Reverse mortgage professionals are often confronted with a great deal of change that seems to come from all sides. Whether it’s in new regulations handed down by the federal government, new products or services introduced by lenders, or the interaction that can come from an advertising campaign, change is a constant. One other change that can sometimes be overlooked is the evolving attitudes of senior clients themselves.

John Luddy, SVP of Reverse Lending at Norcom Mortgage in Avon, Ct., has spent nearly 40 years in the mortgage business and has become a vocal proponent of the reverse mortgage product. He is also a dedicated salesman, oriented to the needs of seniors and the ways a reverse mortgage might be able to help certain people to solve a financial issue. Luddy sat down with RMD Editor Chris Clow for an episode of The RMD Podcast to discuss his industry-favorite “sales tips,” the landscape of the industry in 2021 and how he has observed seniors’ changing attitudes over the years.