{"id":58847,"date":"2024-09-17T03:03:23","date_gmt":"2024-09-17T01:03:23","guid":{"rendered":"https:\/\/housesmarketplace.com\/guilds-jim-cory-on-company-confidence-in-reverse-mortgages\/"},"modified":"2024-09-17T03:03:23","modified_gmt":"2024-09-17T01:03:23","slug":"guilds-jim-cory-on-company-confidence-in-reverse-mortgages","status":"publish","type":"post","link":"https:\/\/housesmarketplace.trio-tv.com\/ru\/guilds-jim-cory-on-company-confidence-in-reverse-mortgages\/","title":{"rendered":"\u0414\u0436\u0438\u043c \u041a\u043e\u0440\u0438 \u0438\u0437 Guild \u043e \u0434\u043e\u0432\u0435\u0440\u0438\u0438 \u043a\u043e\u043c\u043f\u0430\u043d\u0438\u0438 \u043a \u043e\u0431\u0440\u0430\u0442\u043d\u043e\u0439 \u0438\u043f\u043e\u0442\u0435\u043a\u0435"},"content":{"rendered":"
\n

At the end of August, Guild Mortgage<\/strong><\/a> announced a suite of products under the name \u201cFlex Payment Mortgage<\/a>,\u201d which includes Home Equity Conversion Mortgage (HECM<\/a>) reverse mortgage products alongside refinances, proprietary jumbo options and HECM for Purchase (H4P) loans.<\/p>\n

Jim Cory, managing director of Guild\u2019s reverse division, previously spoke with HousingWire<\/strong>\u2019s Reverse Mortgage Daily (RMD) about that rebranding initiative<\/a> and what the division is keeping in mind following Guild\u2019s acquisition<\/a> of the robust reverse mortgage division of Cherry Creek Mortgage<\/strong><\/a> in early 2023.<\/p>\n

In the second part of his interview with RMD, Cory assesses the confidence Guild has in the reverse mortgage product, as well as what his division is focused on as it ends the year.<\/p>\n

Post-acquisition confidence<\/h2>\n

Earlier this year at The Gathering by HousingWire in Scottsdale, Arizona, Guild Mortgage CEO Terry Schmidt spoke a bit<\/a> about the investments that Guild has made into its reverse mortgage division following the Cherry Creek acquisition.<\/p>\n

\u201cWith Cherry Creek, [our interest] was reverse,\u201d Schmidt said at the event in April. \u201cNow, we have a good reverse mortgage division<\/a> at Guild, and they do really great recruiting there, so we\u2019re learning a lot.\u201d<\/p>\n

Schmidt went on to say that the size of the company\u2019s overall mortgage portfolio means that a lot of customers already engaged with the company\u2019s services are getting closer to the qualifying age for a HECM.<\/p>\n

\u201cThere\u2019s a big portion of those customers that are getting to that age where [a reverse mortgage] may be their next type of transaction,\u201d she said. \u201cThe aging and demographics [provide] great opportunity. It\u2019s a great product to have, so we see it as a growing niche.\u201d<\/p>\n

\"Jim
Jim Cory<\/figcaption><\/figure>\n

For Cory, the commitment that Guild has shown to the reverse mortgage division is evident.<\/p>\n

\u201cThe company\u2019s made a huge investment in reverse,\u201d he said. \u201cWe service<\/a> most of our own loans on the traditional side as well as the reverse side. \u2018Customer for life\u2019 is something Guild talks about a lot, even before this reverse division was added, and this is a perfect pairing [to earn the business] of a customer for life.\u201d<\/p>\n

The overall mentality of a \u201ccustomer-for-life\u201d strategy would be incomplete if later life was not part of the equation, Cory said.<\/p>\n

\u201cI always like to say that you can\u2019t really present \u2018customer-for-life\u2019 if you don\u2019t have a reverse mortgage offering,\u201d he said. \u201cSo, our division fits in perfectly with that. And our marketing team is world-class and does all kinds of amazing stuff, and we\u2019re just starting to tap into that with reverse mortgages.\u201d<\/p>\n

Looking ahead to 2025<\/h2>\n

Guild\u2019s reverse division is headed into 2025 in a position of strength within the reverse mortgage industry. <\/p>\n

According to HECM endorsement data<\/a> for August tabulated by Reverse Market Insight<\/strong><\/a> (RMI), Guild\/Cherry Creek has hopped from the No. 8 position in August 2023 to No. 7 one year later, and it has grown its market share from 1.3% one year ago to 2.5% today. Unlike most of the industry, the majority of its business is conducted in Colorado, according to RMI.<\/p>\n

Current business and the long-term strategy through rebranding is tracking with the division\u2019s plans, Cory explained.<\/p>\n

\u201cIt\u2019s all part of the plan,\u201d he said. \u201cIt\u2019s the plan we\u2019ve been rolling out since most of this team came over from the Cherry Creek acquisition, which was almost a year and a half ago now. The goal has been to continue rolling out this product, making it easier and simplifying it. We really believe in simplifying the message.\u201d<\/p>\n

Like other companies that tend to lead with their forward mortgage offerings and then add reverse as an additional product, Guild doesn\u2019t necessarily think that intense HECM specialization is the path to growing the business overall, as Schmidt indicated in April. Still, Cory is a longtime reverse mortgage industry veteran and sees the virtues in a broader approach to specialization.<\/p>\n

\u201cI\u2019ll admit, after being in this business for about 27 years, I think we\u2019ve made it difficult over the years by suggesting you need specialization to offer it,\u201d he said. \u201cAnd while I agree that on the operational side \u2014 whether it\u2019s your loan origination system, other software, or different marketing \u2014 you absolutely need specialization. <\/p>\n

\u201cDifferent clients and their pace also play a role. But at the end of the day, we believe this is a relatively simple product when you compare it to other traditional mortgage options. There are more similarities than differences.\u201d<\/p>\n

Demystifying reverse mortgages<\/h2>\n

Despite the relative simplicity for the practitioners themselves, however, companies need to make a greater effort at \u201cdemystifying\u201d reverse mortgages, Cory said, which is what Guild Mortgage is aiming to do with its rebranding initiative. But with that also must come a robust educational program to bring more people up to speed on the dynamics of the reverse mortgage product.<\/p>\n

\u201cWe don\u2019t recommend anyone try to roll it out to inexperienced originators without preparation,\u201d he said. \u201cThat\u2019s why we\u2019ve put all these systems in place \u2014 training is the first priority but also the support through the origination system software, point of sale and more. There\u2019s a lot that goes into it to help build confidence for our traditional loan officers.\u201d<\/p>\n

Some might benefit from a walkthrough process akin to an apprenticeship, while others may take to it more quickly.<\/p>\n

\u201cSome of my longtime colleagues have expressed concern \u2014 not specifically about Guild \u2014 but about forward originators trying to roll this out to the masses without the proper support,\u201d Cory said. \u201cWe have all these different methods of delivering this, and I think that\u2019s a really important point.\u201d<\/p>\n<\/div>\n","protected":false},"excerpt":{"rendered":"

At the end of August, Guild Mortgage announced a suite of products under the name \u201cFlex Payment Mortgage,\u201d which includes Home Equity Conversion Mortgage (HECM) reverse mortgage products alongside refinances, proprietary jumbo options and HECM for Purchase (H4P) loans. Jim Cory, managing director of Guild\u2019s reverse division, previously spoke with HousingWire\u2019s Reverse Mortgage Daily (RMD) […]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-58847","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"yoast_head":"\nGuild\u2019s Jim Cory on company confidence in reverse mortgages - Houses Marketplace<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/housesmarketplace.trio-tv.com\/ru\/guilds-jim-cory-on-company-confidence-in-reverse-mortgages\/\" \/>\n<meta property=\"og:locale\" content=\"ru_RU\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Guild\u2019s Jim Cory on company confidence in reverse mortgages - Houses Marketplace\" \/>\n<meta property=\"og:description\" content=\"At the end of August, Guild Mortgage announced a suite of products under the name \u201cFlex Payment Mortgage,\u201d which includes Home Equity Conversion Mortgage (HECM) reverse mortgage products alongside refinances, proprietary jumbo options and HECM for Purchase (H4P) loans. 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