How’s Your Foundation?


This last weekend I learned a valuable lesson about the importance of foundations. My wife and I recently purchased a new memory foam bed. Seeking greater stability I decided to make some changes..reverse mortgage news

Each of us should examine the foundation of our business: our plan, where we spend our time, and how often we get out of the office and effectively engage homeowners and professionals in our region…

Tips for a Productive Holiday Season

5 Tips for a Productive Holiday: Friday’s Food for Thought from Reverse Focus on Vimeo.

5 Tips to Avoid the Holidays Sales Slump

The holidays are upon us. Christmas parties, company get-togethers and other events fill our calendar. Pastries, rich foods, and irregular schedules are all part of the American ritual of celebrating the holiday season. As a result, our productivity can slow to the pace of thick eggnog being poured into our favorite reindeer glass.


Let me say I am all for enjoying the holiday season. What should be avoided however is squandering this once-a-year opportunity for greater professional growth. Here are a few tips for each of us to put into practice in the coming month.

1. Don’t buy the lie. As salespeople, we often convince ourselves that our prospects don’t want to hear from us during the holiday. Sure, that’s the case on Christmas eve, Christmas day, or New Years’ but not necessarily the case for the entire season. For many of your potential customers, the holidays are a stark reminder that their financial situation is not all they wish it was. During this time at least engage your prospects, send out a quote or schedule a time to meet during or shortly after the holiday season. Don’t let your sales pipeline collapse unnecessarily.

2. Put a bow on organization. Springtime is often when we clean out the garage and organize our homes. The winter holiday season is your opportunity to ‘wrap up’ your…

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A Plan for Change

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Preparing Yourself for the Financial Assessment

“The reed which bends in the wind is stronger than the mighty oak which breaks in a storm”.

reverse mortgage newsThough centuries old this familiar quote could have been written for the reverse mortgage professional. The last two years have given us both numerous and monumental changes to the federally-insured Home Equity Conversion Mortgage Program. That change is here to stay regardless of our misgivings, approval or apprehension which leads us to the question, ‘how can we prepare for change?’.

Here are five points to ponder in your planning for 2015 and the brave new world of reverse mortgage lending.

1- Adjust your mindset. This is perhaps our most challenging task to date. Even if we strongly disagree with distribution limits, the financial assessment or seasoning requirements for non-HECM liens we must first get ourselves into a mindset of acceptance and implementation. The good news is we have a few months to settle our misgivings and concerns before we reach out to new potential borrowers once the Financial Assessment is enacted. If we skip this step our prospects will sense our hesitation or lack of belief in the program and respond in kind.


2- Prepare your approach. Rather than a script write down the…

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Four New Year’s resolutions you’ll love to keep

Reverse Mortgage New Year’s Resolutions You’ll Love to Keep

Reverse Mortgage ResolutionsIt’s that time of year again: too much to do, too many parties — and too many promises to start the diet or join a gym after the New Year.

But what if keeping a resolution was as easy — and joyful — as the holidays themselves? We’ve come up with some New Year’s commitments for reverse mortgage professionals that will have you eager to return to the office on January 2nd, ready to start 2012 on healthy, prosperous footing.

#1 Lose wait. No, that isn’t a typo; it’s a reframe of the typical resolution about excess eating. Procrastination keeps the “wait” on, while springing into action guarantees you’ll soon begin to be trim.

Reverse mortgage resolution #1: Make a New Year’s business plan. Revisit what worked in the past, what’s not working, and decide what you must do now in order to delve into rather than shelve your business in 2012.

#2 Get fit. While a toned body is important for well-being, so is a well exercised brain. Continuing education is crucial for your ongoing success; think of it as a health club membership for your mind.

Reverse mortgage resolution #2: Personal enrichment. Beyond what’s required to maintain your license, personal enrichment can include: 1) Delving (there’s that word again) into the intricacies of the reverse mortgage process. Read books, listen to audio programs and watch videos on sales and productivity that inspire and inform. 2) Mental wellness. What can you do this year to cultivate and maintain a positive outlook?

#3 Expand your network. The reverse mortgage industry is known for helping financially strapped seniors keep their homes, but there’s a huge, relatively untapped market of more affluent borrowers who may also be excellent reverse mortgage prospects.

Reverse mortgage resolution #3: Put a plan in place to reach out to certified financial planners (CFPs), financial advisors and other retirement experts to create win-win scenarios for their clientele.

#4 Look out for No. 1. There’s a reason airline emergency instructions exhort passengers traveling with small children, “Put your own oxygen mask on first.” By choosing to take good care of yourself and your business, you’ll have a healthy, balanced perspective to share with your reverse mortgage prospects and clients.

Reverse mortgage resolution #4: Reexamine time management. Are you making the highest and best use of your talents? Are you working as efficiently and effectively as you might be? Do you need to delegate, hire someone to handle paperwork, or move in a different direction with your business?

When you have smart New Year’s resolutions ready to activate January 1st, you can relax and enjoy truly happy holidays!



Just another Manic Monday: Friday’s Food for Thought

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Do you dread Mondays? If so here are a few tips to help break the cycle:

  • Friday review: Time block Monday, organize paperwork, schedule call backs, empty inbox and email
  • Get back to you…. Emails requiring a response received late Friday can be responded to with “ I will take a look at this… Monday”
  • Shift your calendar (Sunday as first day)
  • If you work from home start some Monday tasks Sunday (1 hour) and prep your plan (if you didn’t do it Friday)
  • Daily voicemail