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…
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