Real Conversations, Real Clarity: How I Help Homeowners Discover What’s Possible

When people reach out to talk about a reverse mortgage, the conversation almost never starts with numbers. It starts with life; with stories, worries, and what-ifs.

And that’s exactly where I like to begin. Every homeowner I meet has a unique story that deserves the time, attention, and honesty to be fully heard. The product is always secondary.

Plus, I love a great story — learning what excites someone, what makes them nervous, and which moments they’ll cherish forever.

This week, I had two very different, yet equally meaningful, conversations that capture what these discussions are really about: trust, clarity, and possibility.

Homeowner #1: “I’m Not Sure If I’m Done Doing Big Things”

Ed and Alice’s home is alive with stories - family photos, grandkids, laughter, and memories of travels to Europe, Asia, and across America.

When Ed said, “I’m not sure if I’m done doing big things,” I could hear the spark in his voice. I’m not sure he meant for it to carry any weight, but wow, did it ever.

They weren’t thinking about retiring from life; they were thinking about how to keep living it on their terms.

We discussed how a reverse mortgage loan could free up $2,500 per month (by removing their current mortgage payment) and create a $45,000 line of credit to help them update the home, cover repairs, or fund future adventures.

But the conversation wasn’t just about money; it was about designing a lifestyle that feels both free and secure.

They wanted to know:

• How to set up Alice to be financially protected if Ed passes first

• How to make the home more livable as they age-in-place (main-level laundry, updated bathroom, and help with lawn and snow care)

• How to bring in home health care, if ever needed

By the end, we weren’t talking about loans, we were talking about living well: creating the flexibility to say yes to what matters most.

Homeowner #2: From Resistance to Curiosity

Clare and Phil’s story began with a little friction.

Phil, at 73, wants to retire. Clare wants that for him too. Phil thinks a reverse mortgage makes sense; Clare couldn’t disagree more. Her first words were:

“Phil thinks we should do a reverse mortgage. I’m against it. But he wants me to look at it, so here I am — stuck here talking to you.”

I smiled and said, “Perfect. Tell me what you’ve heard, what you know, and what concerns you about a reverse mortgage.”

She said what many people think — and only a few say with such conviction:

“The bank takes your house. There’s nothing left for your heirs. They’re expensive and risky.”

I thanked her for sharing before we began to unpack each concern:

• You never lose title to your home. The lender simply holds a lien on the property, just like with your current mortgage.

• The program is FHA-insured with strong borrower protections. I stressed that it is a non-recourse loan, meaning you will never owe more than the appraised value of your home.

• Costs only feel “expensive” when viewed in isolation. In the context of a holistic financial plan, a reverse mortgage can produce far more value than it costs.

Then we shifted to the heart of the conversation: what Clare and Phil want to do with their time.

Clare loves to travel; she was a flight attendant for years. Phil wants to restore his old Corvette, a project that’s been sitting idle in the garage for far too long.

“Let’s take the reverse mortgage — or any other product — out of the equation,” I said, "and start by working backward from the life you want to live, not the fear of what could go wrong.”

That changed everything.

Our conversation deepened as Clare shared not only what excites her, but also the most difficult experience of her life: the sudden loss of her son ten years ago. Having lost my brother the same year, I could empathize with a portion of her pain while commending her strength and resolve. I thanked her for sharing her story — and her son’s name.

By the end of our 80-minute conversation, Clare — who had started the call firmly opposed to the idea — said:

“I was seriously against a reverse mortgage … but after talking with you, I’m actually leaning toward it.”

That’s what happens when trust replaces tension. When facts and rapport sit between two people, good decisions follow.

My Approach: All Clarity, No Pressure

I believe people deserve time and space to make confident, informed decisions. My role is to educate, not persuade.

Every conversation I have follows three principles:

1. Curiosity before conclusions: I listen before I explain.

2. Education without pressure: I share every detail, even if it leads to the decision of “not yet.”

3. Trust through transparency: I welcome hard questions and rumors — they’re the best doorway to understanding.

   
   

Common Concerns, Real Answers

Concern	My Response
“The bank takes your house.”	You always retain title and ownership.
“There’s nothing left for my kids.”	Your heirs inherit the home or any remaining equity after the loan is repaid. In no case will you or your heirs owe more than the appraised value of the home.
“It’s too expensive.”	When integrated into a comprehensive retirement strategy, it can actually protect investments and extend savings.
“It’s risky.”	Reverse mortgage loans are federally insured, strictly regulated, and built with multiple layers of consumer protection.

The Truth Is in the Middle

Every conversation starts with questions, not numbers.

When people feel informed, they feel empowered. Better yet, when people are informed, the are empowered. And when truth and trust meet in the middle, clarity reveals the road to the right decision.

Whether a reverse mortgage loan fits into your plan or not, I’m here to help you understand what’s possible.

Ben Bina NMLS 2729340 Reverse Mortgage Loan Consultant