In our last piece we touched on some of the ways that you cannot only market effectively but really become a part of the senior experience. Let's take that a couple of steps further and look at some high impact, low (or no) cost alternatives for outreach and expert positioning.
I received some questions recently, from some members of my coaching group, and they centered on how to market effectively position oneself as the expert in the area, taking their already considerable production to another level. (Why take the stairs when you can ride the elevator to the top?) See if any of these ideas might fit your strengths and goals.
I am certain there is a reporter in your area that would like to do a story on how a reverse mortgage helped a senior during these trying times. Do you have a particular client who would be willing to share his/her experience and tell how the reverse mortgage changed things in their life? Seek out the media and offer to be a resource to them regarding reverse mortgages and other related issues. Costs you zero and you'll be seen as a true source of information and advice.
Research the radio stations in your area and look for programming that focuses on the following: senior issues, financial issues, health issues, baby boomers, real estate (YES, real estate). Offer to be a guest expert on the show (be really generous and offer to do it at no charge). Offer your free report or your free DVD or CD to the listeners. Get a recording of the show and post segments of it on your website. And keep these articles reading each week, a segment on what your website must have is soon to follow.
We've talked about this before, but it bears repeating: Offer to educate other professionals who have contact with senior market on the reverse mortgage. See previous Reverse Mortgage Success pieces in BrokerUniverse Online for more ideas. You'll be surprised how many do not have the real story. I suggest seeking out social workers, religious organizations (a church in my area has a widow's tea each month) and medical supply companies (think Scooter Store, etc), for example. This does not have to be an elaborate or difficult project. Just a simple seminar in their offices may be enough. Get enough of these types of businesses thinking about you and you'll have a steady stream of reverse mortgage prospects ready and waiting to meet with you. Keep moving - in reverse.Sue Haviland is a reverse mortgage consultant in Baltimore and the founder of Reverse Mortgage Success, a leader in the training and education for originators around the country in the rapidly growing reverse mortgage arena. Ms. Haviland has worked in the lending industry since 1981. She has been originating reverse mortgages for the last six years and still originates loans every day. She has helped hundreds of families all over the country in the last several years. She also shares her knowledge of this market in presentations before the Women's Council of Realtors, Mortgage Bankers Association, National Association of Professional Mortgage Women, and SRES - Senior Real Estate Specialists, Brian Sacks' Insider Seminars, as well as the public. She is a Certified Senior Advisor and is active in many professional organizations. Sign up for her free seven-part mini-course at
