Some of the more obvious sources of sales leads—financial planners and Realtors—always will offer sound referrals, and developing those relationships means getting involved in your communities through various business groups and meetings. But as newer generations of older Americans continue to want to age in place, entire new industries have been created or are expanding to support this trend.
In the May-June issue of Reverse Mortgage magazine, we examine some of these trends. In the cover story written by Joel Berg, he notes that the list of professionals is extensive, including therapists, elder law attorneys and audiologists, all of which you might not have considered before as people whose patients or clients might benefit from the extraordinary opportunities offered by a reverse mortgage. Your job, of course, is to understand those needs enough to explain how problems can be solved by releasing equity in a home.