May-June2020 Issue

Talking Heads Tabatha Addison, Vice President, Wholesale Lending, American Advisors Group By Darryl Hicks 14 Borrower Chronicles Reverse mortgage helps couple through health issues and flood By Mark Olshaker 33 Features 20 Aging Agencies Offer Potential Referral Sources Realtors and financial planners aren’t the only professionals who can help build your business By Joel Berg 24 AAG Teams Up With BBB to Protect Seniors The Savvy Seniors program teaches potential clients how to avoid scams By Mark Olshaker 27 Turn to Clients, Older Workers to Sell Reverse Mortgages Some of the best hires might be your target audience By Thomas A. Barstow 30 Southeast Lenders Look for Signs of a Turnaround First quarter of 2020 offers hope By Joel Berg Columns 3 In Reverse Find leads through community agencies By Thomas A. Barstow 5 Steve Irwin: Moving Forward Answers to tough questions create action 6 From FPA The most important people in your financial life By Financial Planning Association ® Departments 2 Scribes Meet this month’s contributors 10 The Biz Get up to date on the industry, the press and Washington, DC 35 Member News/Who’s Who in Reverse May-June 2020 Volume 13, No. 3 CRMP: Across the Kitchen Table Former FAR Rookie of the Year sets new goals with new position By Mark Olshaker 18 PUBLISHER Peter Bell pbell@dworbell.com SENIOR EDITOR Thomas A. Barstow thomas.barstow@theYGSgroup.com ASSOCIATE EDITOR Darryl Hicks dhicks@dworbell.com MANAGING EDITOR Sam Hoffmeister samuel.hoffmeister@theYGSgroup.com COMMUNICATIONS COORDINATOR Jessica Hoefer STAFF WRITERS Mark Olshaker PRESIDENT Stephen Irwin NRMLA EXECUTIVE COMMITTEE CO-CHAIRS Scott Norman, Finance of America Reverse Reza Jahangiri, AAG DESIGNER Emily Graf ADVERTISING SALES Natalie Matter Bellis natalie.matterbellis@theYGSgroup.com Reverse Mortgage is the official publication of the National Reverse Mortgage Lenders Association. The magazine is published every two months. For inquiries regarding association membership and/or magazine subscriptions, please call Darryl Hicks at 202-939-1784. Advertising and editorial inquiries should be directed to Max Lalwani (max.lalwani@theYGSgroup.com ) and Sam Hoffmeister (samuel.hoffmeister@ theYGSgroup.com), respectively. Association & Subscription Contact: National Reverse Mortgage Lenders Association 1400 16th St., NW, Suite 420 Washington, DC 20036 202-939-1760 lross@dworbell.com Industry: www.nrmlaonline.org Consumers: www.reversemortgage.org Advertising & Editorial Contact: National Reverse Mortgage Lenders Association 1400 16th St., NW, Suite 420 Washington, DC 20036 202-939-1760 ©2020 National Reverse Mortgage Lenders Association Contents