through the new BEAGLE Sales Training Platform in June 2008 and he contacted us in September to let us know how pleased he was with the results. Ben let us know that his Appointment to Submission ratio had increased by 52% in the last 2 months over the previous average and the old figure was better than many of the other Franchisees had been achieving so this was a significant improvement!

Ben was understandably enthusiastic and we asked for his feedback again in April 2009 after his team attending a refresher course. Ben let us know that December 2008 (in what had been a tough couple of months for the Broking industry), his team had their best month in the history of his business. Adding to this, he had accurately tracked their lead to settlement ratio and it had increased by nearly 73% over the previous average since attending the first training course.

Ben has said he is happy to answer any questions that someone may have regarding the value of investing in training themselves or their team. He can be contacted on (02) 9525 4544 or This e-mail address is being protected from spam bots, you need JavaScript enabled to view it

Ask us what is involved?

If you believe that your business, whether it be a Franchise or a medium to larger corporation, could benefit from developing a custom designed training course, please contact us . If you are thinking that a 'custom designed solution' is more than you require, you may want to enquire about one of our tried and tested Facilitated Workshops . We look forward to helping either way!