In a flat housing market, new business is sometimes harder to come by. But many brokers are overlooking an opportunity already sitting in their database: clients aged 60+ who are still paying off a home loan.
These clients haven't disappeared. They've gone dormant, often because brokers assume there's nothing more to offer once a loan settles. But with cost of living pressures mounting, many older clients are quietly struggling with repayments, and some may be weighing up options with implications they don't fully understand, including selling the family home.
This is where a conversation about Connective Reverse can open a door. For clients asset rich but cash flow poor, refinancing an existing loan into a reverse mortgage can ease financial pressure while letting them stay in their own home. Regular repayments are not required, and Connective Reverse loans come with guaranteed occupancy and a No Negative Equity Guarantee.
There's a second opportunity here too. When you help a parent, their adult children take notice.
Families going through this stage often need their own broker relationship for a first home, an investment property or a refinance. If you're not engaging with your older clients, someone else will, and their children are likely to follow.
Revisiting your database isn't just good service. It is new business hiding in plain sight. If you’d like to know more about strategies to target those clients, contact your Connective Reverse BDM today.
