Asking the Right Questions: Interviewing Your Prospects
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Are you communicating clearly with your prospective reverse mortgage borrowers? Are you using the same approach you did three years ago with needs-based borrowers? Will your communication be effective for the new HECM borrower who is less motivated by sheer need and is looking for strategies to help them retire or age in place? For the most part our industry has been product-driven. That is here is the reverse mortgage, here’s how it works….would you like to take an application? While that’s an oversimplified example it does illustrate that our industry is poised for a new approach.