Don’t Argue: Ask Questions
Asking questions, not arguing, is how to win over opponents This week I learned an important lesson while trying a new approach…
sales
But Do They Trust You?
Trust is built. Here’s how to keep it Trust. How do you earn it and what telltale signs do your potential borrowers look for? Too often HECM professionals can fixate on education and persuasion forgetting the fact that getting a Home Equity Conversion Mortgage may be the largest financial transaction
Stay Focused
Always stay focused on what your goals with a prospective borrower What’s your focus when you’re on the phone with a prospective borrower? What’s your goal when you meet in the home? How about before & after HECM counseling?. About John Luddy: John has trained reverse mortgage professionals how to
Walking into the Lion’s Den
Winning over those who already oppose the reverse mortgage There may be times when meeting with the adult children of a potential borrower or with a group of skeptical financial planners feels like walking into a lion’s den.
The Hallmarks of Success
Do you have these traits of success? Not playing the ‘blame game’ Being consistent Being an influencer Seeking advice
How Are Your Communication Skills?
Can you stand to improve your communication skillset? Now may be the time to brush up on these communication skills Empathy Active listening Body language Acknowledging others Your 30-second pitch Inspiring others Owning your mistakes
Mental Shifts to Get Out of a Rut
Practical changes to get out of a rut Practical tips to mix things up for greater efficiency. Changing call-back times Moving out of under-performing target markets Why you should avoid checking your email first thing in the morning Creative commutes to work and their benefits
When Saying No is Your Best Option
Wht saying NO will help you and your prospective borrowers Here are two specific instances when saying ‘no’ is your best choice as a reverse mortgage professional.
