Sales Lessons from Hollywood, What Lies Ahead for Reverse Mortgages?

ReverseFocusReverse Focus Weekly Podcast Episode #387

In this week’s Reverse Focus podcast, Shannon Hicks expresses condolences for the recent passing of former U.S. Senator and reverse mortgage industry spokesman Fred Thompson, who died from a recurrence of lymphoma Sunday, November 1. Thompson, who appeared in many TV commercials for American Advisors Group, left behind an illustrious legacy that also included a 30-year film career, as well as presidential run.

Also discussed during the podcast was the question: what can Hollywood teach salespeople about effectively marketing and selling to senior clientele? Well, there can be significant contributions and lessons to be learned from the silver screen, according to Coming of Age, a full-service marketing firm focused on advertising to Baby Boomers and seniors. The main lesson: “empathize, don’t sympathize,” takes a page right out of the method acting playbook. But you don’t have to be a classically trained thespian to successfully reach older clients.

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In another podcast story, Hicks discusses a recent article published by the Huffington Post, which explores how consumers can choose the right reverse mortgage lender. The article, authored by Jack Guttentag a.k.a “The Mortgage Professor,” explains the different price components of Home Equity Conversion Mortgages and what prospective borrowers should know about competitive pricing, among other need-to-know reverse mortgage details.

In the last podcast story, Hicks says the rules of the road have been set for the reverse mortgage industry, but where do we go from here? With so many program changes happening to HECMs in recent years, one may wonder, “can anything else possibly change?” As the industry charts its course for 2016, we may soon find out what lies ahead at this year’s National Reverse Mortgage Lenders Association conference in San Francisco next week.

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Talking Points:

  • Senator Fred Thompson: You will be missed
  • What Hollywood can teach sales staff about senior marketing
  • Huffington Post on choosing the right reverse mortgage lender
  • Rules of the road are set, but what lies ahead for the reverse industry?

Listen now. Reverse Focus is the ultimate resource for reverse mortgage professionals providing the technology, training and marketing to grow your business. We are your one-stop resource for those committed to taking their business to the next level.” 

Editor’s Note: These posts are sponsored by Reverse Focus.

Written by Jason Oliva

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