Nov/Dec 2021 RMM

HIGHER SALES NUMBERS aren’t just about increasing leads but ensuring loan officers focus on the details and nuances when interacting with potential clients and referral partners, whether that involves clearer education, better explanations of disclosures or knowing how to listen closely when having those conversations. Those were among the tips from several experts at a pre- sentation—“Reverse Mortgage Sales: What Are Your Missing Pieces?”—held during NRMLA’s Virtual Summer Meeting in July. “When selling a reverse mort- gage some pieces of the puzzle make you more successful and will increase sales,” says Barbara Cripple, CRMP, sales trainer, Finance of America Reverse, New Franklin, OH. How Nuance Improves Sales Active Listening and Focusing on Details Increase Closings and Leads By Thomas A. Barstow Barbara Cripple 26 REVERSE MORTGAGE / NOVEMBER-DECEMBER 2021