Find Your Voice & Crush It!


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reverse mortgage newsThe Authentic You is the Best Person to Succeed

Are you holding back? Living in fear of other’s opinions? To unleash our potential to succeed as reverse mortgage professionals and inviduals we must find our own voice. What is your true authentic ‘best self’? Is your business built around the authentic nature of who your are?

 

Entertaining Lead Sources

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Building Your Referral Network Can Be Fun

reverse mortgage newsThere are a number of enjoyable ways to build lasting referral relationships with professionals…

About John Luddy: John has trained reverse mortgage professionals how to be successful when sitting face-to-face at the kitchen table with prospective HECM borrowers. Norcom is looking for qualified loan officer candidates. To learn more call 1-860-507-2582 or email John Luddy here

Fill out my online form.

What the Hack Is Going On? Digital Protection for Older Adults



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Ideas for Safer Senior Tech

couple-techI’ve written about how my formerly “Luddite” dad (his term) learned to use a computer at 89, becoming adept enough to hire a plumber based on Yelp reviews and purchase a new bathroom mirror from Amazon. But while he’s become digitally savvy, and is wise to scams, such as the IRS “back taxes” phone call, he fell for the kind of fake email that can trip us up at any age: a message purporting to be from his Internet provider, indicating a problem with his account and asking for his password to reset it.

He sent them his password, and a nightmare ensued — not in terms of financial loss, fortunately, but in getting him to agree to switch his email to a different provider — and inform everyone he emails with not to use his old address, still active on his iPhone. It took a lot of explaining until he fully grasped the digital damage scammers could wreak on everyone with whom he communicated.

Getting the Digital Knack 

Digital safety joins the ranks of areas in which seniors need to be vigilant about protecting their assets. So far, we’ve covered financial fraud, identity theft, property protection and safe travel tips.

Now GroovyTek is making technology both easier and safer for seniors, by providing in-home training sessions “anchored in respect and patience,” with vetted, bonded trainers who are experienced in working with older tech novices. Co-founder Matt Munro describes the company as “like personal trainers for fitness, applied to technology”. Each hour-long training session is aimed towards helping an older adult become stronger (i.e., more familiar and comfortable) using their smartphone, tablet or computer. At this time GroovyTek operates in-person only in Colorado and Arizona, so they provided a wealth of tech protection guidance in a recent webinar.

You may wish to print and distribute these tips to your reverse mortgage clients and prospects that use digital devices. Or email it to them, and follow up to see if you can answer any questions — about technology, or HECMs.

7 Steps to Foil Hackers

  • Use strong passwords. Strings such as 12345, the word “password,” or QWERTY (the top 6 letters on a keyboard) can be accessed almost instantly by hackers, as can your birthday or your children’s birthdays. However, Pa&&word! will take a year to crack. And a sentence, such as, “I have 2 kids” is virtually impossible to crack, because there are too many permutations. (NOTE: These two examples should NOT be used as passwords!)
  • Don’t share your passwords. And DO NOT write them down on post-it notes or in a notebook — that defeats the purpose.
  • Be mindful of what you post on social media. First, set your privacy settings high. Second, don’t over-share. Don’t broadcast exactly where you’re going to be at a certain time, or when you go on vacation. It seems obvious, but this is an invitation to burglars and identity thieves. And never share your Social Security number, bank accounts, birthdays, home address or phone numbers on social media or any other public forums.
  • Use a secure network. Don’t do banking or share other sensitive information on public access WiFi, such as a library or coffee shop Internet connection. Hackers can easily grab your information from an open network (i.e., one that is not password-protected) without ever touching your computer or your phone!
  • Don’t open suspicious emails. The subject line might read, “Dear Sir” or “We have been unable to verify your PayPal account.” Even if the email purports to be from your bank or from Google, be wary. Why would your bank or email provider be sending you an unsolicited email? Why would they ask you to confirm your account information? They already have it. If you do open an email that appears to be from a person or business you know, check the Sender’s address, and DO NOT click on any links within the message, or divulge any personal information. Your real email provider, bank, Internet service, etc. will not ask you for personal information via email. This is just like someone calling on the phone to tell you you’ve won a sweepstakes, and asking for your bank account information to deposit the check. It’s a scam. Think of it this way: If you wouldn’t open the door to a stranger, don’t “open the door” through a click.
  • Don’t click on pop-ups, even if they say you need to (e.g., “Your computer is slow. Click here to clean it now.”). You may unleash a virus or otherwise create a problem that will require a tech expert to fix.
  • Protect your identity. It’s too easy for people to steal it and pretend to be you. Do not use your full name, date of birth, home address, or any other personal data as your email address, or in passwords. On social sites, do not list your home address.

If you do get hacked, call your credit card companies ASAP, change all your passwords, and file a police report to “time-stamp” when you reported the incident to financial institutions, which protects you in the event someone attempts to utilize your accounts.

With these basic Internet security steps in place, seniors (and everyone else) can enjoy staying active and connected in the digital age.
Download a PDF of this article here.

Some See the HECM Financial Assessment As A Benefit

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Two Years Later the Financial Assessment Receives Mixed Reviews

The implementation of the HECM Financial Assessment was met with mixed reviews when it was launched in April 2015. While many industry professionals have remained critical of the new underwriting guidelines some welcome the assessment as see it as a net benefit.

reverse mortgage news‘Every loan is a problem loan’

The seismic shift of the Financial Assessment’s restrictive and complex underwriting guidelines have many feeling that the reverse mortgage underwriting has now matched or surpassed traditional mortgage underwriting guidelines. Bill Smith with Reverse Mortgage west told Reverse Mortgage Daily, “Tighter regulations have resulted in tougher underwriting standards that have made most HECM loans far less routine. Complaints from my colleagues that ‘every loan is a problem loan’ are much too frequent and clearly not what used to be when I started.” Not only is the sales cycle prolonged but the assessment has limited the number of qualified applicants carving out many who would have been previously eligible for the loan.

The Paper Chase

The complexities of the reverse mortgage are difficult enough for many to communicate to a borrower. Now many find themselves spending considerable time gathering the required documentation needed for the assessment which reduces their time spent originating loans…

 

The FOMO Trap!


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Practical steps to stop FOMO madness

reverse mortgage newsDo you have a case of FOMO? If you’re the parent of a teenager there’s a good chance they have FOMO. The Fear of Missing Out (or FOMO) is rampant in our society. How do we avoid the FOMO trap or help others escape its clutches? Welcome to Friday’s Food for Thought. This episode is brought to you by Open Mortgage, where better is possible. Please click on our sponsors ad below this video.

Fear is a powerful emotion, perhaps the strongest. The fear of missing out can lead to disconnection, poor choices, stress, and even heath problems. FOMO tears us between the extremes of optimism and pessimism leaving us in the purgatory of stress.

Is FOMO influencing your decisions when to buy or sell a stock? How about the habitual need to check your Facebook notifications? Did they like my post? Who replied to my comment? Have I received an email in the last five minutes? Oh my gosh! I had better check.  If you’ve sat in a restaurant and seen a table of teenagers all on their phones, then you’ve seen FOMO.  How can you gain back some control and not be controlled by FOMO? Here are some thoughts to consider.

1. Take back control. If your phone is beginning to feel like a shock collar its time to take action. Silence…

Download the video transcript here.

Avoid the Dreaded “One-Legger”

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Screen Shot 2017-04-17 at 2.57.31 PMWhat’s the ‘One-Legger’ and why should you avoid it?

If your prospective borrower is married here’s why you had best meet with both husband and wife…

About John Luddy: John has trained reverse mortgage professionals how to be successful when sitting face-to-face at the kitchen table with prospective HECM borrowers. Norcom is looking for qualified loan officer candidates. To learn more call 1-860-507-2582 or email John Luddy here

Fill out my online form.

Ibasho: Creating Communities by Elders for Elders



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How Elder Living is Evolving Part 2

“The paradigm of creating dependence for elders is so ingrained,” says Emi Kiyota, PhD, even those who work in the field may need to be shocked into awareness.

For environmental gerontologist and organizational culture change specialist Kiyota, the wake-up call was witnessing the way her beloved grandmother was treated in a Japanese nursing home: “sitting in the room, waiting for something to happen.” Kiyota realized, “We’re not giving elders an opportunity to contribute: to share their wisdom in a very natural way, where they are encouraged to be a part of the solution for an aging society, rather than us thinking we have to create it all for them.”

From this purposeful fire, Ibasho arose like the proverbial phoenix. Ibasho means “a place where one feels at home being oneself,” where elders belong, to live in safety, comfort, and dignity, valued as a person of full history and experience, says Kiyota. We have two main fears as we age: social isolation, and loss of respect. By viewing elders as resources rather than liabilities, they can become change agents of their own communities.

Sustainable, Replicable Resources

reverse mortgage newsIbasho operates by 8 guiding principles that promote the value of socially integrating elders, and demonstrates the multi-generational social, economic, and environmental benefits of such a community in traditional, developing, and modern societies. They partner with local organizations and communities worldwide to design and create socially integrated and sustainable communities that value their elders.

“We are transforming the model to independence and interdependence, which is a global desire of elders, regardless of culture or area,” says Kiyota. One of her goals: to have a global network of Ibasho Cafés, where people look forward to being “old enough to get into this club.” (Like the Young@Heart Chorus, which requires aspiring members be at least 73 to join.)

“People have capacity, they have resources,” says Kiyota. With the first Ibasho Café completed in Japan, she has grants to replicate the model in the Philippines and Nepal.

Ibasho in America?

The conversation stateside might be:

  • How can we extend Ibasho principles into existing communities, with elders who want to remain in their own homes as they age, perhaps with the help of a reverse mortgage?
  • How can elders age in place and obtain the services they need, without feeling isolated?
  • If someone lives in a community setting, how can we provide the environment and engagement that everyone would like to have?
  • How can we shift social perception to include elders, reimagining the paradigm of “having it done for you,” while respecting and supporting what elders can and want to do?

Says Kiyota, “The next step for Ibasho is to transform affordable housing communities to be much more livable. We have to sit down and ask elders what they really need and want.”

Beyond Assisted Living

Dr. Keren Brown Wilson’s prescription for the future of aging echoes Kiyota’s. Wilson essentially created the concept of assisted living forty years ago as a graduate student in gerontology, when her mother, a nursing home resident at 65 due to a stroke, asked, “Why don’t you do something to help people like me?” Wilson interpreted her words to mean, “Figure out a better way to deliver long-term care.” She has devoted her career to developing ways for low-income elders to participate with purpose.

Wilson’s vision began with reframing the type of environment that would support an older person who needed substantial care every day. She envisioned a person-centered residential environment with a variable level of service as needs changed. And as the aging population explodes, the need for such models escalates exponentially.

The Silver Tsunami Touches All

By 2050, 80 percent of the world’s aging population will live in developing countries. However, healthcare systems are typically focused on child and maternal health.

“The aging pyramid is now a rectangle. How do we support people regardless of age, and regardless of income? It’s a grassroots effort, and we need infrastructure,” says Wilson. She created the The JFRF Foundation to empower communities in resource-constrained areas to “identify, strengthen and develop assets to support underserved older adults through a multi-generational, sustainable network of resources.” 

Wilson recommends we focus on:

  • Affordable housing with services. Help local communities create settings where people can organize themselves, using joint purchasing power to reduce the cost of a “unit of service” to stretch their dollars (e.g., the Village model). This may be an area where a reverse mortgage can help.
  • Modifying successful models. Adapt the “promotora model” from child and maternal health (lay training to educate others) for older adults, to ensure people who need more attention have their needs met.
  • Build capacity. Encourage elders to use their skills and knowledge (similar to Ibasho), and take an intergenerational approach of mutual support for vulnerable individuals of all ages.

She says, “We must become champions for change who build trust within the local community.”

The HECM’s State of Affairs

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Irrelevant HECM endorsements and recent developments

The Irrelevancy of Historical Volumes

A sense of frustration can set in for those expecting rapid expansion of loan volume back to our pre-recession levels.   After several years of rapid expansion culminating in 2009’s record endorsement tally of 114,629 loans, last year’s endorsements were a sum total of 48,000 endorsements. Such comparisons are suspect for a number of reasons- a simpler product offering, rapid home appreciation, generous underwriting guidelines, increased loan complexity, lending ratio reductions, and the post-recession and housing crash.

Considering the headwinds the HECM has endured we can claim both a modicum of success and a measured optimism for future market expansion. However, fixating on the apple and oranges comparison of historic volumes ignores larger macroeconomic forces and serves only to distract us from more pressing matters.
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Too good to be true?

One hurdle to increased consumer adoption of the HECM is the fear that if it sounds too good to be true, it probably is. The ability to leverage an illiquid asset and transform it into a potential source of predictable cash-flow is an attractive yet counterintuitive proposition for many Americans wanting to age in place. Sweetening the deal is the fact that the HECM’s unused available funds, or principal limit, grows each year based on the current interest rate plus the MIP. Caution must be exercised when making claims as to just how large

 

When Teamwork Doesn’t Work


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Who’s on 1st? Avoiding email confusion when assigning tasks

reverse mortgage newsWho’s on first? That was the famous punchline of the comedy duo Abbot & Costello which played on the frustrations and confusion of vague communication. When it comes to teamwork we can often find ourselves confused as to ‘who’s on first’.

You’ve all received this in your inbox, an email which ‘cc’s‘ several people in your organization asking for a particular task to be completed. It could be from a customer, your boss or a coworker. It probably reads something like this…‘hey, I need this done by Friday. Let me know when it’s done. Thanks, everyone’. Everyone? Who is everyone, and who will be ultimately responsible for making sure this assignment is completed?

The temptation in group communication is to absolve yourself of responsibility being convinced that someone else will do it…but will they? Much like a fly ball landing between the center and left field, shared responsibility can lead to shared failure. How can you avoid such confusion in the workplace?

1. Set a new standard. Reach an agreement that any email requesting that a task is completed include (1) a description of the job, (2) the specific person responsible for completing the task, and (3) a clear…

Download the video transcript here.

What about your marketing?

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reverse mortgage newsWell, how are you doing with your marketing?

Marketing isn’t finding that magic formula, it’s consistency…

About John Luddy: John has trained reverse mortgage professionals how to be successful when sitting face-to-face at the kitchen table with prospective HECM borrowers. Norcom is looking for qualified loan officer candidates. To learn more call 1-860-507-2582 or email John Luddy here

Fill out my online form.