Retirement Views May Expand Reverse Market

[ad#Network Funding]

[vimeo id=”80085113″ width=”625″ height=”352″]

Changes In Retirement And The Reverse Mortgage Market

In recent years American’s views on retirement have changed substantially. Many are working longer not from choice but need. Dan Gorin, supervisory policy analyst for the Federal Reserve said “The definition of retirement has changed dramatically. In the past when we asked people surveyed, those who were planning to work forever had answers that were twofold; some said ‘I like to work,’ and some said, ‘I need the money.’ More recently, more people saying they’re never going to retire because they need to work.” What is ironic is that only 8% of those aged 62 or older have even considered a reverse mortgage and 2% actually took one according to a nationwide survey conducted last December by the RAND American Life Panel.

Reverse Mortgage Market News

So what are the other 92% doing? It may boil down to denial and resistance in seeking assistance. Gorin says fewer than half, yes half of Americans actually seek advice on housing and retirement finances. This is tragic as the the home represents the majority for even moderately affluent individuals pre-retirement wealth.  Many Pre-retirees are aware of the benefits of non-taxable home sales gains, mortgage interest tax deductions and energy tax credits but oblivious of the assets full potential when employed in a comprehensive retirement plan. Not surprising since most senior homeowners have no experience in converting debt into cash flow. This chart from the American Housing Survey in 2007 shows the sleeping giant of home equity with 64% having no mortgage whatsoever and 35% holding some combination of a mortgage, second or line of credit. Today’s retirees overlook their home being more concerned with equity security than income security. Equity security is hard-wired into the American psyche. Work, save, payoff your mortgage and retire with no mortgage payments as you transition into the fixed income years of your retirement. Income security however, lends itself more to truly solving the most vexing issue in retirement…

Find reverse mortgage news, tools and training at ReverseFocus.com !

The X Factor: Denial

Constructively Exposing Retirement Denial

[vimeo id=”80026888″ width=”625″ height=”352″]

Reverse Sales Training News

Denial In Reverse Mortgage Borrowers

Denial. It’s one of our biggest challenges when working with prospective reverse mortgage borrowers. While denial tends to manifest itself more prominently in those who have little financial assets, like the needs-based-borrower, it also applies to more affluent borrowers. Denial creates an alternate reality for needs-based homeowners  with statements like “we’ll be just fine” or “we will find a way to increase our income when we retire”. For more affluent potential borrowers it may appear in the statements “our portfolio will keep growing giving us enough money to live on the rest of our lives.” Denial serves a dual purpose: to avoid discomfort and accountability. No one likes to admit that their previous spending and savings habits have led to a retirement crisis. Savers don’t like to accept the fact their investments may never grow enough to sustain the withdrawals they need each year to maintain their standard of living in retirement. Denial has exacts its price: stress, fear and lack. It stems not so much from logical or  willful choices but from unconscious beliefs and habit patterns. What are our choices

Manifesting Their Purpose as an Elder

[ad#Take Charge America]
Reverse Mortgages Helping Seniors Maintain Their Vitality

 Ellie Drake, a physician and the founder of BraveHeartWomen.com suggests older adults “Forget your age, be the sage!” She’s been meeting many women in their 50s, 60s and beyond who tell her they’re about to burst with an idea that is aching to be born through them, and Drake acknowledges the time has never been more ripe: seniors have gained “the experience and life lessons they require for the magnitude of their vision to come through.”

And a reverse mortgage may be precisely the vehicle to support the birth of this later life vision. Our sixties, seventies, even eighties and beyond are no longer a time to “retire and wait to die”; they are years of vibrant possibility.

 

Reverse Mortgage News
It’s not how old you are, but how you are old, that matters most.

For example: suppose a senior would like to age in place, yet lacks the social support that would make this option viable. One innovative solution might be sharing their home with a student or other young adult who can offer companionship, in addition to fulfilling some basic needs such as assistance with grocery shopping, cleaning or gardening. If the home requires modifications in order for the senior to remain there in safety and comfort, a reverse mortgage can help provide an income stream to enable these changes — as well as allow a companion to live there as a friend who helps enrich the senior’s life, rather than just a paying tenant.

Enrichment can also take the form of work or community contributions that add meaning and purpose to later life. While the majority of older people in good health don’t want to return to the workplace on a full time basis, they are often reluctant to give up the social interaction — and many would also like to put a lifetime of experience and knowledge to good use.

With these thoughts in mind, two avid fishermen put their heads and skills together and approached a sporting goods store manager, suggesting he hire the pair for one full time job, which they shared. The store personnel enjoyed having the elders there — and the fishermen already knew about all the equipment and the best fishing spots. Customers loved them, sales rose, and everyone was happy.

Creativity in all its forms is a key component to successful aging. Charlotte, a self-described “shrinking violet,” confronted her social fears following retirement in her mid-sixties and joined a community theatre. By her early seventies she was acting and singing publicly. Robert, 88, a retired government lawyer, tried his hand at photography and wound up producing an international photo series, traveling from Alaska to Tahiti.

Then there is ElderWisdomCircle.org, a virtual “Dear Abby” for the mature years: more than 600 advisors aged 60-105 offers free online guidance to anyone who writes to them.

Whatever a senior’s aspirations and expectations, a reverse mortgage can serve as an essential resource to help them remain as vital as possible, perhaps enabling them to tap an inner wellspring that has been ripening for decades, awaiting its full-blown expression later in life. As noted in a recent blog post on elder wisdom, it’s not how old you are, but how you are old, that matters most.

 

A Bigger Pie – Expanding Our Marketshare

Larger Market = More Qualified & Interested Borrowers

[ad#Network Funding]

[vimeo id=”78962141″ width=”625″ height=”352″]

Reverse Mortgage News

It’s a marketshare problem. As an industry we have been negatively impacted by falling home values, cuts in lending ratios or principal limits, elimination of products and borrower qualification guidelines. In 2009 over 114,000 reverse mortgages were endorsed versus only 54,000 in 2012. Consequently we can easily point to any of these factors as the leading cause of our lack industry volume. But are we not seeing the forest through the trees? One well-respected industry leader told me “I don’t want a bigger piece of the pie but a bigger pie itself”. Otto Cushman, CEO of Liberty Home Equity Solutions was quoted in Reverse Review’s  article entitled “Extreme Summit” saying “ Less than 1% penetration, We are failing”. He backs his assertion comparing 50,000 endorsed loans in 2013 to 200,000,000 [correction made from 200,000] qualified senior households with sufficient equity equally a paltry one quarter precent of available marketshare. It’s boils down to the law of numbers. The same principle that motivates us to look at how many leads it takes to generate X amount of loans per month should be our approach to marketshare. More positively interested potential borrowers equals more loans. So where do we beign?

Reverse Mortgage News, Training & Technology at ReverseFocus.com