Business Development/Marketing

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Available Webinars

A | A Business Development Guide to Spotting & Capitalizing on Opportunity

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So, you want to grow membership and market share, make friends in your community and maybe even launch some innovative products and services in partnership with other area businesses… but how? Where and how do you make the contacts necessary, and how do you differentiate between a great opportunity and an unnecessary time waste?

A | A Credit Union Sales Program That Works

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How many times has your credit union launched a “Sales Culture” or “Sales Training Program” only to revert to business as usual within a year?  Do you think your employees simply tolerate the latest “sales program disguised as a service program”? 

A | Advertising Compliance

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Does your federally insured credit union’s advertising meet compliance requirements? What can you say and what can’t you say in your marketing? Get the knowledge you need to ensure that your marketing meets every regulatory condition. Compliance expert Mary-Lou Heighes will  explain the regulations that shape the content and language of your marketing campaigns.

A | Best Practices for Financial Institutions on Social Media

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70% of searches for new financial institutions begin online and through social media! Social media isn’t just a “nice to have” for credit unions anymore—it’s a business imperative. It’s also a huge opportunity for your credit union to connect with new and existing audiences and deepen relationships in a way not previously possible. How can you get the biggest bang for your buck on social media? We’re talking audience targeting, channel selection, content relevance, advertising, ambassadors and more!

A | Best Practices for Serving the Underserved

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In today’s challenging economic landscape, credit unions have an opportunity to help the underserved and increase loan growth and profitability…a win/win vision!  Learn what you can do to help the underserved and capture quality loan opportunities and increase profitability and loyalty. 

A | Beyond the Auto Loan

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The core of most credit unions’ portfolios is auto and real estate lending.  Credit unions finance 25% of all auto loans originated in the U.S.!  Learn how credit unions are building on their core competencies in lending and expanding into new markets.

A | Branch Transformation: The Future of the Unified User Experience

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Significant discussions are ongoing about the future of the physical branch. Some suggest converting branches into automated self-service transaction centers. Others suggest lobby makeovers akin to upscale hotels or coffee bars.  But none of these options address the fundamental question:  what compelling reason does a customer or prospect need to come into the branch in the first place?

A | Converting Members from Savers to Borrowers

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Credit unions need to book loans in order to stay in business. We know this! Many credit unions focus on acquiring new members in order to make them borrowers. That is a good strategy since credit unions always need new members. However, we also know that our existing members have loans with other financial institutions. This highly engaging and interactive session will provide action steps and effective techniques that CUs can use right now to persuade existing members to refinance their loans with their credit union.

A | Courting Boomer Members

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We hear so much about getting Generations X, Y, and Z engaged in our credit unions, but what about the Baby Boomers? It’s equally important to reach out to Boomer Gen Members (45-65+yr olds) with products and services. After all, Boomers are the largest most powerful demographic group in terms of buying power, influence, and wealth, and their financial services needs include taking care of generations behind and ahead of them.

A | Creating a Sales Culture

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Transforming your organization into a high-performing sales culture is not an easy task. In this webinar, Brandi Stankovic will talk about the key tactics in developing a sales-oriented culture in your credit union or organization. And more importantly, she is going to talk about how you can inspire your team to be the best. We will talk about the magic or mojo that drives successful sales people to achieve bottom line results.

A | Credit Union Differentiation

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The credit union difference is well-known to people within the credit union system, but this only represents a small share of the financial services market. Credit unions’ relatively stable market share leads us to ask the following: Why do your members do business with your credit union? Why don't non-members do business with your credit union?

A | Credit Union Merger Lessons from The Bachelor

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Contestants on a reality show aren’t the only ones coming together to create interesting relationships these days. Credit unions are taking advantage of merger opportunities that present prosperous results for both (or multiple) parties. Just like dating, credit unions are courting each other in ways that extend beyond the traditional merger and acquisition process where a small or struggling credit union merges into one much larger.

A | Cross Selling Your Deposit Services

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Cross-selling is still crucial to credit unions with a focus on increasing wallet share, maximizing retention, and building a larger profit base. For credit unions, it is also important to show the value of membership and provide financial stability for their members.

A | Demystifying Innovation

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How can your credit union use innovation to become a more consumer-responsive organization? Most barriers to innovation in your organization are self-imposed. This session explains how your credit union can better understand what innovation means in the consumer finance world.

A | Deploying Remote Access Securely

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Remote access is becoming common place in institutions today.  If you don’t
currently allow remote access you probably have employees asking for access or your pandemic plan notes “telecommuting” as an alternative for specific employees to reduce contact.  While the ability to access files and information on your computer remotely may be warranted for management, IT, and/or your MSSP there are risks associated.

A | Does the Branch Really Matter in a Digital World?

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Does the branch really matter to our new generations of members? All the credit union channels are about convenience whether digitally or physically. Mobile banking provides a scalability for the investment that branching cannot.

A | Effective Vendor Contract Negotiation, Review, & Management

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Outside vendors are an essential element of credit union operations and their contracts are a regular part of our life. But too often contracts are signed without a full review or understanding of any terms beyond price and delivery date. Unfortunately, what you don’t know can hurt you. Face it, the contract that the vendor provides is basically their "wish list" of terms and conditions.

Worse yet, it was drafted by THEIR attorney with the sole purpose of locking you into their deal. This session is designed to educate you on the basics of effective contract negotiation, review and management. Better yet, David Reed is a former Vice President and General Counsel of a Credit Union and has the inside scoop on maximizing vendor relationships and contract management systems.

A | Electronic Strategies for Increasing Product Penetration

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Marketing is no longer about newsletters, brochures and mass advertising. In today’s environment you must reach consumers with electronic methods. Think live chat, text alerts, mobile marketing, social networking, PURLs, and e-messaging. If you want to increase your product penetration with your members you must use new electronic strategies. That’s what this webinar is all about.

A | Emerging Intellectual Property Topics

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Your credit union’s brand is distinctive and well established. Now another company has suddenly started using it. What can you do?
Don’t miss this essential information for understanding how the world of intellectual property can affect your credit union.

A | Emerging Markets: The Credit Union Intersection of Potential & Philosophy

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Credit unions were way ahead of the curve at their inception – breaking the mold of traditional financial services and offering a collaborative approach to personal finance. But has the industry fallen behind when it comes to new ways of thinking? Entrepreneurs are capitalizing on the new trend of sharing – offering consumers worldwide access to pools of products and services, inspiring them to own less and share more with family, friends and even strangers.

A | Blowing the Doors Off Business Development

A | Eight Techniques for Successful Networking

A | Gen Y Personal Finances

A | Exemplary Community Development: Navigating Uncharted Waters

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It’s time for your credit union to bust out of its comfort zone. If it’s going to sustain its relevance, you must create more awareness and opportunities in the community. And one of the most effective ways to do so is through a marketing strategy that engages the most influential leaders within your community. This session will provide you with action steps you can use to create positive awareness of your credit union in your community.

A | Financial Literacy, Credit Unions, and Generation Z

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Credit unions are looking seriously at bringing down the average age of their memberships. And there’s a big push to bring financial education to our schools. How can credit unions accomplish both? Join Tena Lozano, executive director of the Richard Myles Johnson Foundation, to explore ways to create the next generation of financially savvy credit union members.

A | Finding and Securing the Future: The World in 2030

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By 2030, many of the concepts and technologies that we would describe today as “emerging” - such as the Internet of Things (IoT), Artificial Intelligence (AI) and wearable technologies - will be ubiquitous, and will have redefined and reshaped how we live and interact. And, Financial Services will be truly “digitized” with consumers and businesses conducting the vast majority of their transactions and interactions through an unprecedented range of access points.

A | Five Critical Things Your Member Survey Isn't Telling You

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For years, credit unions have used annual surveys to gauge their members’ satisfaction with credit union service and offerings, and for just as long, credit unions have been proud of their superior scores compared to banks. If credit unions have such happy members, then why is growth rate so low?

A | From Flat to Fantastic

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When your credit union’s loan demand tumbles, how do you pick it back up?
Wayne Watters, President of Travis County CU in Texas, shows a real-world example of how he sparked new life into a credit union’s loan portfolio that had fallen flat for over ten years.

A | Gamification of Credit Unions: Driving Performance with Feedback, Focus, and Fun

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In this session, gameFI's Matt Davis will help you explore how game mechanics are being used across the globe by some of the world’s largest firms to engage audiences, solve problems, and drive business results. You’ll learn the principles of gamification, motivation design, and how leaders can leverage gamification to transform their credit unions.

A | Generational Money Chatter

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For the first time in modern history, our consumer base encompasses four generations and will soon approach five generations.

Recognizing that the different generations have different financial service attitudes as well as needs, the Filene Research Institute explores how different generations view money, debt, financial institutions, and financial products and services. This data from focus groups and online discussions can help credit union leaders better understand each generational group and how different generations view aspects of the financial services industry. In addition, the report provides insights and practical directives for credit unions to better support and attract members of various generations.

A | Growth Strategies for Credit Unions

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Today's progressive credit unions must be alert to and looking for opportunities to fulfill member wants and needs. Those come in many flavors and from many directions.

A | How to Sell Your Credit Union: Creating Your Elevator Speech

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Imagine that you step on a busy elevator and you have the chance to share the credit union philosophy. Could you spark interest in the short span of a 30 second elevator ride? An effective elevator pitch should quickly give a memorable definition of your credit union, a unique proposition and engage the listener in further conversation. Great networking tool! It doesn’t matter if you are asked about your credit union from a friend, stranger, potential member, or credit union industry colleague. Your word-of-mouth advertising could expand exponentially.

A | Innovation by Design - Keeping Your Feet on the Ground and Your Head in the Clouds

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It’s so easy in your daily tasks to get stuck in the weeds where you can’t see the big picture!  In this session, creativity expert Gert Garman will help you learn some tools to help you stay grounded in your challenges but still be able to think at 30,000 feet and get to some very different solutions that you may not have discovered before.  There is a process for this and a new skill set to help you continue to think differently and move the needle for your credit union.

A | Let Me Tell You: Effectively Using Storytelling to Connect Members to Your Services

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Since the beginning of banking, financial institutions have focused marketing efforts on transaction capabilities and superior personal service.  These efforts have served credit unions well.  But a new paradigm of effective marketing has arrived: turning the focus on attracting millennials who will make up your profitable relationships for years to come.

A | Making the Most Out of Your First Encounter with a New Member

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Whether on the phone, the computer or face-to-face, your first encounter with a new member is your best opportunity to lock your credit union in as their “go to” financial services provider.  Even today, most consumers don’t understand how beneficial a credit union relationship can be to their wallet.  Nearly everyone has a car, a home, a washer and dryer and goes on vacation.  Thousands are either in college or have students in their households.  Where are they getting their financial services, and if not from you, are they getting the most for their money?  Probably not. 

A | Making Your Credit Union Future Ready

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Credit unions recognize that member expectations for delivery are changing dramatically and quickly.  New delivery, support, and sales capabilities will be needed.  In this session we will discuss how credit unions can become “future ready”.  This session’s topics will include:

A | Meet Your Future Member

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Everyone’s looking for the next set of credit union members. We can introduce you.
Filene has conducted extensive research from a nationally representative sample of consumers on their borrowing and other financial intentions. Additionally, we’ve already looked ahead to the year 2025 and have a view of what the landscape will look like – how many credit unions will be there, what products and services will be necessary to meet demand and what delivery channels will be most impactful. Join us to get a head start on the competition.

A | Member Business Lending, Part 1: Today's Business Lending Environment

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Part 1 of the Member Business Lending Webinar Series

A | Member Business Lending, Part 2: Launching Your Business Lending Program

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Part 2 of the Member Business Lending Webinar Series

A | Member Business Lending, Part 3: Getting the Most Out of Your Business Lending Investment

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If you feel like your business lending program could use some improvements, this is a discussion you don’t want to miss. Commercial lending expert Mark Cox provides best practices to enhance the performance and results of your business lending offerings to ensure you are getting the most out of your investment.

A | Member Business Lending, Part 4: Maintaining Your Business Lending Compliance

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Part 4 of the Member Business Lending Webinar Series

A | More Than Service: Advanced Sales Techniques

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Everyone is in sales—and sales is not a dirty word. In fact, sales is the lifeblood of any organization. If your employees aren’t selling then your organization will die a slow and painful death.

A | Networking: The New and More Profitable Cold Call

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So – you hate to network? That’s probably because you use at least one of the three traditional networking strategies that just don’t work:

  1. You repeat someone’s name three times like a hyperactive parrot
  2. You pass out business cards like a Harrah’s blackjack dealer
  3. Worst of all, you’re that guy who rides the elevator for hours ready to spew his 30-second pitch. That guy is the reason people stare forward in elevators.

A | No Panic Presentation Skills

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During this content-rich session, participants will discover what you need to know for speaking up and standing out in various professional environments as you communicate with members, managers, credit union guests, and even the media:

A | Omni-Channel Marketing: Connecting All Member Experiences

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What is omni-channel multi-device marketing? How does it change your credit union’s business development communications? Simply put, omni-channel marketing is one-to-one communication with members, through all the channels and on all the devices they use so that it is seamless, integrated, and consistent. It is centered around the member, customized to each to each member’s marketing channel preferences and products and services usage.

A | Open More Doors - Close More Sales

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You followed all the rules. You’ve read all the books. You’ve implemented the strategies. And still you’re struggling to hit the goals.

Face it – the rules have changed and selling today is different. Customers demand more. Sales cycles are longer. Competition is stronger. And getting above the white noise is nearly impossible. Sales success today means attracting, investing and powerfully adding value. In this keynote your team will uncover the 3 MUST have strategies to open more doors, close more sales and be the envy of your competitors!

A | Optimizing Channels for Superior Member Experience

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Credit unions confront challenges about prioritizing channel delivery every day. In an effort to be good at everything from branch service, to web design, to mobile delivery, they run the risk of being exceptional at nothing. It's not enough to say you want to deliver superior member service; you have to identify the service attributes that are most important for your membership, rank those attributes from most to least important, and then try mightily achieve them. During this session, Erin Coleman of the Filene Research Institute will help you fine-tune your strategies, with a list of credit union DO's and DON'Ts for optimizing channel delivery.

A | Outbound Calling: How to Increase Engagement, Revenue, & Retention

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Explore a solution-based approach to enhancing the lives of our members and people in our communities and/or community business partners

A | Social Engineering: The Capacity for Catastrophe

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Have you ever been “socially engineered” by someone pretending to be a credit union member? This fast moving program on preventing losses will focus on the information the identity thieves have before they call your credit union. You will learn how criminals target your credit union and, more particularly, you, when trying to obtain information or financial rewards. Understand how to question a person so that you can determine if they are a member or a thief. Don’t let the criminals socially engineer you into giving them financial information or access to a member’s account.

A | Social Media Plan = Loan Growth

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Explore a proven social media plan that has been used by credit unions nationwide to significantly grow their loan portfolios and contribute to the bottom line. Deb will tell us about a credit union that was able to close more than $2.5 million in loans from Facebook last year (and is also on track to close even more this year). Don’t miss this strategic session! Key take aways include social media planning, tools for loan growth, and proven strategies to increase ROI.

A | Social Media: Driving Business Through Engagement

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In the digital age, engaging via social channels is a consumer expectation. In this session, Chad Helminak of the Filene Research Institute shares ideas on how to form a social strategy that broadens your organization’s reach and involves the entire team. You’ll get tools your credit union can utilize to successfully leverage social media for stronger business results. This integrated approach across functional areas will address recruiting, member service, sales, marketing, public relations, and even product development, as Mr. Helminak discusses:

A | Staying Relevant in the Lending Marketplace

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Many credit unions have once again become savings institutions. Some are seeing loan portfolios stagnate while deposits keep flowing in, sometimes at breakneck speed. At the same time, many borrowers have seen their income stagnate as well or they’ve seen their credit scores decline, reducing their traditional creditworthiness. Credit union staff members have been so busy taking deposits, collecting loans, handling back office duties, and meeting regulatory requirements that they may have taken their eye off the ball.

A | Strategies to Create a Member Experience

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Less foot traffic equals fewer branch opportunities for new business. Where will your growth come from?
Remote delivery channels are the key to your continued growth, but only if you are able to deliver a great experience every time your member touches you electronically.

A | Tax Reform and Its Potential Impact on Member Behaviors

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Dr. Robert Eyler provides economic insight to the new tax reform act passed late in 2017 and its potential effects on credit unions due to effects on members.  Personal taxes, corporate taxes, real estate, both homes and commercial, have all been affected in different ways by changes in the tax code.  Also, not all changes take effect right away, and there is a sunset date in place. 

A | Ten Innovative Ideas for Small Credit Union Marketers

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One of the most frequent questions we hear as marketers in the financial industry is “Why can’t we do that?” What’s in Your Toolbox? looks at key consumer trends and examples of cutting-edge innovations and pairs them with delivering better service to your members.

We break down how to be most effective with your marketing strategy, taking consumer trends and innovations and applying them to credit union practices to be scalable for any size of credit union. Ultimately, these will further propel your brand, mission and better acquire members.

A | Ten Steps to Attract New Members & Loans

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In a challenging economy with stagnant loan growth and low consumer confidence, successful credit unions must find ways to refresh and elevate their lending programs to ensure growth and profitability.

A | Ten Steps to Relentless Loan Growth

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Discover a 10-step plan of action to help your credit union maximize loan growth and profitability and minimize delinquencies while increasing membership loyalty. This plan of action includes creative lending strategies; low cost effective marketing strategies to capture more loan opportunities; and innovative programs and initiatives to increase loan opportunities and profitability.

A | The Little Guy's Advantage: How Can Small Credit Unions Thrive?

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For years, observers have predicted the imminent and inevitable demise of small credit unions. And frankly, they weren’t wrong. The total number of active credit unions has declined more than 50% from its peak and the majority of credit unions that have merged or closed their doors had assets less than $15 million. It’s not all bad news, we promise. Research shows a significant number of small credit unions are not only surviving, they’re thriving.

A | The Path to Presenter

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Fear of public speaking is right up there with fear of heights and fear of snakes. But we all have to do it some of the time.

A | The Sales Coach

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Sally was just informed that the bank where she has worked for a number of years is instituting a new sales culture. Like many of her colleagues, Sally is worried about the change. She took pride in providing high quality service to her customers. She always considered sales to be about pushing products and forcing customers to buy something they really don't want or need. That's when Sally met Dave, a sales coach, who helped her discover how sales and service are actually one and the same. By learning Dave's 10 rules for sales, Sally discovered an interesting fact about herself - she has been selling for years. Whether you work in a credit union or a boutique, sales is part of most every person's job.

A | Three Negative First Impressions Your Website Can Help Avoid

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How to Take Your Website from Boring to Beautiful
If your credit union’s website were a dating profile, what first impression would you be giving prospects? Are you the hip, attractive guy who runs five miles a day with his golden retriever, or are you the disheveled old guy with a broken tooth?

First impressions are everything…in dating and in marketing.

A | Turn Up the Volume on Members' Voices

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Service failures are not fun, but they are instructive. While it’s still important to track factors like member satisfaction and Net Promoter Score, the need for truly understanding the experiences your members go through, in their own words, is imperative.

A | Turning Financial Literacy into Loan Opportunities

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In today’s economy, credit unions are competing with small and large banks for market share.  Learn what you can do to become more relevant in the community and increase loan opportunities. 

A | UDAAP: Do You Know It When You See It?

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In this important session, Michael Christians of PolicyWorks will help you:

  • Gain a better understanding of what constitutes an unfair, deceptive or abusive act or practice
  • Identify areas of the credit union where UDAAP risk is most prevalent
  • Learn first-hand about UDAAP risk through case study analysis; and
  • Acquire tips and tricks that will help their institution mitigate UDAAP risk

A | Understanding Keyword Marketing: SEO & SEM Best Practices

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Today’s digital world practically revolves around the use of keywords to best identify what internet users are looking for. However, the world of keyword marketing can be complex and hard to understand, not to mention finding the right ways to attract the right audience to your site.

Understanding Keyword Marketing is the session that cuts through all the clutter in keyword marketing and provides credit union marketers with the best practices to find the members they desire. This session covers both the organic (SEO) and paid advertising (SEM) side of keyword marketing.

A | Understanding Millennial Attitudes About Finances

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Many businesses, not just credit unions, are buzzing about the millennial/Gen Y group as their top focus. But it’s never too early to think about the Gen Z group that sits just behind them. While you’re shaping your business around millennials, why not make sure those products and delivery channels will have a shelf life for the next generation.

A | Using Social Media with a Purpose with Strategies that Work

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Discover the difference of using social media with a purpose versus simply using it to have a presence! Our host, Deb Schaffer will provide specific tools and steps you can take to prove valuable ROI for your credit union. Moreover, she will share the well-kept secrets you need to develop an effective digital and social media strategy which will increase your credit union’s brand awareness, grow a valuable fan base, and generate a generous revenue stream.

A | Using Technology on a Budget

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Learn how to take advantage of technology and online services to maximize every budget dollar spent on your member service and lending operations!

Wayne Watters, President of Travis County CU in Texas, will share his experience with developing cost-effective tools online and in the office to boost productivity and deliver the in-branch experience over the internet.

A | Using Video to Drive Marketing Opportunities

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Video is one of the most effective content pieces in a social media strategy. How can your credit union use it effectively? In this presentation Ron Galloway takes a fun and informative look at the innovative use of video as part of an overall marketing strategy. Ron has produced and directed four noted documentaries, so he has a wealth of ideas regarding the appropriate use of visual imagery to drive a sales and social media video strategy.

A | Weighing Technology ROI for a Profitable Future

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What technologies are transforming the profitability and delivery of credit union products and services? What are the “must have” tech capabilities your credit union must have to remain relevant to your members’ changing preferences and needs? Explore the answers with technology authority Tim Lerew as you work through an interactive ROI spreadsheet tool for evaluating both assisted and automated loan originations at your credit union. Experience first-hand the new technology products that aim to compete directly with your credit union’s delivery channels, pushing CU’s to re-examine the ROI of their channel strategies.

A | What Zillow's Move Into the Mortgage Business Means for Credit Unions

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Real estate industry disruptor Zillow made big news when it announced it had acquired Mortgage Lenders of America. The digital firm’s step – or rather, leap – into the lending space has quite a few traditional lenders wondering, what does this mean for us?

A | Who is the Member of the Future?

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The member of the future: the notion conjures images of self-driving cars and biometric banking. While tomorrow’s member will indeed use different tools, this person will possess their own unique sets of challenges and demands on the retail financial services environment.

A | Why CUSOs Should Be Part of Your Credit Union's Future

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How do credit unions compete against the technical and innovative powers of the emerging FinTech competitors?  How do credit unions lower their operating costs while obtaining higher levels of expertise?  How do credit unions generate more loans and more fee income from expanded financial services? 

 

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