reverse mortgage sales tips

Are You a Hermit?

Shannon HicksDecember 9, 2016April 23, 2018

by Shannon HicksDecember 9, 2016April 23, 20183 1337

From a hermit to a social butterfly Even without the advent of a new year, are entering a new era of reverse mortgage lending. More financial professionals are embracing the product, a new administration will be taking office that seeks to curb the powers of the CFPB, and interest rates

Questions you should be asking

Shannon HicksOctober 14, 2016April 23, 2018

by Shannon HicksOctober 14, 2016April 23, 201801359

Here’s why some qualified prospects are saying ‘no’ When you meet with a prospective reverse mortgage borrower what do you want? Facts, figures, account balances? Or in addition to the necessary information you must gather, do you want something more revealing? The truth is even if you find a qualified,

Customer Service, You Say?

Amara RoseJuly 12, 2016July 12, 2016

by Amara RoseJuly 12, 2016July 12, 20164 1341

True Customer Service is Subtle & Sincere Last winter, actress Andie MacDowell became embroiled in a minor brouhaha. She was seated in coach on a flight instead of the first class seat she’d paid for, and gosh, it was disheartening to hobnob with the unwashed masses. At least, that’s how

Confusing Education or Benefit-Focused Sales?

Shannon HicksDecember 21, 2015December 18, 2015

by Shannon HicksDecember 21, 2015December 18, 201501079

[vimeo id=”149440956″ width=”625″ height=”352″] Building the Bridge of HECM Benefits to Borrower Needs If you ever consider who some of the greatest communicators of our time were they have one trait in common; they were great story tellers. Too often reverse mortgage professionals fall into the trap of selling first

Don’t Close the First Time

Shannon HicksAugust 24, 2015October 16, 2015

by Shannon HicksAugust 24, 2015October 16, 201511393

[vimeo id=”136877792″ width=”625″ height=”352″] Why One-Appointment Closes are Doomed to Fail With the increasing complexity of the HECM and the Financial Assessment attempting to educate and close your prospects in the first appointment is akin to asking them to drink from a firehose. Each of us may be reverse mortgage

What Do They Want?

Shannon HicksAugust 7, 2015October 16, 2015

by Shannon HicksAugust 7, 2015October 16, 201511286

[vimeo id=”135622822″ width=”625″ height=”352″] Consumer-Centric Fact Finding versus Selling Growing up as a child I remember my father reminding me periodically “It’s not about you.” This admonishment is key for us to develop successful personal relationships and more practically with our borrowers. Sitting down at the kitchen table with hundreds

The Seven Habits of Highly Effective Reverse Mortgage Professionals

Shannon HicksAugust 8, 2014August 11, 2014

by Shannon HicksAugust 8, 2014August 11, 20143 1819

Effectiveness. It’s a crucial skill in the ever changing landscape of our industry and the increased time and energy required to succeed as an originator.

Complacency: The Art of Self-Sabotage

Shannon HicksJuly 18, 2014July 21, 2014

by Shannon HicksJuly 18, 2014July 21, 201411428

Like a fog rolling in silently complacency can quietly invade our life. Before we know it we can find ourselves hindred by a false sense of contentment and satisfaction.

Two reasons for the Fed cut rates in…

HECM Counseling Demystified

FHA’s proposed HECM policy changes: What you need…

3 HECM Opportunities in an uncertain market

reverse mortgage sales tips

Are You a Hermit?

Questions you should be asking

Customer Service, You Say?

Confusing Education or Benefit-Focused Sales?

Don’t Close the First Time

What Do They Want?

The Seven Habits of Highly Effective Reverse Mortgage Professionals

Complacency: The Art of Self-Sabotage

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