Before meeting with a potential borrower at a location other than their home, you may want to drive by their home first…
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
What should you do when a borrower is concerned someone will find out they got a reverse mortgage?
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There’s a big difference between your ability to sell something versus your prospect’s ability to buy into the idea of the Home Equity Conversion Mortgage. Who is responsible for explaining the HECM to family members?
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
Well, how are you doing with your marketing?Marketing isn’t finding that magic formula, it’s consistency…
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
Expired real estate listings could hold opportunity…for new reverse mortgage prospects. Here’s how…
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
Doing your homework before the sales appointment has its advantages…
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
Steps to keeping you and your staff safe when meeting in homes. ..Safety: a little-discussed subject that should not be overlooked when going to someone’s home…
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
Before you discuss costs you better have done this first…Cost objections. There as certain in sales as the sun rises in the east. John Luddy shares how to overcome cost objections and why you may be getting them in the first place.
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
Even without the advent of a new year, are entering a new era of reverse mortgage lending. More financial professionals are embracing the product, a new administration will be taking office that seeks to curb the powers of the CFPB, and interest rates are certain to begin to increase. As with any new era we are faced with both opportunity and challenges. The question is, what are you going to do about it?
Wise mortgage professionals have mastered the art of letting go of what they cannot control, and instead, work on what they can influence. Generally speaking, you can quickly determine who the successful HECM originators are by their activity. Honestly, some need to let go of their hermit ways, and go out into their city and community and mix it up. If you’re not visible, you’re not thought of. Sound harsh? It’s true. Call it selfishness, or call it reality but we are all busy living our own lives so we rarely think about those we don’t see on a regular basis unless it’s our dear mother.
Sitting at the office, sending countless emails and waiting for the phone to ring will not grow your business in 2017. In fact, your business will shrink as modest interest rate increases make prospects with high mortgage debt ineligible. You’ve got to get out. More specifically, you must get out and mix it up. Consider for a moment the…
Download a transcript of this episode here.
When you meet with a prospective reverse mortgage borrower what do you want? Facts, figures, account balances? Or in addition to the necessary information you must gather, do you want something more revealing?
The truth is even if you find a qualified, or even ideal reverse mortgage candidate who looks great on paper they may choose to put off getting a reverse mortgage. Why would an ideal candidate do such a thing? I’m certain most of you have found yourself asking that question when leaving an appointment. If qualified and possibly motivated borrowers are saying no it could be because you’re not asking the right questions.
With the increasing requirements to gather additional financial information as evidenced in the Financial Assessment we can find ourselves missing the opportunity to ask open-ended questions that uncover motive, state of mind, values and more. Here are just a few potential questions we can add to our sales toolset today.
Download a transcript of this episode here.
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