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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Editor in Chief: HECMWorld.com
As a prominent commentator and Editor in Chief at HECMWorld.com, Shannon Hicks has played a pivotal role in reshaping the conversation around reverse mortgages. His unique perspectives and deep understanding of the industry have not only educated countless readers but has also contributed to introducing practical strategies utilizing housing wealth with a reverse mortgage.
Shannon’s journey into the world of reverse mortgages began in 2002 as an originator and his prior work in the financial services industry. Shannon has been covering reverse mortgage news stories since 2008 when he launched the podcast HECMWorld Weekly. Later, in 2010 he began producing the weekly video series The Industry Leader Update and Friday’s Food for Thought.
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3 Comments
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
FrankKautz@csninc.org
Great pointers Frank. Thank you for taking the time to share!
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.