This past week, as I do once per quarter, I conducted a reverse mortgage continuing education class for Realtors at my local real estate board in Baltimore. It's always well received and I always get a least one deal from the presentation. This time, it looks like I got two, perhaps three. The topic is of course timely and our real estate partners are looking for ways to increase their business. This is just one strategy I teach in the Reverse Mortgage Success course, but what makes it particularly beneficial to the reverse mortgage originator is how the course is structured. And what I do afterward as well.
When you do a presentation, a seminar, a workshop - it doesn't matter what the venue - do you videotape it? Do you record the audio? If not, you are missing a substantial opportunity to further position yourself as the reverse mortgage expert in your area. Next time you have a presentation, I don't care if it's in a library, a senior center, and a restaurant, anywhere - get someone to videotape you! You now have something you can use in a variety of ways to showcase yourself...ok, shameless self-promotion if you prefer.
Just think about this: someone is going to your website and looking for reverse mortgage information and there you are. The prospect can actually see you in action, looking every bit the expert, presenting to a group of seniors or other professionals. You can promote the piece as part of your social media marketing strategy. Maybe you even make some of the video a part of your informative DVD.
Have you considered a free teleclass for seniors in your area? This is an effective way for them to get to know you in a "non-salesy" way from the comfort of their own home. They have to sign up for the teleclass so you have captured some of their information, and perhaps the teleclass drives them to a number where they can request further details from you.
Of course you record the teleclass and you now have some audio to add to your library. Now some are going to say, "but Sue, I'm just not sure I can appear on camera and be recorded." Let me tell you, I was not terribly impressed with myself the first time I did this either. That is where editing becomes your best friend.
And remember, your prospects want to get to know the real you, so if you're not perfect on camera, who cares? You can do this. Just commit to it.
Taking advantage of these types of opportunities is just one way to continue to position yourself as the reverse mortgage expert in your area.
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
