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How Reverse Mortgage Professionals Can Successfully Partner with Traditional Mortgage Originators

 

While reverse mortgages have yet to gain a popular foothold in mortgage lending. Yet, as the demand for reverse mortgages grows, it presents a unique opportunity for reverse mortgage professionals to collaborate with traditional mortgage originators or loan officers.

With persistent inflationary pressures on older Americans reverse mortgage professionals can in fact partner with traditional mortgage originators and lenders in a variety of ways. Here are just a few.

Building Trust and Credibility

Trust is the foundation of any successful partnership. Reverse mortgage professionals should demonstrate their expertise, professionalism, and ethical practices to traditional mortgage originators or loan officers. Sharing testimonials from satisfied clients and industry references can help build credibility and reassure potential partners of the value of working together.

Identifying Mutual Benefits

In his book The 48 Laws of Power, Robert Greene writes, “When asking for help, appeal to the person’s self-interest, never to their mercy or gratitude”. To ensure a sustainable partnership, it is crucial to identify the mutual benefits for both parties. Traditional mortgage originators or loan officers can extend their services to existing clients by offering them access to reverse mortgages as an additional financial solution. This expands their product portfolio and provides flexibility in an uncertain market.

Education and Training

The first step in establishing a successful collaboration is ensuring that both parties are well-informed about the intricacies of reverse mortgages. Reverse mortgage professionals must provide comprehensive training to traditional mortgage originators or loan officers, educating them about the specifics of reverse mortgages, eligibility criteria, the application process, and potential benefits for senior clients. In many cases, a traditional mortgage professional may instead prefer to arrange for his loans to be sent to a concierge desk where extensive follow-up and documents are gathered to get the loan into processing.

This education should be an ongoing process, as the reverse mortgage landscape may change over time. By staying up-to-date and knowledgeable about this financial product, traditional mortgage professionals can confidently promote it to their clients, and both parties can work together effectively.

Seamless Communication

Open and consistent communication is vital for any partnership. Reverse mortgage professionals and traditional mortgage originators should establish a clear line of communication to exchange information, updates, and insights on clients’ needs and preferences. Consistent meetings, either in person or virtually, are crucial to nurturing the partnership into a productive one that produces closed loans.

Co-Marketing Efforts

Co-marketing is an excellent strategy to enhance the visibility of both parties. Collaborating on marketing initiatives, such as joint seminars or webinars, can attract potential clients interested in both traditional and reverse mortgages. It also builds your credibility as you have attached yourself to a respected and well-established originator.

Conclusion

The collaboration between reverse mortgage professionals and traditional mortgage originators or loan officers presents a win-win scenario for all parties involved. By emphasizing education, trust, mutual benefits, communication, and co-marketing efforts, this partnership can be forged and nurtured effectively.

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-Shannon Hicks

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Editor in Chief: HECMWorld.com
 
As a prominent commentator and Editor in Chief at HECMWorld.com, 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.
 
Readers wishing to submit stories or interview requests can reach our team at: info@hecmworld.com.

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2 Comments

  1. Good information, but here is what I have encountered several times, and I know this won’t surprise you. They all want a “cut” of your commission and they are not shy about asking for it. The most recent individual was very upfront about it, after I gave him some initial figures for his client who was interested in a reverse loan.

    “What’s your comp?”

    I informed him that if I were to give him any money, that would be a RESPA violation and he disappeared. I think he is shopping his file around until he finds someone else who would share their commission.

    • Lorraine- a very good point. Some starving and desperate agents disregard ethics altogether in effort to make a buck. Agents who planned ahead and saved for today’s market and advice their prospective customers accordingly are more likely to embrace a long-term referral partnership.


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