As I write this article I am on a plane bound for San Diego and the annual conference of the National Reverse Mortgage Lenders Association. I can't help but wonder what my colleagues and peers will be saying this year. Some may say it was an "off" year despite another record in volume. What about you? Have you met your production goals? If so, did you find it more difficult than last year? What plans have you put in place now for 2010?
All too often I hear comments from originators that seniors are not thinking about reverse mortgages over the holiday season. They tell me they cut back on their marketing and networking because no one is really working anyway. I say hogwash. Think about what happens over the holidays. Families get together. Families whose members might not have seen one another for many months. Issues that may have been put off are discussed. Suddenly the challenges that mom or dad is facing are brought to the forefront.
As many of you can probably suspect, if others are cutting back on marketing and networking over the holiday season, I am doing exactly the opposite. You are right. I make sure I attend all networking functions for any groups I belong to. If you are invited to a holiday party given by a professional referral sources, by all means attend. Let them know you are still around and that the reverse mortgage business is still strong. Don't take the attitude that you'll get started again when the holidays are over.
Look up the senior centers in your area. Many will be having holiday celebrations. Why not stop by and offer to volunteer to work the event? Or there may be other senior oriented community groups that could use some extra help. Make those plans now to participate in the community where you do business. If you have a unique idea for working in the community this season, please respond to this article. Your idea may help a reverse mortgage specialist in another part of the country who is looking for ideas.
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. Sue 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. Sue is a Certified Senior Advisor and is active in many professional organizations. Sign up for her free seven-part mini-course at
