CRM

Originating: How to Connect With Senior Clients 

The latest conversation among reverse originators concerns the news about policy change: Financial Assessment, non-borrowing spouse rules, new PLF tables, lower upfront MIPs and so on. What we sometimes forget is that to a potential borrower, the whole reverse mortgage idea is new—they really don’t need to know that MIPs have gone down or that principal limits have gone up. A borrower needs to know about the loan he will get today, not the loan he would have gotten last month. While it is essential for originators to keep up on the latest changes to the HECM program, it is