More than a cliche: Back to Basics


ePath 100K RM leads

Increased sales skills effectiveness

One of the things we don’t have to tell you is that the business of originating reverse mortgages is challenging. Some see new sales opportunities.  Others say it is time to get back to basics. That was one of the themes heard on last week’s conference call presented by Reverse Mortgage Daily.  But don’t dismiss this as a common cliche. It’s not.

The reality is reverse mortgage originators are now being forced to revisit core sales skills and strategies to make a living in today’s challenging marketplace. What are those strategies? We will touch on a few today. But before we do a here’s a collective gut check. ‘Am I do everything possible today to see the maximum number of potential reverse mortgage borrowers?’ Most of us can honestly answer- no- seeing that there is always room for improvement.

First, how often you’re getting out of your office?

Tom Kelly’s Article: The Comparative Expense of a Reverse Mortage

Suggested reading:

How to Master the Art of Selling
Tom Hopkins

Influence: The Psychology of Persuasion
Robert Cialdini

Attitude is Everything
Jeff Keller

2 comments

Owen Coyle February 4, 2019 at 6:09 am

Hi Shannon, another excellent video of important “Back To Basics” information for us loan officers. I will listen to it several times throughout this week.

I read an article by Tom Kelly about 5 or 6 years ago and I remember it being very good. Please tell me where I can get a copy of his latest article that you mentioned in your video this morning.

Thanks for all your help and excellent information.

Reply
Is Optimism Overrated? | HECMWorld.com February 5, 2019 at 1:01 am

[…] More than a cliche: Back to Basics […]

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