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| Top five WRONG ASSUMPTIONS (smart people make) that can IMPEDE PROGRESS in the reverse mortgage business. |
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WRONG ASSUMPTION
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THE REALITY IS |
| Intelligence Wins. |
Smarts and Hearts Wins.
Emotional customer engagement fosters fervent loyalty. Fervent loyalty yields referral and repeat business. Engage. Empower. Connect with heart.
MonteRose.Biz can teach you and your team how to "tune in" to seniors, connect at the heart level and achieve breakthrough productivity. Our Kitchen Table S.M.A.R.T.S.™ System is a proven step-by-step method that harnesses the power of "whole-brain selling."
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| WRONG ASSUMPTION |
THE REALITY IS
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| Anyone can do this. |
Not many do this well.
It's harder than it looks. It requires flexibility and persistence… passion and compassion. A unique mix of talent, skill and method.
MonteRose.Biz helps you identify, target and develop the elusive "Success DNA" needed in the mature market field. We deconstruct (and simplify) the sales process. We provide a blueprint that guarantees improved effectiveness at the kitchen table.
Our Kitchen Table Master Bootcamp provides immediate lift to your business by targeting your mid-tier producers. We help them improve traction by deepening (and refining) their marketing, kitchen table, and customer engagement skills.
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| WRONG ASSUMPTION |
THE REALITY IS
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The market is huge. "Anyone" can be successful.
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The market has yet to be accurately sized.
"Sixty-two, a pulse, and a house," does not a reverse mortgage market make.
Thirty million prospects have yet to respond. Why? Because...
1) They are not ready to buy, or
2) They're not a prospect, or
3) The market is harder than it looks.
"Spaghetti marketing" doesn't cut it. Effectively utilizing mature market segmentation expertise will.
MonteRose.Biz can help you identify your mature market niche, define their "watering holes", and show you how to reach them.
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| WRONG ASSUMPTION |
THE REALITY IS
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Seniors are Simple.
Not simple minded but easy to figure out. |
The Mature Market is every bit as sophisticated as any other market segment.
The unique attributes of this market come into sharp focus when the correct "lens" is used.
MonteRose.Biz blends both science and street experience to provide an accurate and clear view of your customers' desires, challenges, needs and goals.
How do you increase effectiveness in the mature market? By delivering the "high touch" experience regardless of the delivery system. Kitchen Table, Web, or Phone — all can be embedded with a "high touch" tone.
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| WRONG ASSUMPTION |
THE REALITY IS
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| A loan is a loan. |
While they share some things in common, "forward" and "reverse" are two distinct worlds.
Be careful not to apply the same techniques, just because it worked in the other arena.
Each has a unique emphasis:
| Forward > transactional |
Reverse > relational |
| Forward > commodity |
Reverse > customer experience |
| Forward > rate & term |
Reverse > quality of life |
| Forward > house = asset |
Reverse > house = home |
MonteRose.Biz has "been there / done that". Fifteen years in the "school of hard knocks." We provide distilled, focused expertise that extends beyond the theoretical. |
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But what are the correct assumptions?
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