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Social philosopher Eric Hoffer wrote, “discontent by itself does not inevitably create a desire for change”. Each and every one of you who has sat face to face with a skeptical homeowner can nod in agreement.

There’s much discontent to appeal to for those who’ve found themselves feeling shortchanged by the American Dream. Perhaps it was a financial shock from a chronic health condition, the death of a breadwinner or losses suffered in the stock market. These are significant and tangible reasons why millions of retirees find themselves stressed, unhealthy, and lacking the funds required to maintain a comfortable standard of living.

Why pain alone never sells

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If discontent is the kindling, then hope is the match that ignites the fire. The older homeowner must have some level of faith that a reverse mortgage is a safe and viable solution before ever entertaining the notion. They also must have the hope of a better future without the crushing burden of mortgage payments and envision how a reverse mortgage will improve their remaining years.

Discomfort and fear are poor motivators without hope. Successful political candidates have latched onto the theme of hope to motivate the masses. So why do so many homeowners endure years of financial want and angst? Perhaps the answer is found in routine such as forty-years of dutifully paying down one’s mortgage so they can retire mortgage-free. That routine staves off the pangs of insecurity we face in our working years when contemplating retirement. When presented with a ‘radical’ alternative that security is threatened and for many, a reverse mortgage can appear to be a radical solution.  

Reverse mortgage professionals can be likened to sherpas guiding their charges across chasms of uncertainty and ruin.  Will they balk, question, or outright resist? Certainly, and it’s quite a natural response.

During these moments of fear and hostility to change lead them toward hope. The hope of a better future with significantly fewer financial worries. The hope of rewarding themselves after investing their entire lives in others. For in the end, it is hope that pushes us beyond our fear or acceptance of the status quo.

How can you incorporate hope into your marketing, sales, and business model? Share your ideas in the comments below.

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