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So They Won’t Call Back?



Messages That Get Prospects to Call You…

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Reverse Mortgage Originators

Communicating With Prospective Reverse Mortgage Borrowers

Getting your prospective borrowers to call back can become an exercise in frustration. The art of keeping the lines of communication open is key as a return phone call may result in an appointment, agreement to move forward or scheduling HUD counseling. Unfortunately I’ve seen many reverse mortgage originators use some of the least successful ploy’s like “this is really important” or “I’ve been trying to reach you…”. The first is annoying and the second is placing blame which we don’t want if we are trying to build rapport. A better approach is one that appeals to one of our core human traits: curiosity.


Editor in Chief:
As a prominent commentator and Editor in Chief at, Shannon Hicks has played a pivotal role in reshaping the conversation around reverse mortgages. His unique perspectives and deep understanding of the industry have not only educated countless readers but has also contributed to introducing practical strategies utilizing housing wealth with a reverse mortgage.
Shannon’s journey into the world of reverse mortgages began in 2002 as an originator and his prior work in the financial services industry. Shannon has been covering reverse mortgage news stories since 2008 when he launched the podcast HECMWorld Weekly. Later, in 2010 he began producing the weekly video series The Industry Leader Update and Friday’s Food for Thought.
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Leave a Comment


  1. Great tips Shannon. This is one to view more than once.

  2. Shannon,

    This is a great topic. After years and years of reaching out on the telephone making cold calls and follow up calls. I know that I fall into the habit of using the same message and same tone time after time.

    Punching throw to the sub-conscious of a prospect and tweaking their interest level is critical. For the LO’s – a short list of 3 or 4 effective telephone messages would be very interesting to review. I certainly need to freshen up my telephone skills from time to time and would like more feed back from you and other LO’s in future sessions. Keep up the good work!

  3. Excellent suggestions for an all too common problem – thanks, Shannon!

  4. Thank you all. I learned this the hard way. I began to realize I was saying too much or giving away all the details in a message with no reason for them to call back. Glad these tips can help us increase our call backs. Happy Friday!

  5. It is this kind of advice that keeps most of us coming back for more.

    Thanks again, Shannon.

    • Glad to play a part in keeping us all focused on the ball. Have a great weekend!

  6. Shannon, great refresher tips, thank you!

  7. Shannon, very helpful refresher.

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