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Reverse Mortgage Success Workshop Course Outline

Part 1: BASICS

  • What are Reverse Mortgages?
  • How do they work?
  • The history of Reverse Mortgages
  • Different types of Reverse Mortgages
  • The Four Secrets to Success
  • How to read an illustration
  • Reverse Mortgages and their impact on taxes, Social Security and Medi-Care

Part 2: SELLING REVERSE MORTGAGES

  • The two greatest Reverse Mortgage sales presentations
  • Explaining the “negative perception” about Reverse Mortgages and how you overcome those misconceptions
  • Establishing credibility and selling to seniors
  • Best practices and an ethical code of conduct
  • Third party articles that help you sell
  • Overcome objections such as “The fees are too high” or “I want to think about it”
  • Sharpen your selling skills
  • Preparing your client for HUD counseling

Part 3: PROSPECTING AND MARKETING

  • Direct mail that works
  • Reverse Mortgage seminars
  • How to get tons of referrals
  • Using media advertising (television and radio)
  • Using print ads (newspapers and senior publications)

Part 4: REVERSE MORTGAGE PROCEEDS

  • Cash, credit line and tenure payments
  • How to avoid Medi-Cal and SSI traps

Part 5: ADDITIONAL PROFIT OPPORTUNITIES

  • Selling conventional mortgages to clients that don’t qualify (too young, owe too much, or not FHA insurable)

Part 6: LEARN FROM THE EXPERTS

  • Matthew Copley discusses his “ultimate Reverse Mortgage sales presentation” and “the answers to the most common objections”
  • James Peterson discusses “the secret to appointment setting” and hosts a Q & A
  • Ronnie Colbert discusses “creative sources for leads” and hosts a Q & A
  • Nelson Koyl discusses “establishing relationships for long term business and referrals”

Part 7: TRAINING MATERIALS PROVIDED

  • Texts:
    1. Quick-Start Reverse Mortgage Workbook
    2. Quick-Start Reverse Mortgage Manual
    3. Reverse Mortgages for Dummies
  • Audio CDs:
    1. Flawless Processing and Other Secrets
  • DVDs:
    1. Reverse Mortgage success training DVD
    2. One-on-one Reverse Mortgage presentation DVD
    3. "The Rewards of Reverse Mortgages" DVD
    4. "Hard Facts and Real Answers on Reverse Mortgages" DVD
  • Bonus Materials:
    1. 3rd Party Articles (USA Today, etc.)
    2. Telemarketing scripts
    3. Lead generating companies and samples
    4. "The Truth About Reverse Mortgages" seminar package

Workshop Dates     Featured Speakers     Course Outline

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