A couple months ago, I was going through my files of people who had gotten a reverse mortgage in the past. I came across a lady, I'll call her Mrs. A. I noticed that she had gotten her reverse mortgage several years ago, when the lending limit in her area was considerably lower. Also, since she got her original loan, several new reverse mortgage products have been released. I ran the new numbers and found that she could potentially benefit greatly from a refinance with a new reverse mortgage.

When I called Mrs. A, she was particularly concerned with making sure I was being honest with her. I told her that I do not work directly for the lender with whom she got her original reverse mortgage, but I am authorized to represent them and offer their loan products to qualified seniors. That was not satisfying to her. She absolutely refused to even speak to anyone who wasn't directly employed by her original lender, so she hung up quite abruptly.

Though I'd like to think I might have handled the conversation differently if I were her, I really tried to put myself in her shoes. The poor lady has probably received tons of letters, postcards and phone calls from so many people and companies that she felt like a piece of raw meat in the lion cage. I was so convinced that if she took the time to listen to the facts, she might really be pleased with what a re-fi could do for her.

I could have lied to her and told her I work for the company in question. Heck, she'd never know. I have all their paperwork and promotional materials. But I don't do business that way. Fortunately, I have a very good friend who works with the company she has her original loan with, so I gave Lisa a call. I told her she really ought to call Mrs. A and let her know what she can get by refinancing. Lisa called her, sufficiently convinced Mrs. A that she is employed by her lender, and they were able to have a series of productive conversations.

Fast forward to today. Mrs. A is signing her closing documents today, and is so excited, Lisa is bringing balloons to the signing. Though I didn't write the loan, I have a great feeling inside that I really took care of Mrs. A, though indirectly. Her reservations weren't personal against me. She probably doesn't even remember my name. That is not what is important. Right now, she's excited that she has a considerably deeper financial reservoir provided by her new reverse mortgage.

It's not about me, it's about them.

Congratulations Mrs. A!