Connecting With Reverse Mortgage Borrowers: Home V.S. Office
Reverse mortgage originators are always looking for new ways to connect with their borrowers, however, finding the balance between professionalism and developing a strong connection to ensure that the product meets their needs can be difficult.
"While some reverse mortgage professionals think that making the trip out to a borrower’s home has the greatest potential benefit to connecting with that borrower, there are reasonable perspectives concerning the professionalism that can be projected by a borrower visiting an office," according to Reverse Mortgage Daily.
"However, the comfort that a senior may feel by meeting a guest in their own home is hard to replicate in an office environment."
Ken Krajewski, managing director and head of reverse mortgage lending at CIBC Bank USA based in Michigan believes that getting into the home and having a chat at the kitchen table is a great way to connect. He does recognize that having your client meet you at you workplace provides notoriety, however, an in home chat ensures that they are willing to work with you.
"There is a balance to be had, and it takes time to go to a home," said Loren Riddick National Director of Reverse Mortgage Lending at Thrive Mortgage in Tennessee, according to RMD.
"We can see 3-4 times as many clients in an office environment, but the ability to establish a personal connection cannot be duplicated in another environment from the home. With that, I agree."
To read more perspectives on meeting clients in the home v.s. in the office, click on the image above.
