March-April 2020

Sales people always look for an edge, and sometimes that means learning about a topic that might seem foreign, at least at first. In this edition’s cover story, as well as other articles, several reverse mortgage lenders discuss how they have tapped financial advisers as a source of clients. That effort has meant that they needed to better understand how the advisers operate and what their customers need. It also has required loan originators to become teachers, showing reluctant planners how reverse mortgages can help clients create a sound financial future. If that education is lacking, opportunities will be missed.

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