John shares a lesson from David Rockefeller’s Rolodex. Share in the comments or email John here.
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 sales tips can you share to take a lead to a funded loan?
Continue readingDo we sell reverse mortgages or do something else? What we actually do is…
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Norcom has a business model that will fit your business model…especially after HECM changes begin October 2nd.
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
This week John Luddy discusses the power of scent and how you can leverage the psychological power of scent, something we often overlook…
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
John provides insight into what is often one of the touchiest subjects in reverse mortgage lending… property values. How should you determine the approximate value? How do you manage expectations with the applicant/homeowner?
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
One technique that takes you off defenseJohn shares one way to quickly take the pressure off yourself when a client or their adult child brings up an objection…
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
The loss of one’s spouse is devastating; not only emotionally, but often financially as many survivors find unexpected debt and expenses…
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
One of the earliest lessons I learned in sales was ‘if you say it they will doubt you, but if they say it, it is true.” As reverse mortga ge professionals we practice the art of educating and persuading. When faced with borrowers or family members strongly opposed to a HECM, try one or several of these approaches.
1. The Socratic Method.
The Socratic method seeks to open dialog, stimulate critical thinking and potentially get the other party to abandon their biases and presumptions. Basically, it is answering a question with another question. The borrower may state: “reverse mortgages are too expensive.” You could reply, “what makes them too expensive?” or “could you explain that a bit more for me so I understand?”
