When you’re in the hot seat

Shannon Hicks February 22, 2018 1

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4 ways to get your point across without being a bully

You’ve seen the scenario layout countless times on television- a political pundit or policymaker sits down and promptly gets hammered by the host or opposing panelists. An activity that few of us would ever seek out or desire but in fact you are already there.

Reverse mortgage professionals do find themselves sitting squarely in the hot seat being challenged by the fears and misconceptions of homeowners and the inaccurate and misleading statements of columnists and on-air personalities. Is this a bad situation? No. It’s what any skilled professional faces each day, even more so when you are promoting an inherently counter-intuitive product.

Here are a few tips you can employ when you’re sitting in the hot seat in a prospective borrower’s home or on the phone.

1.  Show where the homeowner is already agreeing with you. Build on the common ground you share.

Download the video transcript here.

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One Comment »

  1. John A. Smaldone February 23, 2018 at 5:40 am - Reply


    Great points you bring out for a Friday. We all run into these problems more today than ever. You are right, the news media and the non-professional does not understand our industry!

    Many time they unintentionally put fear into our potential senior borrowers.This is why it is very important to use the
    “I agree But” approach. Or, “I understand your concern, however”!

    Remember this, what is equally important is that we as representatives of our industry need to be fully educated and be prepared to answer questions and objections with the correct answers!

    To give the wrong information to your potential senior client can do more damage to you, your company and our industry! I have seen this so many times and this should not be happening. If you don’t know the correct answer, tell your potential client, “I am not sure but I will get you the correct answer and get back to you on it”! You will immediately gain respect as well as establish trust with your client on everything else you have told them!

    John A. Smaldone

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