Your Passport is Here

reverse mortgage success


Open-Mtg-2018-JOIN

Practicing the art of intentional thinking

If you want to travel abroad you will need a passport. And truth be told, many of us find ourselves occasionally stuck on the continent of negativity hoping someday to make the trip to the land of optimism. But first you’ll need a passport, and that passport is your attitude...

The Barbed Wire in our Mind

reverse mortgage sales

It may seem that applicants have to chew through barbed wire to get a reverse mortgage. But is that truly the case or the mindset we pass on to potential borrowers? Perhaps the biggest hurdle is the barbed wire we’ve erected in our own mind.

The truth is that our habitual language and attitude will eventually find its way into our communication with older homeowners. Language that erects barriers, instills fear, or increase anxiety is not only counterproductive, but it becomes a self-fulfilling prophecy. Perhaps you’ve avoided this trap, but being mindful of our attitude’s influence in our sales is worthy of our attention.

Here are some points to ponder:

  • Make peace with the fact that the HECM is more difficult today for older homeowners to qualify for, however…
  • Over 10,000 people turn 65 each day
  • Interest rates remain relatively low
  • Home values have rebounded and remain relatively stable
  • Many still need retirement income solutions in their non-working years

Acceptance is the first step. Until we make peace with today’s lending environment our mental energy will be sapped hindering our sales effectiveness. So you’ve made peace with our present reality. What can be done to help increase the number of loans you close each month? Here are some ideas.

  • Relook your marketing approach. If it’s the same message as everyone else, good luck. You’re just another color in the rainbow. Seek ways to be unique while being compliant with your lender.
  • Turn hurdles such as the financial assessment and 2nd appraisal into part of the reverse mortgage process. Even better, as protection against defaulting on the loan or preserving equity.
  • Become ‘the’ authority on all things reverse mortgage by speaking on local radio shows, your city’s affiliate TV station or contributing columns or quote in your regional newspaper. In a field of competitors, homeowners tend to gravitate toward the local authority.
  • Go back to your old leads in your CRM or database. If you don’t use a CRM, get one (such as Sales Engine) and input your old leads. Even today loan officers are closing 1-2 loans each month from aged leads. Why? Because everyone’s situation changes. The bigger your database, the more loans you can potentially close.
  • Consider offering local seminars at a low cost. Find creative ways to advertise to local senior homeowners. One title that worked well for me was ‘The Truth About Reverse Mortgages’. Partner with a trusted financial advisor or attorney to add even more credibility.

The constraints of our market provide an opportunity for innovation. Try some of these ideas in your daily business activities and most importantly, accept what you cannot control, and focus on what you do influence; your activities.

6 Words to Ponder

reverse mortgage news


Open-Mtg-2018-JOIN

Consider these words

What determines your reality? Why are constraints good for us? We examine these questions and more…

When they don’t return your calls

reverse mortgage news


Norcom Mortgage reverse mortgage hiring

Tips to get clients with ‘cold feet’ to re-engage

Things were going great. The homeowner was interested and seemed ready to move forward but now will not return your calls. What should you do next?  Join Norcom Mortgage today and let them help get you started!

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

Fill out my online form.

FREE Sales Tip Webinar December 12th

Norcom Mortgage sales webinar

Norcom Mortgage reverse mortgage hiring

Register today for a FREE Sales Webinar Wednesday, December 6th at 1:00 p.m. Eastern

REGISTER HERE NOW
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

 

Fill out my online form.

Norcom Mortgage reverse mortgage hiring

Keep your routine

reverse mortgage news

Personal & Professional Tips for the Holiday Season

Keeping your routine during the holidays has its benefits...

Lead-Central-Ad-625x85

Rebranding for Proprietary Reverse Mortgages

proprietary reverse mortgage news

Norcom Mortgage reverse mortgage hiring

Your brand may be due for a makeover to effectively market proprietary reverse mortgage loans

Just as the proprietary reverse mortgage market is unique so should be your marketing approach.

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

 

Fill out my online form.

Norcom Mortgage reverse mortgage hiring

Real Life HECM Tales from the Field

reverse mortgage sales stories

Seeking stories from reverse mortgage professionals

Your experiences in the field hold value in helping equip HECM professionals...

Lead-Central-Ad-625x85

Why Advisors Should Make the Referral Call

reverse mortgage news

Norcom Mortgage reverse mortgage hiring

Why how you receive advisor referrals matters

John shares a recent story of a client referral from a trusted advisor and the lessons learned.

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

 

Fill out my online form.

Norcom Mortgage reverse mortgage hiring

5 Persuasive ‘Power Words’

reverse mortgage news


Open-Mtg-2018-Knocking

Words matter- Here are 5 you’ll want to start using

Words. Quite frankly I have long been fascinated with the power and nuances of our vocabulary. Here are 5 Power Words you can use when meeting with your prospective borrowers.

1- Because. One of the most powerful yet overlooked influential words in the English language. Because encourages compliance, asks for cooperation, and provides justification for what you’re asking for. “I would suggest we complete the application today because that will…
[Download transcript]

Lead-Central-Ad-625x85