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Got Skills?


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Are You Providing These Four Things?

reverse mortgage newsPerhaps quiet, unassuming and underestimated, thousands of reverse mortgage professionals march bravely into the world of sales, that is the art of education and influence. This brings to mind the quote from the movie “Taken” in which the lead character states “what I do have is a very particular set of skills. Skills I have acquired over a very long career.”

Too often sales mastery is confused with being a slick, fast-talking, silver-tongued or manipulative salesperson. The truth is each of us have practiced sales skills long before we ever entered the workforce. Remember persuading your parents to buy you that box of cereal or asking that special someone out one a date?

Here are some skills you may be using or that have become a bit rusty.

1. Active listening. The most common mistake we make is listening to respond. Instead, try listening to reveal. Focus on…

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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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  1. Another powerful show. Thanks for always providing thought provoking material.

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