CRMP Caps Lifelong Career for California Loan Officer A Chat With Dean Jones, CRMP, Senior Funding Associates, Calabasas, CA By M. Diane McCormick Dean Jones DEAN JONES ONCE originated all types of loans. But his longtime, exclusive love for reverse mortgages is on his license plate—the one saying “GOIN REV.” “There’s nothing as satisfying as the reverse mortgage, in my opinion,” Jones says. “It’s nice to help someone buy their first home. But to help someone in their later years, to help them eliminate a mortgage payment or provide them extra monthly advances or set up a line of credit, it’s not only the money to them. It’s the peace of mind.” Jones began his professional career in management for Marie Callender’s restaurants. He started as a busboy, worked his way through college and then traveled for the corporate office as a team leader opening new restaurants and as a quality control specialist for the chain’s locations. When it was time for a change, he went into direct sales, selling monitored home security systems door to door. In those days, he was also serving on his condominium development board with a neighbor, Dan Ryan, who invited him to join his mortgage company. That was in September 1993. On the first day, Ryan suggested that Jones would be a good fit for a newer program called HECM. “Back in '93, the question was, ‘What’s a reverse mortgage?’” Jones says. “Nowadays, in 2023, everyone thinks they know what a reverse mortgage is, and they’re still usually wrong.” More than three decades later, Jones looks back on a fulfilling career. Over that time, he helped 1,500 clients obtain reverse mortgages. The program has changed, but the fundamentals remain the same. “I’m very fortunate that Dan saw something in me,” he says. “It’s been a tremendous ride over the years. Even my own mom has the reverse mortgage.” Jones stayed with Ryan until 1997, before joining a larger mortgage banker, SCME Mortgage Bankers, where a high school friend was the branch manager. Initially, Jones originated all types of home loans, but he was the only person at SCME providing reverse mortgages. As the overall loan market changed, and the company closed in late 2007, he decided to concentrate solely on reverse mortgages. Since March 2012, he has been employed with Senior Funding Associates, based in Calabasas, CA, to place loans. Jones mostly gets clients through referrals, but he still believes in the need for marketing. Over his career, he has done mailings and purchased leads, plus networked with Realtors, financial advisers and other professionals. In addition, he has advertised using print, TV and radio ads, including a series featuring legendary sportscaster George Allen “Pat” Summerall. He has given educational sessions and also simply walked into offices and banks to offer his services to any customers who might benefit from reverse mortgages. “You still need to keep in contact,” he says. “You still need to reach out and find new people.” Jones is licensed solely for California. He travels all over the state, preferring to meet clients in person. “I’m a face-to-face kind of person,” he says. “I want to meet the people. I want to see their homes. It’s a big decision in CRMP: Across the Kitchen Table 14 REVERSE MORTGAGE / MAY–JUNE 2023
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