What’s Your Sales Tip?


Now it’s your turn…

After one year of sharing his sales tips, John Luddy is asking for yours. Share in the comments or email John here.

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

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Frank Kautz February 15, 2018 at 6:26 am

Hello John,

This is not so much a sales tip, as a bit of reality. Make sure that what you tell your potential customer matches what the counselor is going to tell them. One of the biggest thing that can cause a sale to slip away is to lose the trust of the person that you are dealing with, and that happens pretty fast when what the counselor says does not match what you say. Especially in the little tiny details.

Personally, I think that every salesperson should at least read through HUD’s protocol for HECM counseling. That way they know what their potential customer will be going through when they get there.

The HECM counselor can be your best friend or worst enemy. Which it is will be up to you as the salesperson, not the counselor. HUD has us so tied up that there is very little that we can say that can scuttle a loan. That usually comes from the sales side.

Good luck,

Frank J. Kautz, II
Staff Attorney

Community Service Network, Inc.
52 Broadway
Stoneham, MA 02180
(781) 438-1977
(781) 438-6037 fax

Shannon Hicks February 15, 2018 at 2:08 pm

Great pointers Frank. Thank you for taking the time to share!

The Cynic February 16, 2018 at 12:07 am

A hard topic to respond to. Without knowing the source of the lead, it is difficult to respond.

If I have just delivered a talk on HECMs, it is usually simple to determine the interest of the prospect. If it is a live call, it is hard to know what the prospect is really interested in.

Growing a sales force in this environment cannot be easy. It is great to see you reaching out to the industry in this way.


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