Curiosity is one of the most important elements you can use in your marketing efforts. Curiosity must be linked to something that arouses the interest of your senior prospect.  When your senior’s interest is aroused, they will naturally want to find out more.  The element of curiosity can add fuel to the flame of interest and transfer that interest into a burning desire to want to learn more about reverse mortgages  and eventually do business with you.

The following 35 are  some of the key emotional turbo chargers you can use in your marketing efforts and messages:

• To save money
• To achieve comfort
• To enjoy health
• To live longer
• To be popular
• To gain pleasure
• To be admired
• To be independent
• To be successful
• To be social
• To protect future assets
• To be a good parent/grandparent
• To be liked or loved
• To own things
• To live in clean environment
• To renew vigor and energy
• To get rid of aches and pains
• To bring back pleasant memories
• To enhance travel and leisure
• To relieve boredom
• To avoid certain lifestyles
• To gain freedom from worry
• To escape drudgery
• To be in the in crowd
• To be “one up” on others
• To avoid troubles
• To avoid loss of money
• To replace the obsolete
• To find love
• To feel intelligent
• To be benevolent
• To be independent
• To work less
• To get more money
• To feel happy

 You need to be the expert, be compassionate, be the one with the ultimate answer to your senior prospects dreams, hopes, and desires.

Keep moving forward to stay ahead in reverse.

 by Sam Collins

Networking events have the tendency to strike the fear of dread into many people.

Yet we all ‘network’, all of the time, but we just don’t realize it.  We network with our friends at work, and play.  We network while attending social events, church, grocery store, and school events and at a family gathering or dinner party… Even online with people that we have never met face to face.

Networking is just interacting and talking to other people and building a rapport or relationship with them. Network is both social and business networks - and sometimes they become entwined.

Organized business networking events are the very best way to start to talk to people about your business - because everyone is there for exactly the same reason. To talk about their own small business!  

This setting is the best way to develop and practice how to present your business - because you can listen how lots of other people present their businesses.

It is always the etiquette to spend more time listening than talking, but this is even more important if you have just started your business and are attending your first few networking events.

When you first arrive, just get a feel for things and start speaking to people about what it is they do.  Show a genuine interest in their business and, once you get to know, like and trust them, start to think how you may be able to help them.  Many times you will find that their product or service is something you can use.  This is a good test for you, since you will know first hand how they handle things.

It may be that you, or people you know, will have a need of their product or service in the future.  It is at this point that you can start to nurture relationships with people that may want to do the same for you. Also, using their service will prove to you if they are the type of networking partner you can trust to give referrals to those who may need their product or service.

As you read this, there are many business networking events taking place in your area every month, but you want to find the ones that are targeted toward the senior arena.

The main purpose of business networking is to practice and hone your mini-presentation skills, on people that are open and receptive to what you have to say.

Also, they may know people that are interested in helping improve the lives of seniors and may recommend them to you. Many times once they see the dramatic affect you have on others, they become your walking billboard.  The best part, it cost you absolutely nothing.

I view networking as the process of planting many seeds. You never know which ones will find fertile ground, sprout roots, grow and blossom - but if you plant enough… some will.

Your success quotient improves dramatically with networking.  The more people who know you, the more opportunities will come your way.

Someone you meet and talk to today, could in 1 month, 6 months or 1 year, turn out to be a huge part of your future success - personally or through someone they know.

Join: Reverse Talk….Your plcace to network with other professionals!
Through Reverse Talk you can keep updated on what your business associates, service providers and what others are doing or thinking at that moment or even making friends through it.

Although we are still in June, time has a way of flying by. 

What are your thoughts moving forward?  Will you be able to survive if things change?  Will our senior clients be forced into more foreclosures?  Will the new burden of entitlements be stretched to the point of bankruptcies to our entire social system as we know it today?  Will downward home prices continue to spiral?  Will taxes,  insurance and higher rates rear their ugly heads in 2011?

Current economic times continue to be very interesting.

Your thoughts?

Join: Reverse Talk….Your plcace to express your thoughts and concerns!
Through Reverse Talk you can keep updated on what your business associates, service providers and friends are doing or thinking at that moment or even making friends through it.

Where are you working now, from home or the corporate office? Which do you prefer and which are you more productive?

You can still be productive, but it does not have to be the office!

If you work from home, do you have:
1,  a personal computer or a laptop
2.  can you stay focused more from the home office
3.  can you maintain a record of your productivity so your boss knows what you are doing
4.  do you have a phone, then you can attend a meeting
5.  do you need to talk directly to the people in your office or will a phone call suffice
6.  do you have a cell phone and give the # to potential clients to reach you

Sounds like you can work from almost anywhere. 

Success is measured by what you do, not where you are!

Remember, keep moving forward to stay ahead in reverse.

 The words “E Pluribus Unum” define the history of the United States and epitomize the spirit of America.  America’s founding fathers rightfully adopted this Latin phrase meaning “from many, one” as the motto for their nascent nation.  America has always boasted an unparalleled amount of diversity, yet, on countless occasions, multiple interests, cultures, states, and peoples have united as one country.  The greatness of the United States lies in this delicate balance between diversity and unity.  America has always striven to be a land of tolerance and freedom, a country strengthened by its pluralism and a people bound by their love for what America embodies.  Throughout American history - through the country’s darkest moments and its brightest days - “E Pluribus Unum” has been more than just a motto; it has emerged as the national mission and the lofty aspiration to forge a uniquely American identity that encompasses both the diversity of its people and the principles of its foundation.

During the Revolutionary War, when “E Pluribus Unum” first became the national motto, thirteen colonies with vastly different interests and lifestyles came together to discard the yoke of tyranny and to defend an infant nation that stood for justice and independence.  This momentous event marked the beginning of not just a new country, but also a new national doctrine that encouraged pluralism, liberty, and individual freedom.  The words “E Pluribus Unum” were a fitting motto for these young United States.  Out of many colonies, came one nation that forever changed the face of the world.  Yet after the unity they displayed during this long war for independence, the states returned to the rivalries and squabbling that had divided them before. 

Throughout the course of American history, this struggle between the interests of the nation and the individual state would play a dangerous and divisive role.  The founding fathers, though, foresaw this potential problem and sought to foster peace and unity.  With “E Pluribus Unum” as their motto, they attempted to ensure that from all the competing states and interests, there would come one nation united in its support for the advancement of freedom.  Besides the one glaring exception of the Civil War, this aspiration has held remarkably true.  The American culture of perseverance and tolerance has virtually always sustained this country through times of conflict and disagreement by uniting all states and all people in a shared belief in what they could accomplish together.  America has been deeply divided many times in the past and certainly will be many times in the future, yet the American people seem to always locate the capacity to overcome their differences and, in the spirit of “E Pluribus Unum,” emerge as a stronger, more prosperous, and more united people than ever before imaginable.

The message of “E Pluribus Unum” has also evolved to demonstrate how a uniquely American identity has emerged from the countless cultures and traditions that have created the aptly called “American melting pot.”  The history of the United States is essentially the history of the accumulation of different cultures and beliefs that have shaped the American personality.  Throughout America’s past, every wave of immigration has brought forth a new set of ideas and lifestyles.  In America’s pluralistic and tolerant society, immigrants become true Americans not by abandoning their heritage, but by contributing it to the American identity.  There is no one quintessential American.  Each American possesses his or her own faith, own opinions, and own lives, yet the American identity encompasses this diversity within its people.  Unlike virtually any other country, the society and the people of the United States are strengthened by their differences.  A myriad of diverse peoples, cultures, religions, and ethnicities enhance an America that, through pluralism, tolerance, and liberty, celebrates diversity and unites a people of differences in a collective love for their country.  Since this nation’s conception, the words “E Pluribus Unum” have captured the remarkable story of America: the tale of a country where from many people and cultures with different pasts, emerged one nation with one shared future.

There are those who will ask whether the motto of “E Pluribus Unum” still bears relevance in this day and age.  Some will argue that it is obsolete and that one American identity has already emerged from the many.  Yet, past experiences of the United States teach us that this process is never complete.  The notion of America is perpetually changing and expanding as new people and ideas flow in and out of the country.  America will always be evolving, always changing, and always, in the spirit of “E Pluribus Unum,” reaffirming the American commitment to freedom and inclusiveness.  As long as the United States remains faithful to its founding principles, then America will forever be a land of pluralism and diversity, tolerant of the people’s differences and united by its most noble values.  The words “E Pluribus Unum” have and always will be relevant to this country.

The wisdom of “E Pluribus Unum” may actually have never held a more significant purpose in American society in recent history than it does today.  From an influx of immigration to the widening divisions along racial, religious, and political lines, Americans are understandably worried that the thread holding the United States together may be starting to unravel.  Many Americans, for instance, fear that recent immigration is disrupting American society and destroying the heritage of this country.  They worry that current immigrants will not assimilate into American society and will only precipitate division and disorder.  Others are apprehensive of the growing intolerance and animosity that exist between different racial, religious, and political groups. 

Differences have always been present in American society, but many individuals fear that today’s divided United States has gone beyond reconciliation.  For many, the cohesion of an American identity appears to be disintegrating as the notion of a both diverse and united nation becomes growingly unattainable.  Yet, despite the widespread cynicism and disillusionment, the story of “E Pluribus Unum” offers a much-needed dose of hope and optimism for the future of America.  The United States has always struggled with divisiveness and turmoil in its past; however, whenever the United States has faced a daunting challenge, the American people have always united to rise to the task.  Respecting each other’s differences, they united in their shared faith in the limitless potential of what together they could accomplish.  There is no reason to assume that the vault of this uniquely American spirit is now empty or that the reservoir of the American will is depleted.  Once again, immigrants will assimilate and add to the national character.  Once again, Americans will be able to mollify their differences through civility, tolerance, and discourse.  And, through the leadership, courage, and perseverance of the American people, once again, out of many there shall emerge one nation, stronger and more united than ever before.  (Scott Fallin)

(Scott wrote this while a junior in high school)

The perfect storm!  You are retired, living on social security and a very small pension.  The electric company knocks on your door and informs you the electric is being turned off in 30 minutes!  Oh my!

Last Thursday, I received a call from a frightened  daughter, who explained to me the scenario just described.  Her Mom was desperate because her electric had been turned off.  The only  glimpse of hope was her Mom owned her home with no mortgage, “Could I help them with a reverse mortgage?”

My team shifted  into immediate action to go visit one on one  with the daughter and her Mom that evening.  With flashlight in hand, I completed an application and by noon the next day, the daughter and her Mom had taken HUD counseling.  

The next day we attempted to help get the electric turned back on.  Unfortunately, there was over $6000 past due.  Not to detail it all, the Mom had been very benevolent and found herself in a pickle, unable to pay her electric.   To top things off the house does need some repairs, but nothing that cannot be solved with a reverse mortgage. 

Thanks to her daughter, her Mother will be able to stay with her why we continue to work  with social services to restore her electric.  I feel confident we will have things on track soon, electric restored,  Mom back in her home and another reverse mortgage comes to the rescue. 

I feel so proud of our profession as reverse mortgage originators.    Yes, we can and do  make a difference in seniors lives!  

Keep moving forward to stay ahead in reverse.

Just returned from the NRMLA road show in Philadelphia.    NRMLA provided insightful information about  new changes and challenges going forth in the reverse mortgage industry.   

Peter Bell, NRMLA President, announced the updated new FHA rule on Lender Approval and net worth. 

1. The final rule is being published in the Federal Register, but here are some highlights. The new rule has set new net worth requirements, when FHA approved mortgage lenders may begin approving non-FHA approved  brokers/bankers.  The term for non-FHA approved brokers is being called TPO’s, or third party originators. 
2. In other words, lenders will now set the parameters and guidelines for those whom it wants to consider doing FHA loans, both forward and reverse.  These guidelines will be forthcoming from lenders. 
3. During the remaining 2010, currently approved loan correspondents may continue to originate FHA loans, as an  FHA approved loan correspondent through its current lender sponsor.  New changes will go into effect January 1, 2011.

Other useful topics and information, along with valuable insights was given by HUD representatives, lenders, and participating members was well done by panel and staff. 

If you have yet to attend a NRMLA  roadshow or the annual convention, this is an excellent way to keep updated in your profession and gain knowledge to thrive and prosper in our ever changing industry.
**********************************
Don’t miss our member call in next week, April 28th.  This should be an interesting call relative to all the changes by lenders and new HUD ruling.  To attend go to the calendar of events, click on the 28th. This is a free call.

Positive press from the Wall Street Journal have recognized the changes taking place in the reverse mortgage arena.

The article goes on to talk about the reputation of high closing costs associated with reverse mortgages.  Now, senior clients are seeing costs being lowered by elimination of the service fee monthly set aside and origination fees.

To read more go here….
*************************
See you in Philly!

I only wish I could talk to more seniors!
by Sam Collins

Today I was talking to my friend Arnold from NJ.  We were  discussing the costs of leads and the value they have in our senior businesses and what happens to our expenses if we don’t convert those prospects.

I told Arnold, I know I could close more loans if I had more people to talk with.  He chuckled and said that I was exactly correct. Sounds simple, but the reality is you can’t really find the pain or need for your senior client if you never get to talk to them.

Next we talked about the different ways we were marketing. I shared with him my 4 prong approach.  I use more than one  approach because you can never rely on just one source.

Changes in programs and governmental interventions may change at a moments notice and off comes one of my supports.
 
Would you like to learn more about how I navigate my funnel?   If so, just tune in tomorrow…See ya there!    
*************************************************
April REMALO Marketing Workshop

On Wednesday, April 14, 2010 at 2:00 p.m. EDT, please join me and my guest, Finn Anderson, CMO, V-Forms, CRM software designed specifically for reverse mortgage professionals.

Topics will include specific marketing and lead campaigns designed and written by Sam Collins, reverse mortgage Industry leader and “stay in your home” senior advocate.

Finn will discuss with you the benefits you receive to stay in touch and ahead of your competition:

1. Targeted marketing with specific campaigns 2. Email marketing capable with text or html
3. Customized professional reports just for the reverse mortgage originators
4. Full color printing capabilitiies
5. Pre packaged handouts & reports for your senior clients
6. Branding of you and your company.

I have a FREE Gift for all attendees!

This presentation is direct and specific for LO’s and correspondents who understand the long term origination process when working with seniors and the necessity to stay in contact.

This workshop will give you insights to maintain and grow your business!

Check your local time zone below:

2:00 pm EDT
1:00 pm CDT
12:00 pm MDT
11:00 am PDT

Click the link below to register:
https://www2.gotomeeting.com/register/500682171

Remember, keep moving forward to stay ahead in reverse.

Wednesday was  a great day.  It was a beautiful springtime day here and I was able to get out of the office to meet with a senior couple and complete a reverse mortgage application.

The couple I met with was great.  They were very proud of their home and have made many improvements, which were detailed to me.  Admittedly, these folks had a great home and were very proud. 

The appointment lasted for almost 3 hours.  Most appointments for me  are usually about 2 hours, but these folks were very friendly and conversational.  After we had completed the application, the husband looked at his wife and asked if she would mind singing me a song.  Admittedly, I was a little surprised, but also flattered. 

At first his wife resisted the invitation to sing, but soon submitted and boy could she sing.  I was completed blown away.  I thought it was America idol happening right before my very eyes and ears.   The song was beautiful.   The words were powerful and meaningful.  I loved it!

Unreal!  What a great business!  Can you top this story?

Remember, keep moving forward to stay ahead in reverse.
****************************************************
Don’t forget to join our April 14, workshop. Check the calendar.
*****************************
I’ll be coming to Philadelphia for the NRMLA show.   I hope to meet
you there.  Please don’t be shy.  Many of you know me by my picture,
so don’t hold back, please say hello!