To help our members get to know one another, NRMLA publishes periodic Member Spotlights featuring professionals from across the reverse mortgage ecosystem.
Meet George Morales, National Sales Director at Mortgage Cadence, a subsidiary of Accenture.
- In his current role, George drives partnership development efforts for software solutions at a national level, developing comprehensive sales strategies, managing client relationships, and identifying new business opportunities.
- In earlier roles, Morales served as vice president of reverse mortgage lending at Primary Residential Mortgage where he and the team led business development efforts and as senior sales and product trainer at American Advisors Group, where he trained sales teams and developed product strategies.
- Morales is also actively involved on NRMLA’s HUD Issues Committee.
How did you get into the reverse mortgage world?
My journey into the reverse mortgage world began at AAG, where I started as a retail loan officer. I quickly moved into a role focused on coaching and sales improvement. AAG’s wholesale division then brought me on as their National Reverse Mortgage Trainer, which provided me with the opportunity to work with hundreds of companies across the country and train their teams.
What reverse mortgage issues/topics are you most focused on now?
Currently, I am deeply involved as the Chair of the Reverse Mortgage MISMO development workgroup. Our task is to create a reverse mortgage dataset to be included in the MISMO standard. The goal is to open up new distribution channels and increase market opportunities for both forward and reverse mortgage stakeholders.
What has been your biggest professional challenge/obstacle thus far? How did you overcome/handle it?
One of the biggest challenges I faced was the siloing of reverse mortgage operations and origination within forward mortgage organizations. During my time at Primary Residential Mortgage Inc (PRMI), my team and I worked towards integrating reverse mortgages into all initiatives, executive meetings, marketing, compliance, technology, and more. This holistic approach helped us address the challenge effectively.
What do you consider to be your greatest career accomplishment to date?
My greatest career accomplishment has been building and integrating reverse mortgages into a top 20 player in the reverse industry. However, I am currently involved in several projects that are competing with that previous success story. For example, the reverse mortgage MISMO project is likely to have a profound impact on the reverse mortgage industry.
If you could offer one piece of advice to someone who wants to get into the reverse mortgage world, what would it be and why?
My advice would be to seek mentorship, learn from others, and adhere to proven reverse mortgage processes and systems. These elements are crucial for building a successful career in the industry.
What do you like to do in your spare time? Do you have any hobbies or pursuits?
I have a 9-year-old so “spare time” is a fluid concept. I enjoy coaching my son’s baseball team, doing DIY home improvements, road-trips/traveling with my wife Rosy and my son Joshua.
What do you love most about working in the reverse mortgage industry?
A reverse mortgage has the potential to be the final & largest financial decision in a person’s life and therefore requires a truly wholistic approach that typically encompasses loved-ones, advisors, and others to assist in ensuring that the homeowner is in the best possible position after the reverse mortgage is in place. That sort of attention to the homeowner’s well-being is truly gratifying. We truly make a difference in the lives of homeowners and their families!
