Our story today comes under the heading of "you just never know" but it got me thinking. I've been doing that a lot lately in response to requests from coaching members who want some unique and creative ideas to spark some new business.
My mother in law lives with us and often gets promotional material for different types of senior services. She recently showed me a postcard invitation that she found clever. It was for a "Luau and Learn" at a new senior housing development in our area. Since I'm always trying to learn about all the services and options in my area for my clients (let's face it, sometimes a reverse mortgage is not the answer and the senior really does need to move) I called to inquire about this new place.
The lady who answered the phone was pleasant and quite informative. I asked if I could attend the presentation and of course she said I was welcome to but inquired about my interest.
Once I told her I was the local reverse mortgage expert, the conversation really got going. Her father was considering a reverse mortgage but did not know where to turn. After a brief exchange of basic information, she asked me to call him that afternoon.
I promised to do so and as we were about to hang up, she said, "You know, Sue, I'm also in charge of scheduling seminars for the community. Would you be willing to do a presentation?" If you are thinking that a senior/assisted living facility is not the place to do a reverse seminar, think again. These are the types of strategies that we discuss at
In a similar vein, I receive a quarterly newsletter from a home improvement contractor in my area. One of the articles in the most recent issue was called, "Do You/Your Loved Ones Have To Move Into A Nursing Home?" This is pure genius; the contractor is offering a "No Obligation 116 Point Home Assessment."
Of course I dropped a note in the mail congratulating him on a great idea and reminded him that his senior remodeling clients might want to look into a reverse mortgage for any improvements or renovations to the property, perhaps even a follow up piece in his next newsletter.
So just by keeping my eyes open to other senior services in the area, the potential to expand my own business presents itself. Coincidence? Maybe...maybe not.
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
