A Tale of Three Advisors: How the Reverse Mortgage Enhanced and Grew the Practices of 3 Financial Practitioners

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3 Advisors


One of an advisor’s biggest challenges is how to make their clients’ income and assets last through an ever-lengthening retirement. Every available tool and resource must be considered in order to achieve this goal. Backed by research from such institutions as the American College, the Reverse Mortgage has become one such tool, optimizing retirement outcomes.

But how can (and should) today’s advisor take the Reverse Mortgage concepts they’ve heard about and turn them into compliant, practical strategies for their clients? And when are they best implemented?

Join Don Graves, RICP®, president of the Housing Wealth Institute and Adjunct Instructor of Retirement Income at the American College, as he leads a discussion with three active advisors who have incorporated Housing Wealth into their planning conversations: Curtis Cloke, CLTC, LUTCF, RICP®; Marshall Lipson, CLU; and Jim Heafner, CFP®, CTS.

They will be discussing:

  • How Housing Wealth has led to more significant planning conversations and helped them grow their practices.
  • When they first discovered the Reverse Mortgage as a planning tool and what surprised them about it.
  • How they broach the subject with their clients and address outdated prejudices.
  • How Housing Wealth can be used to improve cash flow, reduce retirement risks, improve liquidity and increase tax efficiencies.
  • Their experience with compliance and any resistance they have faced.

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Before his retirement, Marshall Lipson, CLU, was Managing Director of Professional Development for the Society of Financial Service Professionals. During his 28 years with the Continuing Education/Professional Development Department he developed hundreds of programs working directly with practitioners. He is considered an expert in adult learning design modules and delivery systems and has been sought after for his expertise in practical, high level content development for most of the profession’s representative associations.

Curtis Cloke, CLTC, LUTCF, RICP®, is an award-winning financial professional and retirement income expert, trainer, and speaker with over 29 years of experience in income distribution planning. Beyond using annuities to create guaranteed income for life, he shows advisors how to generate the maximum inflation-adjusted income for their clients using the least amount of the portfolio.

Jim Heafner, CFP®, CTS, and author, is founder and president of Heafner Financial Solutions, Inc. He is an Ed Slott Master Elite IRA Advisor and has qualified for the Million Dollar Roundtable year after year. Jim the author of multiple books and has been featured on ABC, NBC, CBS and FOX TV as well as in The Wall Street Journal and Forbes Magazine. He is a contributing author to US News and World Report, Worth Magazine, Fox Business, New York Post, Fiscal Times, Fortune.com and MSN.com.