How to get more listings and buyers with Reverse Mortgages

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Here's some examples

Three clients you already have.

You don't originate the loan and nobody's asking you to. You just have to recognize the situation when it's sitting across the table from you.

The buyer who "can't afford to move"

She's 68, the house is paid off, and she wants to be near the grandkids. She prices the new place, sees the payment on a 30-year note at today's rate, and stops. So she stays put — and you never meet her.

Same cash, more house. HECM for Purchase turns her sale proceeds into a down payment instead of the entire purchase price.
No required monthly principal and interest. The payment that killed the move isn't there. She still owes taxes, insurance, and upkeep.
You get both sides. A listing on the house she's leaving and a purchase on the one she's buying.

The listing that isn't listed yet

"I'd move if I could afford something." "The kids say I have to sell." "I can't fix it up enough to list it." Most of those sellers are stuck for a financing reason, not a life reason — and the agent who can tell the difference is the one who gets called.

Repairs before listing. Equity can fund the roof, the paint, and the punch list so the property shows the way it should.
Gray divorce buyouts. One spouse keeps the house and can't refinance into their own name on their own income. There's a version of this that closes.
Sometimes the answer is don't sell. Saying that out loud is exactly why you're the one they call when they do.

The file on your desk right now

Senior buyer needs the equity out of the current house to buy the next one, and nobody's accepting a contingent offer in this market. That deal isn't dead. The sequence is wrong.

Buy before you sell, without a bridge loan. Non-contingent offer now, list the departing residence on your timeline instead of the seller's.
The parent funding a kid's down payment. All their money is in the house. This is one way it comes out.
Fewer fall-throughs. Removing the contingency removes the most common reason these files die in escrow.

Why this keeps coming up

Your senior clients are house-rich and cash-poor.

Not a marketing line. It's what the balance sheet actually looks like for the median older homeowner.

$0T Home equity held by Americans 62+, a record high NRMLA/RiskSpan RMMI, Q1 2026

0% Of Americans 65+ own their home NCOA, early 2026

59–73% Of median net worth is home equity, ages 50s–80s Fed Survey of Consumer Finances analysis

0% Of older homeowners are cost-burdened by housing Harvard JCHS / NCOA, 2023

Read those together. Most of your 62+ market owns a home, most of their money is locked inside it, and a large share of them are squeezed by the cost of staying there. That's a listing conversation, a buyer conversation, or both — and right now it's usually neither, because nobody told them the equity was reachable without selling.

* The federally insured HECM requires the youngest borrower to be 62 or older. Proprietary and jumbo reverse mortgage programs are available to borrowers as young as 55 in some states, including California, though minimums vary by lender and state and some states set them at 60. Proprietary products are not FHA-insured and carry different terms, rates, and limits. We'll cover which clients belong in which program on the call.

Why register now instead of later

This one runs once.

It's a live session, not an evergreen funnel. Here's what's actually on the clock.

01Scenarios run in the order they came inThe Q&A is the useful half, and there's only 45 minutes of it. Submit yours with your registration and it goes to the front of the queue.
02Registration closes at 3:00 PM on the 17thNo late entry into the room. If you're reading this after that, you're signing up for the next one — and the next one isn't on the calendar yet.
03The marketing kit only goes to registrantsCo-branded flyers, the consumer guide, the buyer calculator, and the listing-appointment leave-behind. It isn't posted publicly.
04Every week you wait is a client who already decidedThe 68-year-old who thinks she can't move doesn't wait for you to learn this. She stays put, and that listing is gone for another five years.

Registration closes inThursday, September 17 at 3:00 PM Pacific

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WhenThu, Sept 17
3:00 – 4:30 PM PT

Format30–45 min
then open Q&A

CostFree
Zoom link on signup

Leave whenever you need to. Bring a scenario — ages, rough value, what's stuck — and we'll run it live.

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Thursday, September 17 · 3:00–4:30 PM PT · Zoom link emailed immediately

Registering also gets you the recording, the slides, and the co-branded marketing kit.

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Tom Jarboe

Regional Sales Manager, New American Funding. Forty years in mortgage lending, a Master of Real Estate Development from USC, and a stretch teaching at the college level. He runs this like a class, because that's what he did before this.

He'll show the arithmetic instead of asking you to take his word for it.

NMLS #210600 · (909) 720-5624 · Tom.Jarboe@nafinc.com

—until registration closes

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