{"id":60170,"date":"2025-06-12T03:05:08","date_gmt":"2025-06-12T01:05:08","guid":{"rendered":"https:\/\/housesmarketplace.com\/fairway-longbridge-lead-reverse-mortgage-presence-at-the-gathering\/"},"modified":"2025-06-12T03:05:08","modified_gmt":"2025-06-12T01:05:08","slug":"fairway-longbridge-lead-reverse-mortgage-presence-at-the-gathering","status":"publish","type":"post","link":"https:\/\/housesmarketplace.trio-tv.com\/ru\/fairway-longbridge-lead-reverse-mortgage-presence-at-the-gathering\/","title":{"rendered":"Fairway \u0438 Longbridge \u043b\u0438\u0434\u0438\u0440\u0443\u044e\u0442 \u0432 \u043e\u0431\u043b\u0430\u0441\u0442\u0438 \u043e\u0431\u0440\u0430\u0442\u043d\u043e\u0439 \u0438\u043f\u043e\u0442\u0435\u043a\u0438 \u043d\u0430 The Gathering"},"content":{"rendered":"
\n

This week at The Gathering<\/a> by HousingWire<\/strong>, reverse mortgages took center stage on Tuesday as HW Media<\/strong> CEO Clayton Collins welcomed two leading industry executives to the stage.<\/p>\n

Dan Ventura, the president of reverse mortgage lending at Fairway Independent Mortgage Corp.<\/strong><\/a>, and Chris Mayer, CEO of Longbridge Financial<\/strong><\/a>, spoke in front of the assembled professionals about what they hope to accomplish in elevating and expanding the reverse mortgage marketplace to new participants.<\/p>\n

The conversation began with an introduction to both men and their companies. Mayer discussed his role as a tenured professor at Columbia University and how his work has sought to highlight the unique issues faced by older Americans in or near retirement<\/a>.<\/p>\n

Meanwhile, Ventura described Fairway\u2019s 2015 entrance<\/a> into the reverse mortgage industry as a principal agent \u2014 and how the larger company aims to leverage its robust forward mortgage operations in its reverse pursuits.<\/p>\n

Need for education<\/h2>\n

When asked about how they bring awareness to other parts of the industry, Ventura stated that Fairway\u2019s approach is similar to the one it takes with consumers. <\/p>\n

Reverse mortgage information can be challenging to find despite the industry\u2019s immense investments in educational materials<\/a> over the years. And that\u2019s also true of forward lending professionals that Fairway may aim to bring into the reverse fold.<\/p>\n

\u201cIt\u2019s heavy on education and explaining what the product is, and how it can benefit clients that may not even think that they need a reverse mortgage,\u201d Ventura said. \u201cIt\u2019s a constant [cadence of] education and awareness.\u201d<\/p>\n

Collins pointed out that many people don\u2019t believe they need a reverse mortgage, and he asked about the challenges homeowners might face that could get them to consider the product.<\/p>\n

Ventura described how it often comes down to educating financial advisers \u2014 a key reverse mortgage industry referral source target<\/a>. Ventura mentioned the potential mitigation of sequence-of-returns risk<\/a> as a use case for a reverse mortgage, but these use cases require significant focus on education to bring potential customers and their trusted advisers up to speed.<\/p>\n

Market size vs. potential<\/h2>\n

When asked about the size of the market, Mayer described it as \u201cenormous\u201d but with a lot of unrealized potential.<\/p>\n

\u201cLast year, more than 1.1 million people 62 and older applied for a mortgage,\u201d Mayer said. \u201cOf that number, just under 300,000 were rejected for the loan they applied for. Of those people, the majority would actually qualify for a reverse mortgage. <\/p>\n

\u201cSo folks here and elsewhere are leaving hundreds of thousands of loans on the table. And that\u2019s just the people who applied. Don\u2019t forget about the people who didn\u2019t apply because they looked [at the terms and reasoned they] couldn\u2019t get it.\u201d<\/p>\n

That makes the market a sizable one, but Mayer contended that it\u2019s still \u201cunderestimated substantially.\u201d This is because roughly one-third of all homes owned in the U.S. are by people ages 65 and older, he said.<\/p>\n

\u201cThat\u2019s going up between 3% to 5% over the next 10 or 15 years,\u201d he said. \u201cBy then, the total will get closer to 40%.\u201d<\/p>\n

Matching products with people<\/h2>\n

Mayer also turned his attention toward the crowd of assembled mortgage and real estate professionals. He said that the business at large can lament that older people are choosing to remain in their homes<\/a> instead of selling them to new buyers \u2014 or they can pivot some of their offerings to serve these homeowners with new loan products catered to them<\/a>.<\/p>\n

\u201cInstead, we offer them products that actually don\u2019t fit their needs,\u201d he said. \u201cIt\u2019s as if you tell a first-time buyer, \u2018I\u2019m sorry, we have one product. It\u2019s the Model T. It has a 20% down payment.\u2019\u201d<\/p>\n

The common refrain in the wider industry today is that mortgage products for older people force them to stay in retirement without saving<\/a> to use money for their own needs, Mayer added. <\/p>\n

Beyond that, offering the same group of products to a cohort in a different place in life, with a different income profile, will not yield results that businesspeople will find beneficial.<\/p>\n

\u201cWhat are we going to do to your payment? We\u2019re going to turn it into a fully amortizing loan over the next 15 years,\u201d Mayer said. \u201cWe\u2019re going to increase your payment 40% at a point in time in your life where income is down. <\/p>\n

\u201cWe shouldn\u2019t be surprised if we find 7 million people who are sitting paying 30% to 50% or more of their income in retirement on their home, half of them paying more than 50% of their income, and hundreds of thousands of people applying for loans with a debt-to-income ratio of 50% and above \u2014 and of course, getting rejected.\u201d<\/p>\n

Creating more viable solutions for the cohort that owns such a large share of homes across the country \u2014 and who are increasingly unwilling to sell \u2014 should be a priority, Mayer said.<\/p>\n

Look for more from this session soon on <\/em>HousingWire<\/em><\/strong>\u2019s Reverse Mortgage Daily (RMD).<\/em><\/p>\n

Join us next year at\u00a0The Gathering 2026<\/a>\u00a0in Austin, April 27-30, as we once again build the most powerful room in housing. Industry leaders, like those featured here, will deliver insights you can act on and provide the connections that move your business forward.\u00a0Register now<\/a>\u00a0to lock in our lowest prices.<\/em><\/p>\n<\/div>\n","protected":false},"excerpt":{"rendered":"

This week at The Gathering by HousingWire, reverse mortgages took center stage on Tuesday as HW Media CEO Clayton Collins welcomed two leading industry executives to the stage. Dan Ventura, the president of reverse mortgage lending at Fairway Independent Mortgage Corp., and Chris Mayer, CEO of Longbridge Financial, spoke in front of the assembled professionals […]<\/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-60170","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"yoast_head":"\nFairway, Longbridge lead reverse mortgage presence at The Gathering - 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\/fairway-longbridge-lead-reverse-mortgage-presence-at-the-gathering\/\" \/>\n<meta property=\"og:locale\" content=\"ru_RU\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Fairway, Longbridge lead reverse mortgage presence at The Gathering - Houses Marketplace\" \/>\n<meta property=\"og:description\" content=\"This week at The Gathering by HousingWire, reverse mortgages took center stage on Tuesday as HW Media CEO Clayton Collins welcomed two leading industry executives to the stage. 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