March-April 2023 RMM

people flooding the market, raising their hands and saying, ‘Me, too,’ so it’s a nice tool,” Lenz explains. Beth Paterson, of Reverse Mortgages SIDAC LLC in St. Paul, MN, pioneered reverse mortgages in her state. As she built her reputation and wrote books on reverse mortgages, she became known for providing ethical, knowledgeable service. When the CRMP arrived, she saw an opportunity to wrap all that experience in a bow. “I was already known as an expert before it came around, but that just added the confirmation,” she says. Paterson, who teaches NRMLA continuing education courses, didn’t need to study in advance for the test because she had already immersed herself in industry handbooks and materials. Even her test phobia didn’t get in the way. She took a few breaths and passed the exam. “The CRMP reflects my knowledge and experience,” she says. “All along, I’ve said that knowledge, experience and customer service are what sets people apart.” Keeping Pace Lenz maintains his credential to distinguish himself as an industry professional who “walks the walk” of dedication to the profession. “Once you’ve gotten it, why would you intentionally cast it aside?” he says. CRMPs tend to be lifelong learners so the continuing education needed to maintain the credential fits neatly into their routines. For Heilman, the CRMP’s advantages have put its continuing education requirements “almost on autopilot.” As an originator, he considers himself a point person for reverse mortgages, but he is eager to learn the servicing end of the process so he can serve his clients in all aspects of the transaction. “At the end of the day, it benefits the industry,” he says. “If we’re going to truly carry the CRMP designation, we’re going to need to continue to service that client and their family all the way through. If we walked away, and the situation didn’t turn out favorably in the eyes of the client, or they felt they didn’t have the support they needed, now you’ve just created a walking, talking enemy of our industry.” Besides, a level of trust is accumulated among people who have attained the same credential. When Heilman gets a referral from out of state, he can seek out another CRMP there and knows the potential client will be in capable hands. He has also gotten referrals from other CRMPs that led to closed loans. The CRMP equips professionals with the expertise to present reverse mortgages as a viable, reputable option for people leveraging their biggest asset—their home. As the financial planning industry starts to become open to the concept, Pryor is hearing financial advisers say, “You’re giving us information that we have not heard before.” “The CRMP is a good B2B (business-to-business) tool to have,” she says. “The mortgage industry has had reputational challenges over the years. Anything I can do to put my best foot forward and put myself above the pack, I’m going to do. I strive to be the consummate professional.” Des Lenz Beth Paterson We would not be a leading title and settlement company without the trust and loyalty of our wonderful clients, partners and friends who have supported us through the years. Thank YOU for choosing US! ng titl Thank You (800) 542-4113 PRClosings.com WE HUMBLY REMAIN IN YOUR SERVICE CELEBRATING 15 YEARS OF SUCCESS Y FROM ALL OF US AT PRC REVERSE MORTGAGE / MARCH–APRIL 2023 33

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