Dear Mortgage Originators,

Imagine doubling your reverse mortgage closings in just 100 days.

I’m Tane Cabe, a top reverse mortgage loan officer who has closed over 1,100 reverse loans. I achieved this by leveraging my network and employing systematic lead generation and conversion approaches. Here’s how I did it and how you can replicate my success with our training course included in the HECM Tool sales and conversion software.

My Story

Introduction

The reverse mortgage industry is challenging, often requiring effective communication of complex concepts to prospects and referral partners. Initially struggling to convert leads into closed loans, I rethought my approach and systematically leveraged my network of trusted resources, doubling my reverse mortgage closings in just 100 days. Here’s a detailed breakdown of my journey and how you can do the same.

Step 1: Develop an Influencer List and Scripting

Building the Network

I realized early on that a strong network of influencers—professionals and personal contacts who could introduce me to lead-getters—was crucial. I aimed to identify and cultivate relationships with 50 trusted resources, each potentially introducing me to three lead-getters. This expanded my network and increased the likelihood of securing quality leads.

Creating Scripts

To ensure consistency in my outreach, I developed an 8-step script for engaging with influencer:

1. Introduction: Clearly state who I am and why I'm reaching out.
2. Rapport and Purpose: Establish a connection and explain the conversation's purpose.
3. Benefit Assumed: Highlight the value of introducing me to potential lead-getters.
4. Explanation of Services: Share my "I Believe" statement and expertise in reverse mortgages.
5. The Need: Ask them to introduce me to one person who could become a lead-getter.
6. Candidate's Name: Request names of potential lead-getters.
7. Address Concerns: Respond to any objections.
8. Promise to Follow Up: Commit to maintaining the relationship.

This structured approach ensured each interaction was purposeful and effectively expanded my network of influencers.

Step 2: Setting the Exploratory Interview Call

The Exploratory Call

The exploratory interview call is the first interaction with a potential lead-getter. I aimed to establish rapport, understand the lead-getter's business, and explore how reverse mortgages could fit into their service offerings.

Booking the Call

Whenever possible, I asked the influencer to introduce me to the lead-getter by email, allowing me to schedule the call quickly. I prepared by researching the lead-getter's business, understanding their client base, and identifying potential challenges that reverse mortgages could address.

Key Discussion Points

During the call, I focused on:

1. Introduction and Rapport: Establishing a personal connection.
2. Understanding Their Business: Asking questions about their client base, challenges, and goals.
3. Offering a Small Solution: Introducing the concept of reverse mortgages as a potential solution.
4. Setting Up the Next Meeting: Suggest a follow-up meeting to explore a potential partnership further.

These exploratory calls were instrumental in moving potential lead-getters from interest to action.

Step 3: Performing the Exploratory Interview

Deepening the Relationship

In the exploratory interview, I gathered detailed information about the lead-getter's business, focusing on their needs and challenges.

Interview Structure

The 30-minute interview typically followed this structure:

1. Introduction: Tying back to the mutual connection through the trusted source.
2. Needs Assessment: Ask open-ended questions to uncover the lead-getter's specific needs.
3. Identifying Next Steps: Deciding whether to schedule a Solutions Meeting.

Key Pocket Questions

I asked specific questions tailored to the lead-getter's industry, such as:

• "Do you have senior clients making mortgage payments that are causing them to accelerate the withdrawal rate from their retirement assets?"
• "Do you have senior-aged cash buyers that have been priced out of the market?"

These questions guided the conversation toward the solutions I could provide, making the lead-getter more open to a partnership.

Step 4: Setting the Solutions Meeting

Preparing for the Solutions Meeting

At the Solutions Meeting, I presented tailored solutions to the lead-getter, showing how reverse mortgages could benefit their clients. Preparation was crucial—I reviewed the information gathered during the exploratory interview to create a customized presentation.

Meeting Agenda

A typical Solutions Meeting followed this agenda:

1. Welcome and Overview: Recapping the previous call and the purpose of the meeting.
2. Presentation of the HECM Report: Using visual aids to explain how reverse mortgages work.
3. Case Studies: Presenting examples of how reverse mortgages have benefited clients.
4. Addressing Concerns: Opening the floor to questions.
5. Partnership Proposal: Propose a formal partnership and outline the next steps.

The goal was to secure a commitment from the lead-getter to begin referring clients, leaving the meeting with a clear plan for how we would work together.

Step 5: Performing the Solutions Meeting

Engaging the Lead-Getter

During the Solutions Meeting, I relied on my HECM Report, a visually engaging tool that simplifies complex aspects of reverse mortgages.

Critical Elements of the Presentation

• Side-by-Side Comparisons: Showing how different reverse mortgage options compare to other solutions.

• Equity Position Over Time: Illustrating how home value and equity change with a reverse mortgage.

• Client Examples: Using visual reports to show scenarios highlighting reverse mortgage benefits.

This interactive approach helped build trust and ensured the lead-getter fully understood the partnership's value.

Step 6: The First 100 Days of Partnering

Importance of the First 100 Days

After securing a partnership, the first 100 days were critical for establishing a steady flow of referrals. I set clear expectations with the lead-getter and provided regular updates, training sessions, and support to ensure the partnership's success.

Tracking Progress

I carefully monitored the progress of each partnership, tracking the number of referrals received and the outcomes of each one. This data helped me identify issues early on and allowed me to celebrate successes with my partners, further strengthening the relationship.

Discovery of a Better Presentation Method

Simplifying the Complex

Traditional reverse mortgage explanations and illustrations were complex. Shifting to a visual learning approach made the presentations more engaging and easier to understand.

Development of the HECM Report

The HECM Report became the cornerstone of my new approach, breaking down complex financial details into visually appealing and easy-to-understand formats. This shift significantly improved the understanding and acceptance of reverse mortgages among my prospects and lead-getters.

My New Presentation Method More Than Doubled Conversions

Conclusion: The Results

The structured approach to building and maintaining relationships with lead-getters and focusing on visual presentation dramatically increased my business. In just 100 days, I doubled my reverse mortgage closings by simplifying complex concepts, using visual aids, and systematically cultivating relationships with trusted resources and lead-getters.

Here's what to do next...

We made it easy for you to copy my approach to increase your reverse mortgage originations. Focus on simplifying complex concepts, using visual presentations, and partnering with influencers and lead-getters.

Join the HECM Toolbox 1 Million Dollar Originator Genius Model Training Course Starting January 9, 2025

I’m excited to offer a 12-week training course to help reverse mortgage originators like you generate more business using the HECM Tool sales and conversion software.

The course will emphasize three 1 Million Dollar Originator Genius Model elements.  We will target our past client database, learn how to present and convert and develop a solid financial advisor referral network. 

I’m excited to offer a 12-week training course to help reverse mortgage originators like you generate more business using the HECM Tool sales and conversion software.

The course includes:

• Module 1: 10X Presentation and Conversion Secrets
  • Chapter 1: Conversations That Convert
    • Lesson 1: Initial Call
    • Lesson 2: HECM Presentation Models Method
  • Chapter 2: Presenting the Solution with the HECM Tool
    • Lesson 1: Presenting the HECM Tool Live with Recap Video
    • Lesson 2: Fortune in the Follow-Up
• Module 2: Mining for Reverse in Your Database
  • Chapter 1: Past Lead and Client Outreach
    • Lesson 1: Generating Leads Using Email and Call Scripts
    • Lesson 2: Call Schedule and Implementation
  • Chapter 2: Evidence of Success Postcard and Email
    • Lesson 1: Writing Evidence of Success Postcard
    • Lesson 2: Mailing Evidence of Success Postcard
• Module 3: Partnering with Top Tier Financial Advisors
  • Chapter 1: Sourcing and Booking Meetings with Financial Advisors
    • Lesson 1: Trusted Introductions by Influencers
    • Lesson 2: Performing the Influencer Call and Booking Meetings with Financial Advisors
    • Lesson 3: One and Two-Step Financial Advisor Meeting Formula
    • Lesson 4: Exploratory Call Questions
  • Chapter 2: Establishing Long-Term Partnerships
    • Lesson 1: Solutions to Exploratory Questions
    • Lesson 2: How to Work Together with Mutual Clients and Each Other
    • Lesson 3: Partnering for the First 100 Days

This exclusive training course is included for free for HECM Tool software subscribers. Sign up for the HECM Tool by January 6, 2025, to be included in this transformative training experience.

Register for the HECM Tool software today and gain access to the 1 Million Dollar Genius Model Training Course. This course will provide additional strategies and insights to enhance your reverse mortgage business, ensuring you have all the necessary tools to succeed.

Join Now for Just $97 per Month.

Don't miss this opportunity to transform your reverse mortgage business. Subscribe to the HECM Tool software for just $97 per month and gain access to the complete training course starting January 9, 2025. Ensure your spot by signing up before January 6, 2025.