Why trust, relationships & motivation are the foundation of long-term success with Jeff Leinan

In this episode of Selling Is An Art, Not A Science, I sit down with Jeff Leinan, Co-President of Plaza Home Mortgage, to discuss his journey through more than three decades in the mortgage industry and the lessons he has learned about sales, leadership, relationships, and building successful teams. Jeff shares how he entered the mortgage business as a retail loan officer in 1989 and explains why motivation, product knowledge, trust, and consistent activity remain essential for success in today’s challenging market. Jeff Leinan helps lead the company’s sales organization, broker relationships, product strategy, and continued growth. Throughout his career, Jeff has focused on building strong teams, developing knowledgeable account executives, and helping mortgage professionals solve problems through the right combination of products, education, technology, and personal relationships. Expect to Learn: Why motivation is one of the most important qualities when building a strong sales team How mortgage professionals can differentiate themselves through product knowledge and problem-solving Why reverse mortgages and other specialized products can create opportunities in today’s market How AI and technology are changing the mortgage industry without replacing the importance of personal relationships Why activity, knowledge, and persuasion are critical to improving sales performance How face-to-face interaction, education, and strong leadership help build trust with teams and clients Episode Breakdown with Timestamps: [00:00] - Introduction to Jeff Lennon & His Mortgage Career [05:14] - Lessons From the Financial Crisis [08:58] - Reverse Mortgages & Expanding Product Knowledge [12:18] - Education & the Role of Experienced Account Executives [16:08] - How the Mortgage Industry Is Changing [19:43] - The Three Factors Behind Sales Performance [23:34] - Leadership, Training & Supporting Sales Teams [26:24] - How to Connect With Jeff & Final Sales Advice Follow the Guest, Jeff Leinan: Website: https://www.plazahomemortgage.com/ LinkedIn:   / jeff-leinan-067b187   LinkedIn (Company):   / plaza-home-mortgage   Facebook (Company):   / plazahomemortgage   X: https://x.com/PlazaHmMortgage Follow the Host, Dennis Black: LinkedIn:   / dennis-black-sales-trainer   LinkedIn (Company):   / dennis-black-associates   Website: https://dennisblack.com/ Listening Links: Spotify: https://open.spotify.com/show/0341KqC... Apple Podcasts: https://podcasts.apple.com/in/podcast... YouTube:    / @dennisblackassociates