Follow through—sounds like I’m going to use some type of sports analogy, right? Nope. I have been working at breakneck speed over the last couple of weeks on the new release of my Reverse Mortgage Success system (Reverse Mortgage Success 2.0) and as I was compiling the components, I was reminded of how much has changed in our business in a short time.
I was equally reminded of the importance of continuing follow up with both prospects and my professional referral network. As the reverse mortgage product evolves, it is up to us to keep our seniors and our other contacts engaged. Think of it as part of the on going education process.
I make it a point to keep in touch with my prospects and professional network via a newsletter each month. The “consumer” newsletter includes pieces that are of interest to seniors in addition to a story each month about how a reverse mortgage has helped someone in a unique way.
The professional newsletter offers industry updates as well as how the reverse mortgage can help these professionals build their businesses. Just this month, I received a call from a financial planner who offers a teleseminar to his client and prospect list on a regular basis. He has invited me to be the guest speaker on today’s call. He commented that he appreciated the fact that I kept in touch with him and he now has a better understanding of the reverse mortgage and thinks his clients and prospects should be aware of the product as well.
You may choose another method other than the newsletter. Maybe you do a monthly call like this financial planner does. Maybe it’s a podcast twice per month, maybe a webinar. The point is, that simply by keeping in touch with this professional, I have positioned myself as the expert and he is now sharing his clients and prospects with me. This is such an easy strategy and it will pay you big dividends. It really is all about the follow through.
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. Sue 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
