6 Phrases to Persuade Others

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Six phrases you can use on sales appointments or anywhere!reverse mortgage sales

We are not merely ‘educators’. We are sales professionals and as such should know how to better communicate with potential borrowers. Here are six phrases that will help you ethically persuade others.

  1. “Have you ever made an exception?”
  2. “If I were in your position I’d feel the same way.”
  3. “If you decide not to get a reverse mortgage today how will you know a year from now that you made the right choice?”
  4. Use the person’s name
  5. Ask a series of questions that will get a ‘yes’ response
  6. Follow the request with a reason “because…”.

 

Bad Work Habits to Break

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reverse mortgage newsTarget these 5 bad workplace habits

If we are even remotely honest with ourselves we all have some bad work habits we’ve developed with years of practice. Here are just a few to be mindful of.  As the philosopher emperor Marcus Aurelius said, “the art of living is more like wrestling than dancing”.

1. A scattered approach- focusing on too many things at once…

Using on-location videos to market

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reverse mortgage newsUsing location shoots to engage potential borrowers and stand out above your competitors

Last week we talked about social media marketing. This week we take a short field trip for a remote shoot showing you how to tell a compelling and personal story that sells…

FREE Online Exposure: How to be an expert on social media

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video-callingHow to be THE expert on social media

When it comes to advertising on social media you must comply with a myriad of compliance issues? But what about opening up the conversation on topics related to retirement, outliving one’s money, or aging in place? This week we share some strateges to get you started…

Why you should video conference potential borrowers

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video-callingEmail & phone calls have their limitations

I was reminded last week when conducting a Skype video call how emails and even phone calls can fail to create a personal connection. Have you ever considered making a video call with your prospective borrowers or those going through the applicaiton process?

*There is no transcript for this week’s episode.

Why you need a morning routine

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Practical tips for an effective morning routine

As much as you may dread the sound of your alarm clock each morning, nothing’s worse than chaos as you begin your day. When it comes to starting your day you want the safety of a routine that prevents your morning from crashing into mayhem. Even better, an effective morning routine generates momentum that will carry you throughout the day. With that in mind, here are several tips you can put into practice, several which I use myself.

Decrease your decisions. The fewer choices you have to make each morning the less stress you will feel. Many, myself included, eat the same breakfast each and every workday morning. Check your wardrobe and layout your clothes for the next day. Pack your briefcase or tote the night before. To avoid forgetting anything I’ve often put my car keys with my briefcase near the front door.

Get moving. Morning exercise is a great way to prepare your brain to learn and process information throughout the day. If you’re not a fan of exercise you could stretch instead. Find a good…
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Viewers share their ideas to attract borrowers

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How sharing what works for you benefits all

Last week we asked you, our loyal viewers, to share what’s helped you attract potential HECM borrowers and grow your business. Well, several of you took the time to submit your ideas. Thank you, sincerely. Here are a few.

Networking and calling on attorneys. Many have created and nurtured relationships with attorneys who specialize in estate planning, senior benefits, Medicaid, real estate. The real advantage is their clients implicitly trust their attorney’s recommendations, and if they recommend you, there’s no better lead.

Another viewer uses focused newsletters. While many are sending out a generic newsletter template to their entire database this seasoned pro uses a more targeted approach. “I believe it is our focused newsletters sent to specific lists of potential borrowers that sustain our business and many times we get calls years after the first contact stating that the reason we are being contacted is the newsletter”, he said.
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Together We Are Stronger

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How sharing what works for you benefits all

Success is not a zero sum game. Would you be willing to share what is working for you in attracting and closing more loans despite recent changes to the reverse mortgage? You can remain anonymous or request that we use your name. Either way, your inputs are appreciated and will help your fellow originators across the country. Submit your ideas here.
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How to Get Your Edge Back

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Using Occam’s Razor to Troubleshoot Your Reverse Mortgage Hurdles

Critical thinking is key for HECM professionals to overcome common issues in their business. Occam’s Razor may be just the approach you’ve been looking for…
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5 habits at home that hurt workplace productivity

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Here’s why what you do at home matters at work

Most American workers struggle to keep their home and work lives separate. Certainly there’s some validity to that point of view, yet the two are inexorably linked. How so? Consider that your bad habits at home may be setting you up for failure in the workplace? Here are a few examples and how we can change our habits at home to increase our success.

Lack of sleep
The vast majority of Americans suffer some level of sleep deprivation. Sadly this leads to a host of problems such as weight gain, health issues, poor focus, and depression. What can you do? First, if you use your phone as your alarm (sorry Alexa) set it across the room. This avoids the temptation to hit snooze. Also, understand that your sleep cycles are about 60-90 minutes long. This means every time you hit snooze and wake up 20 minutes later you are waking up mid-cycle which makes you feel groggy. Just as you schedule your activity at work try creating a regular time you go to bed. Your co-workers and family with thank you.

Skipping workouts
Many employers have realized that regular exercise results in increased work productivity and have chosen to…

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