Tips to get your clients off that pesky “fence”…..and land the application!

fence sitter

We all know how hard it can be when you work with that certain type of senior who just seems incapable of making the “go ahead” decision. Sometimes they have really good reasons for taking their time. For example, they might be trying to decide if they should downsize instead. Or maybe they are thinking of selling and moving into assisted care. Or perhaps they are thinking about moving to another state.

But many times the decisional paralysis is the result of irrational fear. We have spoken about the fud factor in other sessions. Fud is what causes irrational fear. Many seniors have irrational fear especially as they age. Life is a bell shaped curve and self confidence follows that curve almost exactly. The older we get the less confident we are.

If you have encountered a client that is paralyzed by irrational fear, this audio might help you. It gives you tips on identifying six of the most common irrational fears, and how to address them.

Getting Seniors off the fence 091614

Learn about Reverse Vision – one in two reverse mortgages will close using this software.

Since 2007, I have been a fan of Reverse Vision. Back then my old employer tasked me with the job of finding a replacement for our in-house proprietary system which was Office based, relying on Microsoft Access. There was too much risk of document error and calculation error, so we hired a top notch programmer and set about to re-invent the world.

Then Fannie Mae told us about RV. In fact to be an approved seller of HECMS to FNMA, we needed to use it as they had tested it to death and it was solid. The interfaces worked very well.

So I picked up the phone, called RV’s then president Thomas Martignoni – and the rest is happy history. We have been with them since their inception.

As an MLO you MUST know this program. In this session I am going to provide a copy of their current manual and the ability to discuss with me. Focus on part FIVE.

Here is their manual. ReverseVision_Handbook