Here are 4 questions to ask when confronted with these common HECM objections
Continue reading4 Questions to overcome common objections
What they’re not telling you
HECM originators: the silent objection for many older homeowners is using up their home equity
When you sit down with a potential reverse mortgage borrower, you know they didn’t invite you over for a cup of coffee. Before they clicked on your ad, picked up the phone or sent in a card there was an underlying need or concern that motivated them. The most successful originators don’t dive into how a Home Equity Conversion Mortgage works but instead ask them what they would like to accomplish. A wise approach that cuts through the minutia of the loan and isolates underlying motivations. Despite their intentions, there may be one silent objection they are not sharing- their apprehension in using home equity…
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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.
