When to Consult the Experts

Our Mother’s Keeper: Part 3

We’ve discussed it before, but it bears repeating, especially because seniors themselves are often loath to admit they’re growing older: there are certain situations where it’s wise to get expert guidance before a reverse mortgage client or prospect may actually “need” it.

Here are four areas where seniors (or the person with Power of Attorney) should consider reaching out for advice in advance. 

  1. Aging in place. We’ve focused on various aspects of caregiving but not its potentially astronomical cost. Even a healthy senior needs to plan for in-home assistance in the event they live to a ripe old age — or experience an event, such as a fall, that necessitates temporary assistance. According to Genworth Financial, the average annual cost of a home health aide is $45,760. A certified financial planner (CFP) could be an excellent guide for both seniors and the family members who are helping them plan ahead.
  2. Retirement planning. A vast majority of the 76 million Boomer retirees and soon-to-be retirees (which includes a healthy number of reverse mortgage professionals) are planning for an active lifestyle once work no longer takes center stage, as we focused on in this retirement resource guide. It’s also critical to make sure the numbers in your bank accounts and other financial resources can support the lifestyle and years a senior has left to enjoy. A CFP and accountant/CPA are both worth consulting as seniors or those in midlife look toward the future. One financial planner urges people to sit down with a retirement planning expert no later than age 40.
  3. End-of-life care. Does a senior want palliative and hospice care, a DNR (do-not-resuscitate) order, or every possible medical intervention when they’re seriously ill or close to death? These are issues many people refuse to face; yet having such information on record can prove vital if the patient is not able to make their wishes known. The Office of Chronic Care Advocacy recommends consulting with an Elder Law and Special Needs Law attorney to ensure someone’s long-term care and end-of-life care planning are accurate, complete, and up-to-date.
  4. Estate planning and asset protection. We looked briefly at estate planning and the importance of proper beneficiary forms in order to avoid financial snafus. This is especially important for high net worth individuals. An Elder Law and Special Needs Law attorney should be able to draft an estate plan that analyzes the effect on a loved one’s public benefit eligibility or tax status, says the Office of Chronic Care Advocacy. They will also network with professionals in allied fields, such as a financial advisor/certified financial planner to assist with investment strategies, or a geriatric care manager to provide a care assessment and help source and select appropriate caregivers if needed.

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Seminar Marketing & Smaller Lenders

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Reverse Mortgage Seminars prove to be a valuable marketing tool

SPEAKINGToo often when we hear the word seminar we often think of get rich quick real estate presentations with high-pressure sales tactics to purchase books or other materials. But truth be told reverse mortgage seminars or workshops, depending on your choice of words, are a proven and effective marketing tool, especially for smaller lenders and broker shops.

Steve Sless of Bayshore Mortgage has embraced seminar marketing and has reaped the fruits of his efforts. Last year Sless aggressively scheduled at least one workshop per week within driving distance of his office headquartered in Maryland and Washington, D.C. One seminar had over 100 attendees in a two day period setting a personal record for closed loans. “Over two days, we had 109 people show up to the event and closed more loans from that seminar than any we put on last year,” said Sless.

Strategic and successful promotion is key to attracting attendees.

 

Download a transcript of this episode here.

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SE-RELIABLE

Working in Contexts

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The Hidden Secret of Productivity

reverse mortgage newsWhen switching from task to task do you ever feel like an old half ton dump truck grinding gears as you shift? There may be a reason for that.

I will tell you the truth. You will never perfect time management. That’s okay because if equipped with the right tools you can still master, but not perfect, the art of managing your time and productivity. However there is one consideration that is often missed…working in context. Beyond time blocking, prioritizing or even color coding that leather-bound calendar working in context can take your time management skills to the next level.
What is a context? It is the location or tool readily available to you at a particular time of day. Some examples are the phone, computer, office, home, errands, etc. The challenge is that technology has blurred the lines allowing us to check emails while in the checkout line, schedule an appointment in the parking lot or attend a conference call during our commute. Unfortunately this approach can

 

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Our Mother’s Keeper: The Upside of Caregiving


Part 2: The Upside of Caregiving

Nobody wants to think about losing his or her mind — or to see this happening to a parent, other loved one, or a reverse mortgage client. Yet dementia is on the rise, along with the burgeoning elder population. According to the Alzheimer’s Association, one in three seniors will die with Alzheimer’s or another form of dementia; the disease increased a staggering 71 percent between 2000 and 2013. In 2015, more than five million Americans were dealing with various stages of Alzheimer’s disease.

reverse mortgage newsClearly, mental decline calls for assistance, either in the form of assisted living, or, as most elders prefer, remaining at home with in-home help, commonly referred to as a caregiver. And dementia is just one of a panoply of age-related conditions that may necessitate caregiving. Others include declining mobility am dexterity that may mean a need for help with personal care such as bathing, shaving, or dressing; reduced ability to perform daily living tasks such as shopping, cooking, cleaning, and laundry; and vision or hearing loss that can make living alone at an advanced age dangerous, for both the senior and for those with whom they interact.

Yet caregiving poses its own set of potential problems. Unless a senior or their family opts to hire a caregiver privately, or goes through a home care service (which screens home health professionals and matches them with a client’s needs, assuming responsibility both for paying the employee, and replacing him or her in the event it is not a good fit), this duty usually falls to a family member. Typically, that’s an already stretched daughter or daughter-in-law — who is not only unprepared for the role, but may be dealing with her own health issues.

Changing Our Perspective

Last month we explored some of the challenges facing family caregivers, not just at holiday time but as a general circumstance, and suggested steps reverse mortgage professionals can share with clients, prospects and a senior’s family to create more ease. We’ve also taken a look at some of the visionary technologies that are providing a respite for caregivers. But we haven’t explored the sunny side of caregiving — until now.

Is there really an upside to caregiving? Sixty-something Doreen Cox embraces that perspective. She began keeping a journal when she became her mother’s caregiver, and was encouraged by relatives to publish it after her mother’s transition. Adventures in Mother-Sitting rings with the humor and deep compassion that having lived through this experience engenders, much as Can’t We Talk About Something More Pleasant?, Roz Chast’s depiction of her parents’ decline and deaths, illumines these difficult subjects with both beauty and poignancy.

Cox describes what it was like being called “Mommy” by the woman who raised her, and how, during her three years of full-time Mother-sitting, she learned to accept and revel in “my messy, human responses. I say, ‘revel’ because I had spent a lot of years trying to rise above those messy kinds of responses to calamitous situations. Revel does not mean that I take delight in being angry or frustrated or furious or disdainful. Revel means that I take delight in just being a regular human being who is doing the best that she can in any given situation.”

Cox journeyed through an emotional roller coaster of grief intermingled with surprising instances of connection, not only with her childlike mother, but also with her innermost self. She writes, “There were two things dementia could not destroy: my mother’s sweet spirit and her in-the-moment joy.”

This is the upside to caregiving, demystified by a daughter who took the role to a level beyond simply loving and caring for her mother during her end-time. To journey deeply into one’s own psyche and emerge wiser and more compassionate is perhaps the greatest gift a caregiver can bestow on those they serve — and a potent example for us all.

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Financial Columnist Changes View on HECMs

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Financial Columnist Has a Change of Heart on HECMs

+signOur industry has chaffed in years past at what many perceived as media bias against the reverse mortgage. Slanted stories, borrower tales of woe and outright misinformation are just a few examples. Even fair-minded financial writers often viewed the loan with skepticism cautioning readers to proceed with caution. Ironically recent changes to the HECM program have helped change the mind of some previous critics of the loan.

Personal finance writer Jane Bryant Quinn is no stranger to national magazines and newspaper publications. For three decades she wrote a biweekly column in Newsweek , a twice-weekly column syndicated by the Washington Post and made numerous television appearances. This well known and respected financial writer recently shifted her opinion about reverse mortgages.

 

Download a transcript of this episode here.

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The Hard Work: What Makes Some Successful?

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Six Traits of Successful Individuals

Look at the successful individuals around you and you will find one common trait, they do what is difficult. Quite often we hear that success is about being in the right place at the right time. Such sentiments may be popular but disregard the truth that success requires hard work.steps-success

Here are some of the traits you will find in successful individuals.

1- They are polite. Manners speak volumes about a person’s character. Good manners does not mean they are always the warmest or most outgoing person but rather they treat everyone with respect . Successful leaders embody respect as they give the respect they would expect in return. Being polite and professional in difficult situations requires strength.

2- They are punctual. Being on time speaks to one’s ability to successfully manage…

 

Download a transcript of this episode here.

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Our Mother’s Keeper: Part 1


A Resolution to Last All Year & Beyond

reverse mortgage newsWe all know how ephemeral New Year’s resolutions can be. With the best of intentions the first of January, you plan to join a health club, spend more time with your family, watch fewer ball games on the weekends… Whatever is on your checklist, chances are it’s relegated to the bottom of the to-do’s by February.

There’s one area that all reverse mortgage professionals can resolve to improve in 2016, however: situational awareness and action with the seniors with whom you interact.

Here’s a potent example:

Just before the holidays I watched an elderly man attempt to refill his prescription — at the meat counter in our local market. The young butcher explained that he needed to go to the pharmacy, about a mile away. I was concerned that a) the man was obviously confused and b) it was much too far for him to walk, especially in the dark. The deli worker told me not to worry. “We know him; he comes in here all the time. This is only the second time he’s asked about his medication, though,” he said, amused. When I reiterated that I was worried about him walking all the way to the pharmacy, and possibly getting lost or tired, the deli worker replied, “Oh, he has a car.”

What’s wrong with this picture? This is precisely the type of scenario where timely intervention can be crucial. While the gentleman in question may still be OK to drive, and only a little disoriented on occasion, what I witnessed could signal the beginning of a mental decline, or be a clue to some underlying health issue, or “simply” mixing up his medications — and is a red flag for a medical check-up and family awareness.

How can loan officers become more attuned to such health and safety issues?

  • When you make a home visit, look for telltale signs of a senior who may need help: uneaten food on the table, or prescription bottles scattered across the counter. The reverse mortgage professional may be the point person, perhaps even before a family member, who may gloss over what they see because they’re not ready to admit their loved one needs help — or because they visit so often, they’re accustomed to the disarray.It’s easy to become desensitized to what’s around us. I once insisted I smelled gas at a friend’s house where I was a frequent visitor. Finally, to humor me, he called the gas company, clarifying that although he didn’t think he had any leaks, his friend did. The next time I stopped by, to my amazement he said, “I’m a believer!” The gas technician found and fixed leaks in both the stove and wall heater. My friend didn’t suffer any ill effects, but imagine if this had been an elderly person, and the gas had been leaking for months or even years…
  • Take appropriate action. On a home visit, one loan officer noticed that the smoke alarm was “chirping”. The reverse mortgage client dismissed it casually, saying, “Oh, it’s been like that for months!” The savvy LO took it upon himself to go to the nearest hardware store, buy fresh batteries, come back to the client’s home and install them. Such small steps can make all the difference between someone being able to remain at home, or needing to go into assisted living — or perhaps being misdiagnosed with early-stage dementia when the truth is, they’ve been unknowingly breathing toxic fumes for months!
  • Communicate with discretion. If you’re already in communication with family members who are actively involved with your client’s care, it’s probably a good idea to gently mention what you’ve discovered. If this would be inappropriate, you can be a silent Samaritan — and make an extra effort to ensure this client or prospect is receiving the care and assistance they need.

With a resolution like this, you’ll not only be able to keep it, but will also improve the lives of the seniors you serve. Happy New Year!

 

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The Heirs are Dead Wrong: Here’s Why

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HECM Researcher outlines a win-win strategy

reverse mortgage newsAs reverse mortgage professionals each of you most likely have encountered adult children who are nervous about their parents spending away their inheritance with a reverse mortgage. However, one notable HECM researcher and tax attorney says these concerns are largely unfounded.

Inheritance is a highly-emotional and delicate subject that is often difficult to broach. But what about the facts? Barry Sacks, a practicing tax attorney tackles this difficult subject in a recent article in Reverse Mortgage Daily. He contends that the through the strategic and judicious use of a HECM a borrower can actually provide a substantial bequest with a securities portfolio, in some instances tax-free. One strategy is to employ a tax offset or deduction when their parent’s..

 

Download a transcript of this episode here.

Looking for more reverse mortgage news, commentary and technology? Visit ReverseFocus.com today.

Preparing to Age Alone


How to Create a Support System

reverse mortgage newsAging in place is no longer news, but what’s been underreported is how to age solo: without a spouse/partner, children, caregiver, or other relative or companion living with you.

It’s especially challenging for men who lose their life partner; for many, it may be the first time in their lives they’re living alone, which can be a daunting undertaking in one’s seventies, eighties or nineties. Hal Spielman recognized the need for a support system when his own wife died, and launched Suddenly Solo: A Lifestyle Road Map for the Mature Widowed or Divorced Man, in his eighties.

But the issue of aging alone goes beyond widowhood or divorce. A study published in The Gerontologist found that about one-third of 45- to 63-year-olds are single, a whopping 50 percent increase since 1980 — and most of those have never married. Single, childless “elder orphans” are more vulnerable economically, socially and physically than their connected counterparts. Lonely and socially isolated seniors are more likely to experience cognitive decline, and to develop mobility issues, heart disease, and other health problems, the study found.

Seniors can create solutions to solo aging, however. The key, as with considering whether and when to apply for a reverse mortgage, is refusing to be an ostrich about growing older, and choosing to plan ahead.

Here are several solo aging tips to share with your reverse mortgage clients, prospects, and any other seniors you know who could benefit from greater support in their lives:

  1. Prepare early to live independently. One woman has been active for over thirty-five years in a multi-generational women’s group whose members pledged to care for one another as they grow old. She joined the group when she was thirty-three. Now 70, retired and active in her community, she counts her women’s network as a lifelong tonic. The friendships the women have woven over the years have sustained group members through numerous personal life crises as well as celebrations.
  2. Consider relocating. College towns can be ideal for retirees, because they’re usually walkable, and often provide good public transportation as well as affordable dining and recreation — not to mention a built-in source of potential assistance. There are also a growing number of communities that offer a plethora of technology-assisted living resources, from transportation to yard care, grocery delivery to home care.
  3. Hire (or start to interview) a Personal Assistant. An elder may not need a caregiver now — maybe ever — but an on-call assistant might be just the ticket to change those hard-to-reach lightbulbs, be an extra set of ears at doctor’s appointments, or to cart home and shelve a load of groceries. A long-term care advocate outlines some simple, smart steps for choosing a caregiver — rebranded as a “personal assistant” — that a senior can rely on for the long haul. An elder law attorney provides a more formal set of criteria for choosing a caregiver when this level of care becomes necessary.
  4. Practice resilience. Eating well, exercising, keeping your brain sharp and continuing to learn all go a long way towards making solo aging less lonely. Reaching out to others across the age spectrum is also a smart move. Isolation is not confined to the senior set, and a young person struggling with major life decisions may welcome a senior’s wisdom and experience. Bonus: both may make a new friend in the bargain.

 

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