Nobody’s Listening!

Is it Equity or Value? That is the Question

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Common explanations that may create confusion

A wise person once said, “Words are free. It’s how you use them that may cost you.”At some point in our careers, most of us have been guilty misusing keywords when describing the features and benefits of the federally-insured reverse mortgage. I most certainly have done so, even on this show. As our collective gasp fades let ’s examine some of the common HECM vocabulary that is often used freely but is inaccurate. After all this helps each of us communicate clearly and accurately without eroding the trust of borrowers and other professionals.

It’s all about value. The most misused term in our industry is equity. After all, the formal and proper name for the federally-insured reverse mortgage is the Home Equity Conversion Mortgage. Seems straightforward enough but is it accurate?

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5 Persuasive ‘Power Words’

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Words matter- Here are 5 you’ll want to start using

Words. Quite frankly I have long been fascinated with the power and nuances of our vocabulary. Here are 5 Power Words you can use when meeting with your prospective borrowers.

1- Because. One of the most powerful yet overlooked influential words in the English language. Because encourages compliance, asks for cooperation, and provides justification for what you’re asking for. “I would suggest we complete the application today because that will…
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You’d better tell them upfront

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Don’t surprise applicants with the Collateral Risk Assessment

Despite her initial reluctance, one originator shared her success when she notified her applicant about the possibility of a second appraisal…


Now it’s personal!

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get-personalThe power of showing your personal side in business and social media communications

If there’s one thing you shouldn’t do on social media it’s to ‘over-share’. However, there is a time and a place to periodically share your personal side with your potential and existing reverse mortgage borrowers…

Pick up the phone!


Are you hiding behind your email?

phoneJohn Luddy explains why HECM professionals need to get out from behind their email and pick up the phone.

About John Luddy: John has trained reverse mortgage professionals how to be successful when sitting face-to-face at the kitchen table with prospective HECM borrowers. Norcom is looking for qualified loan officer candidates. To learn more call 1-860-507-2582 or email John Luddy here

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Smart Tips for Workplace Communication


reverse mortgage news7 Tips & Tools to Maximize Effective Workplace Communication

  • Clear email expectations and standards
  • Instant messaging (IM) versus email overload
  • Standing meetings
  • When to make a phone call instead of sending an email
  • Creating a company Wiki
  • Off-site lunch meetings

When Teamwork Doesn’t Work


Who’s on 1st? Avoiding email confusion when assigning tasks

reverse mortgage newsWho’s on first? That was the famous punchline of the comedy duo Abbot & Costello which played on the frustrations and confusion of vague communication. When it comes to teamwork we can often find ourselves confused as to ‘who’s on first’.

You’ve all received this in your inbox, an email which ‘cc’s‘ several people in your organization asking for a particular task to be completed. It could be from a customer, your boss or a coworker. It probably reads something like this…‘hey, I need this done by Friday. Let me know when it’s done. Thanks, everyone’. Everyone? Who is everyone, and who will be ultimately responsible for making sure this assignment is completed?

The temptation in group communication is to absolve yourself of responsibility being convinced that someone else will do it…but will they? Much like a fly ball landing between the center and left field, shared responsibility can lead to shared failure. How can you avoid such confusion in the workplace?

1. Set a new standard. Reach an agreement that any email requesting that a task is completed include (1) a description of the job, (2) the specific person responsible for completing the task, and (3) a clear…

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What People Love to Talk About


The Social Hack for Conversations

Do you want to make a memorable impression, win over a new friend, be someone that people seek out? Learn this one social hack and you will!

Last evening I attended a friends going away party. Arriving at a local eatery I walked into a room of over two dozen well-wishers, two whom I knew. After buying my buddy’s drink and sitting down to enjoy my own I sat downreverse mortgage news surrounded by a table of complete strangers. We shared two things in common, a mutual friend and our shared interest in cycling advocacy. How does one expand their social influence? How can you make a lasting impression when meeting someone?

My seat mate looked familiar from previous political meetings where we had argued for protection of bike trails and transportation planning. After introducing myself I asked the typical questions of ‘what do you do‘ and how did you meet our mutual friend?‘ Our conversation lasted 45 minutes and a new friend was made.

Rule #1: People love to talk about themselves

You know everything about yourself already, right? Of course. Ask them about their interests, what they are passionate about, or their favorite free time activities. Listen closely for details.

Rule #2: Ask follow up questions

In this situation my new acquaintance is a teacher at…

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