Early in a career, growth is often pretty straightforward. You learn the product, understand the guidelines, gain experience, and become more confident in conversations. The more you know, the more capable and confident you become.
But eventually, simply learning more about the product produces sma...
I recently got a call from a prospective reverse mortgage client who had already spoken with four other loan officers. He told me he had asked AI who the best reverse mortgage professional was to work with, and apparently it suggested me.
(Woohoo! Thank you, AI.)
So by the time he got to me, he kn...
AI, Reverse Mortgages, and the Growing Value of Emotional Intelligence
A few months ago, this would have surprised me.
Today, I think it's a glimpse into the future.
Recently, I've had three different reverse mortgage clients tell me they used AI to help evaluate their loan options before making ...
One of the most common things I see from loan officers is a strange hesitation and uncertainty around how to work with and alongside financial advisors.
It’s not because they don’t want the business. And it’s not because they don’t understand how valuable advisor relationships can be. In fact, most...
There’s a treadmill sitting in someone’s house right now, covered in clothes.
At one point, it represented motivation, a fresh start, and a new identity. It was the moment someone decided, “I’m going to be the kind of person who works out every day.” But today, it’s just another place to hang laund...
I see it all the time.
A loan officer hits their late 50s or 60s (sometimes younger). They’re either burned out from the forward space or can’t seem to get enough forward business.
The rate shoppers.
The middle-of-dinner phone calls.
The feast-or-famine cycles.
The constant pressure of chasing ref...
When I got into doing Reverse Mortgages in my early 20’s, I took note of some of the differences between the Reverse Mortgage clients and the traditional “forward” mortgage clients. There were many differences, not all obvious, but all very important.
I watched the reverse mortgage clients walk in...
What the Global Atlantic 2025 Outlook Reveals for Overlooked Housing Wealth
The recently released Global Atlantic 2025 Retirement Outlook Survey offers a revealing snapshot of how today’s near- and post-retirees are thinking about income, risk, and financial security. While the survey is often cite...
For years, the financial industry has focused on the Great Wealth Transfer. But advisers are now confronting an unexpected complication running parallel to it: the Great Stuff Transfer. That is the enormous burden of garages, attics, and storage units overflowing with decades of belongings that heir...
NRMLA 2025 was an event I’m unlikely to forget. From not knowing if I was going to attend, to ending up giving a keynote presentation, it was a sequence of serendipitous events that concluded with the strengthening of my resolve on the much-needed direction for the reverse mortgage industry.
Just...
In today’s complex retirement landscape, reverse mortgage loan officers have a valuable opportunity to grow their businesses by forming trusted, collaborative alliances with financial advisors and other professionals. However, these partnerships succeed only when built on a foundation of authentic t...
To build a sustainable, ethical, and high-value business through strategic alliances, loan officers need to ask the right questions, not just to prospects, but to themselves. Here are five of the most important questions to guide your strategy for partnering with advisors who already serve clients w...
