|
UNIQUE CUSTOMERS
Seniors don't like surprises. They also base buying decisions largely on the likeability and trustworthiness of the person they are buying from. First impressions are everything with this particular customer set and their families. The more comfortable you make your clients feel, the more successful you'll be helping them obtain a reverse mortgage. Some helpful tips offered by the National Reverse Mortgage Lenders Association include:
• Be sure to have
a live person answer your phones
Treat your client as you would a parent or grandparent
Answer your phone with a smile
Get to know your client
Be a good communicator; the reverse mortgage sells itself
Train office staff to truly understand the reverse mortgage
Sell” your office
staff, let the client know they can be trusted
Make yourself clearly understood
Get rid of your job title
Let them know if you're running late
Hold the client's hand
Set realistic closing deadlines
Don't use mortgage lingo
Attend the closing
Get valuable feedback through follow-up communications
Many of these same tips apply to our staff as well. Our staff truly understands this unique type of customer. |