Protect Your Clients

There are companies that purport to help seniors get a reverse mortgage but only care about separating them from their money. This is not an overstatement.

I recently received an e mail from a company that entices  financial professionals  (that they train) to do just that.

The most important decision that your  clients will make is in the choosing of the person and company they will hire to get that reverse mortgage.

Keep reading to see just how important that decision can be.

What follows is the e mail that I received (certain references have been deleted)My comments are in blue.

How about if you had two questions that got every senior that you met, for any reason, to start asking you about how you could help them and their families and friends?

Interested?

The two questions that cut through it all in less than ten seconds...

These questions can be asked of any senior at virtually any time or place. Whether you are leveraging them in front of a seminar, or you have just met a prospect. These questions will instantly convert the dynamic between you and them, from you making a pitch, to you being a valuable resource that they want to tap where they start asking you questions. Remember, when you are talking, you are selling. But, when you are answering questions, you are educating them, which makes you the expert.

Question one...

Picture yourself standing in front of a roomful of seniors giving a seminar, or just one-on-one in your office, or at lunch with a prospect. So you say, ladies and gentlemen (or "Bill") let me ask you a hypothetical question, and please listen to the whole question and give me an honest answer. How much money would you borrow if you had an ironclad guarantee, in writing, from the United States Government that you would never have to make a payment for the rest of your life, how much money would you borrow? Then wait. THE QUESTION IS A WRONG QUESTION TO ASK. THE GOVERNMENT IS NOT LENDING THE MONEY AND THE LOAN COULD BECOME DUE DURING THE LIFE TIME OF A SENIOR.

Their answer...

Their answer will always be some version of "all I can get." The only variation ever heard is amounts in the millions or billions, or something like "I never borrow money." (Remember, that I said that every senior would be a prospect or referral, I will show you how to get even these people to give you referrals.)

Question two...

Once they have answered question one, you calmly look them in the eye and with "surprise" ask them, "well, why don't you then, that program exists right now?" THIS IS MISLEADING AS INDICATED ABOVE

And then one of two things will happen...

Either they will begin peppering you with questions like, "What do you mean?" "How do you do that?" Or, they will express extreme doubt and argue with you, an argument that they will, much to their delight, lose. They will lose because not only does this program exist, but you can give them the official US Government publication that explains all about it to them.

Many of the seniors you speak with will want to pursue this with you...

That is fantastic news because not only do you get paid when they do - that is if you work with us - but historically, of the money that they borrow, 80% goes into the financial products that you sell. The average total premium per transaction is over $75,000 and there is no limit to the number of times this can be done. DO YOU HEAR ANYTHING ABOUT THE NEEDS OF THE SENIOR?

That may not even be the best part though...

The most powerful part of this program is that it generates HUGE REFERRALS. On average you will receive 3-5 referrals from everyone who you even introduce this program to, not just those who use it. Remember, I said that I would show you how even the "I never borrow money" senior would be a referral source. Well, whenever you ask any senior, they will always know of someone who could really use the money, even though it may not be them.

I defy you to find a senior who does not know at least one person who needs more money.

What is the catch?

The catch is that we have the only program in the country where you are personally able to deliver this program to your clients and prospects, which is absolutely critical to your success. THIS IS FALSE "Why is that you ask." Well, for anyone who is exposed to this program, the person who gets them the money is the person whom they perceive as the one that helped them. No matter what else happens, when they refer friends and family for help, they will refer them to the person who got them the money they needed or wanted. It is only natural.

Beware the "helpful" banker...

There are several banking resources that are so "helpful" that, if you want your clients to be able to tap this money they will do the loan and then "refer" them back to you for the financial product sale. I have three problems with this. First, I do not want my prospects or clients talking to anyone who competes with me, I just think it is too big a risk. Second, they do not pay me a penny for all of my work prospecting and identifying the client's need for the loan. Third, once this deal is done, despite the fact that the bank has not spent one penny or any time doing the prospecting, they will get all the referrals. I ask you, do you think that they are going to send those referral clients back to you for the financial product sales? Fat chance! ALL ABOUT MAKING MONEY AT THE EXPENSE OF THE SENIOR

What is so different about our program?

Well, to start, we are not after any of your financial products business. Keep doing your insurance, annuity and investments with whomever you are currently. All we want is for you to generate loans for our bank.

Second, we do not charge you a dime for this program. You do have to get to training and stay on your nickel, but we train you for nothing and we even feed you while you are with us.

Third, and most importantly, we make you the bank. When you leave training, you will have the ability provide banking services and get paid for them because you will be a member of our Federally Chartered Bank.

This can be you in just three weeks...

The next training sessions are in just two weeks, so you can be tapping this program, and swimming in referrals, in just three weeks.

Want to know more?

Do not let someone else brand your area...

Every senior in America is going to hear about this program in the next 12-24 months. Whomever they hear it from will own the idea in their minds and everyone else will just be wanna-bes.

!

Comments

[ron hopkins]

How can i start originating Reverse Mtgs through your company?

[Steven James]

I guess, what one needs to guide the clients through first, is the Reverse Mortgage Process which will actually instill the client's confidence in your work.

Steven.