6 Ways to Avoid the Holiday Sales Slump

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6 ways to avoid a costly holiday sales slump

The big slump. That’s often what the holidays are for sales professionals. That may even include even reverse mortgage originators (gasp).

Years ago when working in financial services fellow agents would often ‘go dark’ in December. This was before the age of social media so no ‘proof of life’ photos were available online to soothe my fears that perhaps they had been placed into witness protection or worse.

The truth is too often many believe that no one will be available or wants to hear from them during the holiday. Okay, certainly you could say that on Christmas eve or Christmas day. Beyond that, the need and interest in the reverse mortgage may be heightened as expenses mount, and bank balances dwindle. Perhaps the cash stuck in the bricks and mortar in their home just became that much more important.

A slump in sales in December would certainly be felt in February. With that in mind here are some practical strategies to have optimal engagement with potential borrowers:

  1. Send a holiday greetings email to those who’ve closed a loan, those who didn’t, and especially to those who are sitting on the fence. Don’t ask for a sale- just include a short and heartfelt message.
  2. Mail a Christmas card to your top referring professionals. Attorneys, CPAs, and realtors still maintain the tradition of sending holiday cards and are accustomed to receiving them as well. Address your envelopes in your own hand. (See #6)
  3. Host an open house event. It may be too late to squeeze a date before Christmas, but you can certainly host a New Year’s themed event. Remember the purpose of your open house is not to make sales but to express your gratitude and stay top of mind.
  4. Email gift ideas for several age groups. While few will admit it, often we find ourselves stumped to find the perfect gift for that special someone.
  5. Schedule appointments for the new year. If all else fails, schedule a meeting in January after the holiday frenzy has settled. Be sure to make a note in your CRM or calendar to remind them 5 days before your meeting.
  6. (BONUS): Send a New Years’ card. For the new year? Indeed. You will stand out head and shoulders above the glut of Christmas cards sent by other businesses.

These are just a few ways to beat the holiday sales slump. What strategies would you add to this list? Leave your ideas in the comment section below.

7 Christmas tips in 60 seconds

7 Christmas tips in 1 minute



7 Christmas tips in 1-minute

How to Create Happier Holidays for Seniors

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The following article originally appeared on HECMworld in November 2018

This time of year is marketed as a Hallmark movie, with smiling scenes of happy families and voices lifted in song. Yet for many older people who have lost their spouse, or who may be facing health or financial challenges, the holidays tend to exacerbate feelings of aloneness.

Grief can intensify around the holidays as well, particularly if this season is associated with loss. End-of-life issues expert Michelle Peticolas says grief is a physical experience as much as an emotional one and needs to be addressed as such:

“Significant loss impacts the brain. The neural network pattern associated with a particular attachment — person, animal, object, identity, etc. is broken. It’s a little like a computer hard drive that freezes. The reality that a long-held attachment is gone simply does not compute.

“The pathways that previously led to pleasure, comfort or love now lead to an abyss. It takes time for new brain pathways to replace the old, to develop a new pattern.

“The first order of business in navigating the physicality of grief is patience, just as one needs patience in healing a broken bone. A new physical structure is being built and this will take time.

“As with a broken bone, there are actions that can reduce the suffering and support the healing. Sleep and healthy eating are essential to any bodily repair. Exercise also heads the list because in addition to boosting the immune system and filling the body with ‘feel good’ endorphins, it provides the body with a whole array of physical stimulation that supports brain development while renewing those pathways that are still intact.

“Focusing on the body can provide relief and release from grief energy that builds up in the body. Things that stimulate the senses, like sound, music, touch, physical movement, taste, aroma, and visuals all help to bring attention into the body. Being in the body takes the mind out of the flow of time — away from longing for the past and/or catastrophizing about the future. It is a temporary respite but a healthy one. It gives the nervous system a break from the emotional flood that grief can bring while supporting the physical healing of the mind.

“There are also times when any stimulation may be more than the brain can manage. In this case, activities that are soothing, relaxing and evoke a feeling of safety and support tend to work best. Essential oils, hot baths, massage, being held or hugged by a trusted person are possible choices. Sitting in the sun, or walking in the forest are also good.

“Create a list of activities to rely on when unhappy or distressed. Put items, such as an essential oil or pictures of items, e.g. photo of the woods, with the list into your first aid kit for grief care. It can be an empowering action at a time when one feels quite helpless.”

For reverse mortgage professionals, the simple act of smiling at your senior client — even over the phone; the smile comes through in your voice — can have a huge, positive impact. One longtime LO says, “When I’m in a store and make eye contact with complete strangers in passing (women as well as men) with a relaxed countenance and a smile, they always return the smile, often with a nod. I can walk into a room on any occasion and start a conversation within a minute. The point is being open and approachable. Some people can’t do this. Those of us who can, and choose to, find our days are more pleasant and less stressful…plus we open ourselves to learning experiences and new activities from new acquaintances.

“We need to help older adults who may be alone to think about ways they can broaden their friendship base and learn to enjoy new activities they may not have explored previously, and a smile is a way to start.”

One of my favorite smile-inducing videos is Validation. This is all we really need from one another: to be validated in our everyday encounters. A reverse mortgage professional who shows a client true interest and care is halfway home. Happy holidays.

You Don’t Have to Trash Thanksgiving

don't trash thanksgiving


[3-minute read]

Chances are your Thanksgiving this week will look unlike any other. You’re not alone. As COVID-19 once again spreads across our nation families are grappling with the question, “should we cancel Thanksgiving?”. The good news is there are several ways you can honor the centuries-old holiday without forgoing all traditional festivities.


Here are some practical tips for a safe and happy Thanksgiving holiday from your friends at HECMWorld and Reverse Focus.

  1. If your bird is still in the freezer, pull it out now! The general rule is 24 hours are required for every four pounds. A 12-pound bird is going to be a little frozen in the middle if you haven’t already placed it in your refrigerator. Alas, not all hope is lost. You can employ the same trick your mother may have using cold water. Instead allow 4 hours for every pound to thaw the bird in cold water, replacing the cold water every 30 minutes. Better set that stopwatch on your phone.
  2. These are not unprecedented times, but they certainly are for us. Over 100 years ago the Thanksgiving holiday was unlike any before it. In 1918 the nation was in the grip of the second wave of the Spanish Flu which killed over 195,000 Americans in the month of October alone. Consequently, millions of families found themselves not only separated to avoid the spread of the contagion but grieving the loss of a family member. Case numbers surged in the week’s following massive crowds celebrating the end of World War One, now known as Armistice Day. Another surge came around the Christmas holiday following Thanksgiving Day festivities.
  3. Protecting the vulnerable doesn’t mean you have to lose touch. Sadly this Thanksgiving will not be celebrated with family members of all ages who would typically gather together under one roof. Unlike 1918 technology will help millions stay connected virtually via video chats and teleconferencing.  Talk with your older family members today and make plans on how you can connect this Thursday. You can even email them instructions on how to use Zoom to help eliminate any confusion or frustration in using the software for the first time.
  4. Give the gift of Thanksgiving dinner. One practical way to spread the holiday cheer is to purchase a Thanksgiving meal for your family or loved ones. For most, it’s the preparation of our beloved side dishes that are most labor-intensive and these may be the perfect gift!. Contact the local restaurants, delis, or grocers in their area and see what options are available for either delivery or contactless pick-up.

A century later many face the disappointment of separation from loved ones and the anxiety that comes with a novel viral epidemic. The good news is we have resources that our great grandparents never dreamed possible a hundred years ago;  these will help us weather what is certain to be an unusual but manageable holiday season.

You see, there’s no reason to trash Thanksgiving after all.

From our team at HECMWorld & Reverse Focus we wish each and every one of you a safe and happy holiday.

Year-end message


A SPECIAL GREETING FOR OUR LOYAL VIEWERS

 

The Holiday Slump

6 ways to avoid a costly holiday sales slump

The big slump. That’s often what the holidays are for sales professionals. That may even include even reverse mortgage originators (gasp).

Years ago when working in financial services fellow agents would often disappear in December. This was before the age of social media so no ‘proof of life’ photos were available online to soothe my fears that perhaps they had been placed into witness protection or worse.

The truth is too often many believe that no one will be available or wants to hear from them during the holiday. Okay, certainly you could say that on Christmas eve or Christmas day. Beyond that, the need and interest in the reverse mortgage may be heightened as expenses mount, and bank balances dwindle. Perhaps the cash stuck in the bricks and mortar in their home just became that much more important.

A slump in sales in December would certainly be felt in February. With that in mind here are some practical strategies to have optimal engagement with potential borrowers:

  1. Send a holiday greetings email to those who’ve closed a loan, those who didn’t and especially to those who are sitting on the fence. Don’t ask for a sale- just include a short and heartfelt message.
  2. Mail a Christmas card to your top referring professionals. Attorneys, CPAs, and realtors still maintain the tradition of sending holiday cards and are accustomed to receiving them as well. Address your envelopes in your own hand. (See #6)
  3. Host an open house event. It may be too late to squeeze a date before Christmas, but you can certainly host a new year’s themed event. Remember the purpose of your open house is not to make sales but to express your gratitude and stay top of mind.
  4. Email gift ideas for several age groups. While few will admit it, often we find ourselves stumped to find the perfect gift for that special someone.
  5. Schedule appointments for the new year. If all else fails, schedule a meeting in January after the holiday frenzy has settled. Be sure to make a note in your CRM or calendar to remind them 5 days before your meeting.
  6. (BONUS): Send a New Years’ card. For the new year? Indeed. You will stand head and shoulders above the glut of Christmas cards sent.

These are just a few ways to beat the holiday sales slump. What strategies would you add to this list? Leave your ideas in the comment section below.

6 Tips for Merrier Christmas & New Year

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6 ways to keep the holidays running smoothly

Have you finished your Christmas shopping? While most of our planning focuses on what gifts to buy here are some practical ways to get the most from this year’s holiday season.

1- Watch your calendar. With Christmas and New Years Day falling on Tuesday this year, you will need to move your most important actions and appointments on your calendar. Reschedule as needed before you leave the office today.

2- Set your email auto-responder. Create a short vacation reply for your holiday absences. It should include when you will be out of the office, who to contact in case of an emergency, and when those sending you a message can expect a reply.

3- Change your voicemail message. Just like your email set the expectation with those who may call your office during your holiday absence. Set a reminder on your calendar to revert back to your standard message when you return to the office.

4- Leave your work email alone. That’s right- don’t keep checking it repeatedly during your time with family and friends. Chances are most of your customers are taking time off from business matters as well. Any problems that may arise cannot be dealt with until your bank or lender opens anyway.

5- Remove the temptation. If you find yourself with an abundance of baked goods and holiday treats that you don’t want to tempt you- bring them to the office! They have a strange way of disappearing quickly in the break room. Problem solved!

6-Prepare your new year’s promotions. Each new year most find a sudden, albeit often temporary, sense of motivation to improve their lives. Seize upon this mindset to reach out to your potential borrowers on the opportunity to begin the new year with no monthly mortgage payments or increased monthly cash flow.

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Ending 2018 on a Grace Note

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Year-End Ideas for Your Senior Clientele

In music, a grace note is considered “non-essential,” an ornamental embellishment — yet something about it distinguishes the piece, or the composer would have omitted it. It’s the same with a signature piece of jewelry or a personalized flourish on gift wrap: the effort adds an ineffable, lovely meaning for the recipient.

This time of year can be challenging for seniors and their families alike, particularly if a family member is serving in a caregiving capacity.

Here are some simple ways you can create grace notes to close out the year, as part of your reverse mortgage mission of senior service:

  • Reach out, reconnect. Have you kept in touch with your past reverse mortgage clients? How about prospects who didn’t pursue the loan application, or for whatever reason chose to wait? This might be an excellent time to reconnect — not in business mode, but because you care about their welfare and want to know how they’re doing. The phone call or visit will be sure to brighten the senior’s day — and you never know how this caring contact will, in fact, benefit your business down the road. Kindness has a long memory.
  • Play Santa. A festive holiday open house is always a delightful way to show your reverse mortgage clients, potential clients, referral resources and friends how much you appreciate them. Hold the gathering during daylight hours in an easily accessible location to encourage your older invitees to attend. If your community provides paratransit or similar senior transportation services, arrange for those you know will need a ride to be picked up, and taken home later on.
  • Be a snail. In our digital age, when even nonagenarians are device-adept, it’s a real treat to receive an old-fashioned holiday card in the mail. Buy a box of nonsectarian greetings, and add a personal message before signing your name. For some seniors, this will be the only holiday card they receive — and it will be treasured, Anyone, of any age, would like to be remembered — especially at this time of year, whether they celebrate the holidays or not. There’s an elusive feeling of inclusiveness that permeates the season, and nobody wants to be left out.
  • Lend an ear. Community service is especially welcome during the holidays when extra hands and attentive ears are greatly valued. Your local senior center, or a community group that caters to mature adults, will be grateful for any time you can devote to serving their members. Offering a receptive ear for an hour is quite a gift, magnified ten-fold if you’re able to visit someone who is housebound.
  • Collaborate and co-create in 2019. This time of year is also a timely moment to reach out to your referral resources and show gratitude for your business relationship. Contact the CPAs, financial planners, tax advisors and other professionals you work with who serve the senior market and offer to hold an informal New Year’s Q&A to update them on HECM changes, as well as educate their staff, clients, and associates.

As you put these ideas into practice, you’ll be playing the grace notes that set your reverse mortgage business apart in an elegant, important way. Happy 2019!

Looking for more reverse mortgage news, commentary, and technology? Visit ReverseFocus.com today.