The Japanese call it kaizen: gradual, incessant improvement. Minuscule ongoing shifts can add up to a big win, just as a subtle shift in the words we use can affect how we view life.
Continue reading3 Weeks: Are You Prepared?
When it comes to how reverse mortgage loans are originated a line has been drawn in the sand: March 2nd, 2015. In two short weeks the long-awaited or dreaded Financial Assessment goes into effect forever changing the way HECM loans are qualified. This is a game-changer.
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 readingFirst Person: Awakening to Grief
“The utility of living consists not in the length of days, but in the use of time; a man may have lived long, and yet lived but a little.” We use our time well when we hold the hearts of those we serve, whether relatives, friends, clients — or strangers.
Continue readingM.O.E. An Alternative to HECM Foreclosures
This monumental policy change comes in the wake of several notable lawsuits brought against the Federal Housing Administration (FHA) and reflects the agency’s desire to close the door on further displacement of younger non-borrowing spouses. Let me begin by saying that this policy is somewhat complex and we will only be covering the primary guidelines of this new policy.
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 readingCars that Will Drive Miss Daisy — By Themselves
The emerging self-propelled or “robo cars” lend new meaning to the word automobile — and may be the answer to aging drivers’ diminished capabilities to safely navigate behind the wheel, say Joseph Coughlin and Peter Diamandis.
Continue readingAssessing the Impact
The two biggest words in our industry today…Financial Assessment. The question is what fallout can we anticipate once the assessment goes into effect in March? A recent article in Reverse Mortgage Daily looks at the potential impact finding both optimistic and pessimistic predictions.
Continue readingDon’t Shy Away
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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.
Facing the Inevitable With Grace and Wit
It’s time to talk about the subject-that-must-not-be-named. Yes, death. While 100 percent of us will make this crossing at some point, it remains the greatest conversational taboo…
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