A love letter

Many of you have a secret. That is what makes you stay in the game rather than throw in the towel. That which gives you the mental fortitude to push through days or weeks of disinterested homeowners to get to a signed application finally.

For many the answer is love. Reverse mortgage professionals I would argue are the most mission-driven individuals in the mortgage industry. Generally, they love working with and helping older homeowners live better lives.

But what do you do when, as the Everly Brothers (Righteous Brothers) sang, “you’ve lost that loving feeling”? How do you fall in love all over again with your chosen profession? Here are six tips to help you get started.

Focus on your strengths. Are you a great public speaker? Maybe public workshops are something you should explore. Marketing expert Jay Abraham says many are unhappy when they focus on improving their weaknesses to grow their business. Instead, he suggests playing to your strengths.

Stop isolating. Get on the phone and talk to anyone! It could be touching bases with referring partners, calling a previous client, or a fellow HECM professional. Once you’ve broken the silence you’ll find getting on the phone to call potential borrowers is much easier.

Focus on habit, not the outcome. This is another way to fall in love with what you do. Sure you want to fund XX amount of loans each month but reverse it. Create habits for your outbound sales calls, email drip marketing, and networking activities. Get them on your calendar as recurring events and automate your success. These activities will lead to more production.

Fall in love with your clients. Not literally of course, but take the focus of the product you offer and instead preoccupy yourself with how what you do affects the lives of those you serve. Go back and read client thank you cards or online reviews. Also, don’t forget to invite happy borrowers to leave you a Google review.

Automate the mundane. If you hate writing the same email message over again automate it. Hundreds of our Sales Engine CRM users do just this using our workflows tool to send out specific email messages. Look to streamline any activities you find yourself doing that are not the highest and best use of your time and energy.

Recall the good. Intentionally practicing gratitude allows you to recall what you love about your job. It may be the freedom to set your own schedule, the excitement of meeting a potential borrower, or the satisfaction of finding a rewarding professional referring partner. 

And speaking of grateful. Each of our teammates and I here at Reverse Focus are deeply grateful for each of you. Not merely for your business but also for the friendship, humor, and perspective that so many of you have blessed us with.

So if you’re not feeling the love in what you do try these six strategies to fall in love all over again.


Donald J Opeka February 14, 2023 at 6:25 am

Good reminder

John Chis February 14, 2023 at 1:51 pm

Thank you for reminding me about the “mission”.

The Critic February 22, 2023 at 7:57 am

I was not aware that the Everly Brothers ever recorded a version of “You’ve Lost That Lovin’ Feelin’.'” The original recording was sung by the Righteous Brothers and is still a favorite. On the other hand, it was not so great when Goose and Maverick tried to sing it in Top Gun.

This is not only a reminder why so many of us have stayed with the industry so long despite the last 13 years but also a practical way to renew that vision and love for this business.

Shannon Hicks February 22, 2023 at 10:37 am

Good catch on the song attribution. I will make note. Thank you!


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