Relieve your senior clients fears!
post by Sam Collins
Anticipation conjures up images of Carly Simon or a slow pouring Heinz Ketchup bottle, “Recession Anticipation” is now the tune people are dancing. As you know, recession woes scare the heck out of people, especially seniors.
So what is it that motivates seniors to move forward on a reverse mortgage. Basically in almost all cases, emotions are the driving force to most buying decisions. Fear is perhaps the biggest motivator. The fear of losing something, the fear of taking a risk action and just the fear of the unknown. Have you noticed senior clients who drag on decision making and when they finally decide to move forward with their reverse, they are more anxious than most to have it completed? What is the reason this happens? The reason is the ‘fear’ factor has been removed. By making a decision they have eliminated the looming doubt in their mind. With this doubt removed your senior client is now convinced to move ahead with reassurance and confidence.
Right now, our senior clients fear is being driven by the current state of the economy. So, what are you to do? Do you wait to start something new? Do you wait for the New Year? I am sure these are some of the questions rolling about in you mind.
If you are looking for a quick solution, there is no quick solution. The solution is simple…steady as she goes. Measure and remeasure everything you do. Make sure you are getting the results you expect for your investment. If not, change what you are doing and do something different.
I’m beginning to dislike the word “change.” To say you are going to change, in itself is useless, without the word we should be using!
ACTION!
Take action to do something. I don’t care what it is, do something! Why not start now? Write one action word or thing you can implement today! Go Ahead…get started today!
Remember, keep moving forward to stay ahead in reverse.
