But Do They Trust You?


Open-Mtg-2018-Find-Place

trustingTrust 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 their prospective borrower will make.

1. A piece in the puzzle. Before recommending a reverse mortgage to the homeowner, you must first uncover their unique situation. What are their concerns? Do you know how long their savings will last? Is there a bona fide need? Focus in solving their challenges, not selling a product.

2. Keep your promises. If you break your promise to arrive on time, you have already eroded the homeowners trust. Arrive on time, answer your…
Download the video transcript here.

Stay Focused

Norcom-2017-ad-HW

Always stay focused on what your goals with a prospective borrower

focused2What’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 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.

Walking into the Lion’s Den


Open-Mtg-2018-Join-Us

reverse mortgage newsWinning 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.

How Are Your Communication Skills?


Open-Mtg-2018-Join-Us

Can you stand to improve your communication skillset?

Now may be the time to brush up on these communication skills

  • Empathyreverse mortgage news
  • Active listening
  • Body language
  • Acknowledging others
  • Your 30-second pitch
  • Inspiring others
  • Owning your mistakes

Mental Shifts to Get Out of a Rut


Open-Mtg-2018-Find-Place

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

Screen Shot 2017-05-18 at 10.04.02 AM

Find Your Voice & Crush It!


Open-Mtg-2018-Find-Place

reverse mortgage newsThe Authentic You is the Best Person to Succeed

Are you holding back? Living in fear of other’s opinions? To unleash our potential to succeed as reverse mortgage professionals and inviduals we must find our own voice. What is your true authentic ‘best self’? Is your business built around the authentic nature of who your are?

 

What People Love to Talk About


Open-Mtg-2018-Join-Us

The Social Hack for Conversations

Do you want to make a memorable impression, win over a new friend, be someone that people seek out? Learn this one social hack and you will!

Last evening I attended a friends going away party. Arriving at a local eatery I walked into a room of over two dozen well-wishers, two whom I knew. After buying my buddy’s drink and sitting down to enjoy my own I sat downreverse mortgage news surrounded by a table of complete strangers. We shared two things in common, a mutual friend and our shared interest in cycling advocacy. How does one expand their social influence? How can you make a lasting impression when meeting someone?

My seat mate looked familiar from previous political meetings where we had argued for protection of bike trails and transportation planning. After introducing myself I asked the typical questions of ‘what do you do‘ and how did you meet our mutual friend?‘ Our conversation lasted 45 minutes and a new friend was made.

Rule #1: People love to talk about themselves

You know everything about yourself already, right? Of course. Ask them about their interests, what they are passionate about, or their favorite free time activities. Listen closely for details.

Rule #2: Ask follow up questions

In this situation my new acquaintance is a teacher at…

Download the video transcript here.

When They’re Ticked Off


Open-Mtg-2018-Join-Us

angry-happy6 keys to win back angry customers

It happens, or as a bumper sticker says… Despite your efforts, systems and organization it will happen- your clients will get ticked off- at you! It’s a mix of disappointment that all your safeguards didn’t prevent the situation in the first place coupled with the stress of dealing with an angry homeowner. How do you mend the relationship?

How can we effectively deal with unhappy, angry or disappointed clients? Here are a few tips:

1. Isolate the issue. What is it specifically that triggered an angry reaction? Was it a lack of communication? Unmet expectations? A misunderstanding of the reverse mortgage? You must first know what the cause is before you jump in to fix it.

2. Lose the ego. It takes a strong person to admit when they…

Download the video transcript here.