Nov/Dec 2021 RMM

From the Top Kristen Sieffert, President, Finance of America Reverse By Darryl Hicks 12 Those We Help Reverse mortgages simplify matters for California resident By Darryl Hicks 32 Features 18 Academics, Experts Talk Equity Release Reverse mortgages increasingly gain acceptance in retirement landscape By Joel Berg 22 Going Reverse in a Forward World More forward mortgage companies adding reverse mortgage options By Joel Berg 26 How Nuance Improves Sales Active listening and focusing on details increase closings and leads By Thomas A. Barstow Columns 3 In Reverse Education remains key to future By Thomas A. Barstow 5 Steve Irwin: Moving Forward Strong history guides future 6 Boardroom Some ideas to “grow the pie” By Mike Kent Departments 2 Scribes Meet this month’s contributors 8 What’s News Get up to date on the industry, the press and Washington, D.C. 34 Member News/Who’s Who in Reverse 36 Numbers A closer look at the untapped potential of reverse mortgages November-December 2021 Volume 14, No. 6 CRMP: Across the Kitchen Table CRMP builds career in Hawaii focusing on community By M. Diane McCormick 16 Contents 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 PRESIDENT Stephen Irwin NRMLA EXECUTIVE COMMITTEE CO-CHAIRS Scott Norman, Finance of America Reverse Reza Jahangiri, AAG DESIGNER Tara Roth 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 ©2021 National Reverse Mortgage Lenders Association