CRMP: Across the Kitchen Table “When you compare a traditional loan to a reverse mortgage, it’s apples to apples, and 99 percent of people get it quickly,” he says. “Everyone knows what a traditional loan is. I explain how they’re the same and how they’re different. Seniors are sharp. They get it.” Clients turn to reverse mortgages for the ability to stay at home, to relieve the fear of outliving their resources and to supplement retirement income for a life of independence and joy. “Peace of mind and happiness are what we’re really offering,” Scheper says. “I try to stay away from the dollars, the cents, the percentages. Of course, you have to get to that, but the first step is asking, ‘What are your dreams? What are your hopes? What makes you happy? What feelings don’t you have now that you’d like to have?’” The answers never vary. Clients want feelings of independence and control over retirement, and that’s what the reverse mortgage delivers. They want to reduce stress and increase happiness. The CRMP is “a cool designation” that, like Scheper’s psychology degree, provides insights into the mindset of reverse mortgage borrowers. Among his other credentials, including certified senior adviser and senior residential specialist, he considers the CRMP the most important. “Why not be the best of the best?” he thought when deciding to get his CRMP. “It’s a must. It’s like dotting a lowercase ‘i’ or ‘j’ in English class. I needed the dot, and the dot was the CRMP.” The semiannual meetings of CRMP holders also give Scheper, licensed only in California, a coast-to-coast professional network. He can refer clients to trusted CRMP colleagues in other states, and they can refer Californians seeking reverse mortgages to him. The continuing education requirements needed to maintain the CRMP keep Scheper on top of industry trends. “Every time I take a continuing education class, I always learn something new because they keep the material fresh, new and updated,” he says. “It’s a designation that gives CRMPs that extra confidence, that extra boost in your walk to know that they’ve got the top designation in the industry.” As in the rest of the industry, the slowdown in reverse mortgages is taking its toll on Scheper’s business, although some clients are getting reverse mortgages “as a shelter, a safety net, just in case.” He is also preparing for the day when interest rates fall by building a pipeline of future customers. He calls them “be backs,” as in, “I’ll be back in touch with you.” Across the Kitchen Table continued from page 13 Financing Seniors’ Independence Serving Utah and Idaho for Over 20 Years being customer oriented and find loans that are tailor made for line of product offerings and have been providing the people of Utah and Idaho this loan as another mortgage available to meet whatever financial need arises. We continue to remain committed to our clients’ mortgage financing needs, and our variety of all residential mortgage loan products makes us a great company to add to your network of professionals. FSI Mortgage Independence Square 111 East 5600 South • Suite 102 Murray, UT 84107 • NMLS #4398 www.fsimortgage.net 1-800-808-3066 14 REVERSE MORTGAGE / SEPTEMBER–OCTOBER 2023
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