15 Ways to Build and Protect Your Sales Pipeline in 2025 and beyond.

An oversight perhaps? Maybe you were traveling, on vacation, or neck-deep in a new project. Then you open your mail only to find an overdue bill! Ugh! “I always pay my bills on time”, you exclaim. Typically you do. The point is we all have moments of inattention, distraction, or procrastination that lead to the inevitable day when the bill comes due. The holidays come to mind and that’s okay. The first month of the year is an ideal time to build some safeguards for your sales pipeline. 

Here are practical and proven ways to avoid an overdue sales bill in 2025.  

1. Schedule times throughout the week for outgoing sales calls.
2. Schedule annual follow-ups with new applicants. Even better, check in on new borrowers after they receive their first loan statement.
3. Schedule your required continuing education on your calendar.
4. Always take complete applications. Missing information only leads to delays.
5. Keep your head clear. Don’t let conflicts with family members, friends, or colleagues fester.
6. Diversify your sources of HECM loans between new first-time borrowers, refinancing existing HECM loans, and forging new professional referral partnerships.
7. Jump on any outstanding loan conditions. The faster you address them the quicker your client’s loan closes and you get paid.
8. Track all your sales activities and conversations with a CRM, such as SalesEngine.
9. Start with a professional website presence if you don’t have one. This helps to establish credibility for potential borrowers and their family members or advisors.
10. Find creative ways to direct more local homeowners looking for local reverse mortgage professionals to your website. Our local SEO service is just one. Another is to promote your website on your vehicle, leave-behind cards, etc.
11. Review your schedule for the next day the evening before. Your calendar should already have time blocks for recurring sales activities and meetings but still check for new appointments.
12. Find ways to establish yourself as the local expert on all things reverse mortgages. Offer to be interviewed on your local television or radio station. Reach out to your local newspaper and offer to be a source for any reverse mortgage-related stories.
13. Take the time to write a ‘thank you’ note to your clients, professional network, and others when appropriate. A written note will stand out and be more appreciated than an email or text message.
14. Treat time as if it’s an infinite commodity because it is.
15. Use meeting technologies such as Zoom, Skype, and Loom to increase your effectiveness in reaching older homeowners. Loom is a great tool to explain a HECM comparison sheet and other important information with a short screencast.

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