Indeed with the numerous delays and false launch of the financial assessment one could be left with a sense of uncertainty while trying to originate reverse mortgages. You’re not alone. Here are three tips to manage uncertainty today.
Continue readingWhat the HECM Happened?
I’m sure I am not alone in thinking ‘what the heck happened to the reverse mortgage program’. It’s only natural to find yourself pondering this quandary if you’ve been originating federally-insured reverse mortgages four years or longer.
Continue reading10 Ways to Deal with Adversity
Unless you’ve been living in a magical and perfect world you have recently or currently are experiencing adversity. Relentless and numerous changes to the HECM program, the upcoming Financial Assessment and marketing challenges all can be noted as contributing factors.
Continue readingPriming Your Sales Pump
When it comes to slowdowns you may be experiencing most of them are simply out of your control or sphere of influence. The good news is with time comes increased efficiency. Many lenders may be stretched now but will be adapting quickly to new policies and regulations decreasing processing and underwriting times.
Continue readingDon’t Shy Away
[vimeo id=”117444083″ width=”625″ height=”352″]
How to Overcome Objections & Close More Loans
If there is one trait in many salespeople I’ve seen repeatedly it is the tendency to shy away or avoid objections to the reverse mortgage. I’ve been there myself. Early in my career I carried the silent fear that if I bring up anything negative the prospect will reject the idea of getting a reverse mortgage. I learned the hard way that nothing could be futher from the truth.
Let’s look at why bringing up and overcoming objections is critical to closing and keeping the sale.
#1. Trust. If you do not bring up the fact that the children’s inheritance is directly effected, the disadvantage of moving early in the loan or how interest is really calculated someone else may or even worse they will find out on their own and ask “why didn’t he mention that?’. Once that happens your trustworthiness is shot and so is the sale.
#2. A true professional. There are salespeople and then there are…
Download the video transcript for this episode here.
Looking for more reverse mortgage tools, training & technology? Visit ReverseFocus.com today.Â
Skipping Vacation May Cost You
How often have each of us said ‘I can’t afford to take one right now’ or ‘ I cannot afford the time? When many of us are scrambling to keep up with nonstop changes to the HECM program and challenges in reaching our market a vacation may seem to be a luxury we cannot afford. But is that true?
Continue readingBefore the Damage is Done
We’ve all read or seen them and utter a collective ‘ugh’ or fume after the fact. Negative and misinformed stories in the press or television on reverse mortgages. Looking back and reflecting on this unfortunate and recurring ignorance by so-called experts I began to ask myself ‘what could we have done differently’?
Continue readingWhy New Year’s Resolutions Don’t Work
New Year’s resolutions rarely stick. In fact they may be sabotaging your goals. Why resolutions are not a good idea and rather…
Continue readingHappy Holidays from Reverse Focus
Our team at Reverse Focus would like to extend our personal thanks to all the members of Reverse Focus. It has been an honor and a pleasure to work with you this year.
Continue readingAvoiding the Business Grinch
[vimeo id=”114925714″ width=”625″ height=”352″]
Seizing the Holiday Season for Business Planning & Growth
[CORRECTION]: The Financial Assessment goes into effect March 2nd, 2015, not the 15th as I erroneously mentioned in the video]
It’s the season of winter cheer, eggnog, ridiculously big meals, gifts and unfortunately the business Grinch. The Business Grinch appears every December attempting to steal our productivity, well intentioned plans and goals for the coming year. What are some ways you can prepare to avoid the business grinch? Let’s look at a few ways to better prepare and maximize this season.
1- Projects. Begin by making a master list of the projects you wish to accomplish this year. Break them down into smaller action steps and then
2- Time block your calendar. Time block the days and times you will dedicate to your project actions. Also time block out recurring activities that are the backbone of your business such as outbound lead calls, follow up, professional networking, conferences and more.
3- Reexamine your marketing plan. We should anticipate a rush of new applicants in January and February in anticipation of the Financial Assessment which goes into effect March 15th. The question is what happens after? Here is where you will need to…
Download the video transcript for this episode here.
Looking for more reverse mortgage tools, training & technology? Visit ReverseFocus.com today.Â
