NRMLA colleagues and herself about the possibilities inherent in reverse mortgages, especially when solutions seem out of reach. California Living Konstantine has lived in San Diego most of her life— “What’s not to love about San Diego?”—and sidled sideways into reverse mortgages. The graduate of San Diego State University first worked for her alma mater as a math department budget analyst. In 2002, she was looking for her first home when she learned about an on-campus workshop on California’s silent second mortgage program. On the day she attended, the room was packed, and Konstantine was intrigued. Wanting to learn more, she approached the broker running the workshop at the end and asked if he could use some help. Excited, he said, “Yes!” “I’m the type who really needs to jump into something wholeheartedly and learn about it,” she says. “I learned about mortgage rates. I learned about time frames and credit—everything to do with home loans. I just loved it. I found a passion in it.” She continued helping first-time homebuyers and loved the work so much that she became licensed as a mortgage loan officer, followed by her broker’s license in 2004. “I was very personable with people, and it worked out well because they actually became friends,” Konstantine says. “I feel like I have a huge family. Growing up as one of seven siblings in my family, it felt like a seamless and natural experience.” Konstantine investigated reverse mortgages in 2003 when a former client wondered if one might suit her mother. After careful consideration and discussion, they decided unanimously that a reverse mortgage would be the ideal choice. “It was such a fulfilling experience in so many ways,” she says. “This is when I fell in love with working with seniors. Her mom was so grateful and so appreciative. It made a lasting impression.” After that, she would only sporadically provide reverse mortgages until 2010, when forward mortgages came to a standstill. Her colleague, Kevin Melody, determined that reverse mortgages could fill the gap, and the two embarked on a learning journey. “We underwent a strategic pivot,” she says. “He came up with the idea of doing reverse mortgages for seniors. He was all about having a niche, like a doctor. Be a podiatrist, be a surgeon, be a psychiatrist. We got educated on it by dedicating ourselves to acquiring comprehensive knowledge and expertise in this field.” Their workshops, held at libraries and restaurants, attracted up to 30 interested older adults at a time. Konstantine began introducing herself and her services to senior centers and banks. She and her colleague aligned with C2 Financial Corp. for the connections to diverse lenders whose array of programs allowed them to fine-tune the options presented for each client and their unique needs. At C2, Konstantine ultimately joined forces with fellow CRMP Christina Harmes, helping her grow her mentorship program as a consultant and client liaison. Konstantine and their head processor, Kimberly Buckley, also a CRMP, streamlined the process to help close reverse mortgages in 30 days or less—a system they presented in a NRMLA workshop as a valuable means for sealing deals, while windows of opportunity remain open. By 2020, Konstantine and Harmes’ team was providing eight to ten reverse mortgages a month. “Each one is so different,” Konstantine says. “It’s like people. They’re just different. I was able to get a lot of details on a personal level to assess situations and handle a wide variety of circumstances. This really is what helped me to pass the CRMP test that same year. The knowledge base needed to pass the test is quite immense.” In 2021, EstaR Mortgage owner Chris Freck, also a CRMP, invited Konstantine to head a new reverse mortgage division. They had met at a previous NRMLA conference, when Konstantine was speaking on a panel on silver divorces, and she happily accepted this new opportunity. That phase of her career slightly preceded the current mortgage-lending downturn, so Konstantine is now using her time to become more involved in NRMLA. Serving on the Education Committee is “a natural fit because education has always been CRMP continued from page 11 CRMP: Across the Kitchen Table 12 REVERSE MORTGAGE / JANUARY-FEBRUARY 2024
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