SHAIN URWIN HAS straightforward advice when he is teaching other loan officers how to network with financial advisers: Don’t try to get their business. Instead, show them how you can bring them clients, says Urwin, a retirement mortgage specialist at C2 Financial. “If you call the advisers and say that you do reverse mortgages and you would like to meet them, you’re not going to get an answer or a return call,” says Urwin, who is national reverse mortgage director at C2. “This is the key phrase: ‘Are you taking on new business?’” The likely answer to that question, he suggests, will be “yes.” Then explain how you can bring them new clients. After financial advisers understand you will be working to help them grow their business, the reverse mortgage loans will flow later. Urwin, who has closed more than 500 reverses since 2017, points out he primarily works with affluent clients. While training others at C2, he recommends that loan officers go through their databases and review current Rethinking Your Role Collaboration With Other Retirement Professionals Fosters Trust By Thomas A. Barstow Shain Urwin 22 REVERSE MORTGAGE / MAY-JUNE 2024
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