Understanding the product is relatively easy: you can figure out the calculations, you can recite the closing costs and help somebody understand how much money they qualify for, but do you know why those numbers are important and what the program is designed to do? Knowing how to visualize the big picture with the borrowers needs, desires and lifestyle in mind is key to understanding if the loan is a viable option for them.
Some key points to uncover are:
- How does the loan benefit this person?
- What are the ways the loan might affect this person’s retirement planning?
Once you have an understanding of the loan program, understanding the needs of your target demographic is your next hurdle. Seniors, understandably, require a great deal of patience from their advisers. You must have a servant’s heart and be empathetic and understanding to the often complicated circumstances. A considerable amount of seniors are not technologically advanced; they don’t email, text or fax. They don’t leave online reviews or fill out sensitive information on websites. Their expectations are often
different than the younger demographic. Things generally move at a slower pace: It is not unheard of for a client to take months or even years to make a decision. It requires a great deal of patience and persistence in a sales person. In addition to that, it requires the ability to explain complex financial strategies simply to people who often don’t hear or see as well as they used to and their decision making hierarchy, including family and sometimes professional advisers.
Having a referral network of people that believe in you and are confident in your ability and professionalism is key to success in this field. This is often the last home loan transaction a person will undergo in their life. It is of utmost importance that things are done in the borrower’s best interest and done correctly the first time. There are no do-overs when the end of life is near. Time is of the essence for these clients and it is imperative to ensure their last loan transaction is the best one they have ever had. Seniors are a protected class and we as loan officers have a natural fiduciary
responsibility to them. The reverse mortgage world is an ever changing platform: the program undergoes changes very often, which makes it difficult to stay on top of the latest terms and conditions.
With reverse mortgages, specialization is key. If you’re not specializing in them and doing them all the time, you and your clients are better served partnering with an expert who can guide your clients to the best option for their lifestyle.
We are your local reverse mortgage specialist with over 17 years experience with every type of reverse mortgage. Our blood runs in reverse at Northwest Reverse Mortgage.Choose us and choose a trustworthy partner in your business.
Written by Northwest Reverse Mortgage NMLS 183-4787