Reverse Mortgage Marketing Blog

Understanding the emotions seniors experience

Published February 18, 2013 | By Sam

Many reverse mortgage professionals fail to reach their success potential because they are missing the ingredient that is ingrained in all of us and life itself and that is the importance of human emotions when prospecting.

Many of us fail to understand what is happening in a senior prospects mind. The thoughts and perceptions our senior client is experiencing are difficult to understand than those of us who are still working and bringing home a paycheck.

Our emotions are so ingrained in our subconscious minds; we cannot separate them from our so-called conscious (or outward) mind.

It is impossible to think about anything without having a subconscious thought. Many of these subconscious thoughts are emotional in nature. You won’t see these thoughts revealed, but the subconscious emotions will be the driving force when a decision is being made by your seniors regarding financial matters.

Your job, as a loan officer must and should always should be to help your senior client sort out… Continue reading →

Posted in Coaching | Leave a comment

Why Does American Express Have Perceived Value?

Published January 29, 2013 | By Sam Collins

Most of us have an American Express card. I had the occasion to order another card for my wife. I was impressed by the level of customer service from AX.

First, I was able to call and speak to a real person. I was on hold for about 2-3 minutes and when the customer service representative did answer, there was an immediate apology for the wait.

Next, the greeting was cordial and pleasant. There was no hesitation on the part of the representative to begin helping me immediately and resolving my client need.

After asking for an additional card, the client representative began an immediate upsell. The representative started with the Free Green card, then to the Gold card, and next to the Platinum. I listened as he explained all the features, benefits and added value for each card.

Guess which one I took?

You got it, the Platinum card, for considerably higer annual fee. I know for me, the Platinum… Continue reading →

I can’t get enough leads….

Published January 27, 2013 | By Sam

OK, getting leads is critical and important to our success. Rather than spend our way to oblivion, why don’t we get more leads?

Most loan officers in the reverse mortgage industry are hard workers. We get up in the morning, we go to work, and most of us have an idea of what we want to accomplish for the day. This is what happens: somewhere along the way we get interrupted, lose focus and the plan for the day never happens. Our goal for the day was to work on getting more leads, but we let distractions get in our way and at the end of day, we accomplished squat.

This scenario has happend to me. In some cases there is nothing you can do about it! But in most cases you can!

Below are a few ideas to help you make your day Continue reading →

Posted in General | Tagged Appointment, Computer Screen, Conversations, Distractions, Focus, Ins, Jot, leads, loan officers, Mini Plan, Mortgage Industry, Number 1, Oblivion, Pitch, Prospective Clients, reverse mortgage, Time And Money, Time Train, Train Set, Vamp, Voice Messages, Worst Time | Leave a comment

Get More Referrals from Satisfied Senior Clients

Published January 21, 2013 | By Sam

One reverse mortgage loan officer says the key to getting referrals is simple. All you have to do to get referrals is to ask for them and then to recognize who sent you the referrals.

Do you ask your clients for referrals? Do you thank your who sent you the referral?

You have to start to plant the seed early in your client relationship. Your job is to let your senior client know you method of working with clients is based on integrity and doing the right thing for your client. For this reason, a majority of your reverse mortgage business comes from satisfied referral clients.

Get referrals are planted at the beginning of every relationship, not at the end as so many loan officers tend to do. Continue reading →

Posted in Referral Marketing | Leave a comment

Understanding the emotions seniors experience

Why Does American Express Have Perceived Value?

I can’t get enough leads….

Get More Referrals from Satisfied Senior Clients

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