Origins: From Funeral Director to Reverse Mortgage Originator

You’ve likely seen him at industry events talking about how much he loves sales, and perhaps you’ve even been lucky enough to hand him a business card and get a $100 bill in return. Norcom Mortgage SVP of Reverse Lending John Luddy is a memorable personality to any reverse mortgage professional he comes into contact […]

Originators Debate What to Call Private Reverse Mortgages

Proprietary reverse mortgages are becoming increasingly prevalent in the modern home equity release industry, as evidenced by the amount of new products being created by lenders as well as the general optimism the industry is feeling as a direct result of those products’ larger place in the conversation. As proprietary reverse mortgage products become more […]

3 Tips for Training Forward Originators into Reverse Mortgages

Finding dedicated reverse mortgage personnel that have been trained strictly in the reverse discipline can be a difficult thing for recruiters at various lenders, which is why it’s generally common for some of those lenders to find loan officers who have been trained and working on the forward side through something of a “conversion” process. […]

Tips for Talking to ‘On-The-Fence’ Reverse Mortgage Prospects

For originators, having sales conversations that ultimately yield a new reverse mortgage loan that accomplishes the goal of closing while meeting the specific needs of borrowers is always the goal, but that goal also comes with the chance of failure. Sometimes making those conversations even more difficult is a scenario in which a potential borrower […]

Reverse Mortgage Sales Pros Discuss Effective Marketing Practices

A panel of experienced reverse mortgage sales professionals discussed a series of effective marketing methods that have led to success in appealing to clients across a number of different reverse mortgage product types when asked about challenges they have overcome in making sales. This was part of a discussion among the sales professionals that took […]

Reverse Mortgage Professionals Talk Modern Sales Challenges

A reduced number of qualifying borrowers, adjusting to Home Equity Conversion Mortgage (HECM) program changes and overcoming objections: these are just some of the challenges in the current sales climate discussed by experienced reverse mortgage professionals in a roundtable discussion, which took place at the National Reverse Mortgage Lenders Association (NRMLA) Eastern Regional Meeting in […]