For Homecare Professionals

I am a Certified Aging-in-Place Specialist (CAPS) and provide a service to help homecare providers get new clients and keep their existing clients — at no cost to you.

Three important services for your clients: 1. Researching additional Federal, State, and local benefits, 2. Home equity funding if they qualify, and 3. an accessibility review of their home to identify changes that will make their homes safer, help the caregivers, and give your clients a feeling of comfort and independence.

Often seniors suffer without receiving the care they need due to financial limitations.

Suffering 1As a provider of Non-Medical Homecare, your first concern is providing the best care available for your clients. However, you have clients of differing means. Some have the financial resources to pay for all the hours needed for their care. Others may be of limited liquid assets and are not able to afford all the care they need. Many of these clients may own their home, but they have no way to access the equity in their home to pay for the care they need. They are unable to qualify for a Home Equity Loan form a bank, and if they sell their home, they would have to rent and pay for home care, thereby using up their money in a short time.

Brighter future for senior homeowners

Homecare 8After researching the benefits available from Federal, State, and local programs, we look to other sources. Seniors with limited means who own their homes can use a Home Equity Conversion Mortgage (HECM), commonly called a reverse mortgage, to access some of the equity in their home, increase their cash flow, and get the care they need. This money may be used to pay for home care, accessibility remodeling, or anything needed to make their lives more comfortable. The HECM loan is highly regulated with recent changes that have added even more Safeguards for Seniors, but the most important factor is working with an experienced loan officer who has the highest ethical standards and puts the best interests of his clients first, Charles Guinn. The HECM loan is an important decision for seniors, their family members, and their caregivers, and should be fully understood by everyone involved.

Seniors, especially when they are ill or physically challenged, can be taken advantage of by telephone salespeople. Often seniors see the old actor on TV, or go on the internet, and call the 800 number. They get a “Call Center” with a phone salesperson. And those people are experts in convincing older folks to buy whatever they are selling. What the senor homeowner gets is the loan that makes the salesperson the most commission. I have seen it numerous times where the loan from a Call Center needlessly wasted the senior’s home equity.  It would serve your clients well to help them avoid the salespeople at the Call Centers for mortgages or any other financial product.

Your reputation is at stake

I realize that when you use me, ore any other professional, as a resource for your clients, you are putting your reputation on the line. With over 20 years in the financial and lending industries, I have the experience you can depend upon, and I adhere to HIPAA compliant record keeping. I am not just a voice on the phone. I see each of my clients personally. I follow-up after the loan closes. And I am easy to contact any time. People can find my phone and home address simply by a Google search. My business is by referral, and the only way I succeed is to have happy clients.

Work with a highly rated company

It may surprise you but those “celebrities” you see all over TV have some of the worst independent consumer ratings in the industry. Compare All Reverse Mortgage and you will see the crystal clear difference, from customer service to loan terms we never compromise. Follow these links to see our ratings:

Top A+ Rating By The Better Business Bureau
Trustlink Independent Reviews 5 out of 5 Stars
eKomi Independent Reviews 4.9 out of 5 Stars

See Customer Testimonials

All Reveres Mortgage isn’t the largest, and we don’t have Old Actors on TV trying to convince gullible people to call phone sales people and get sold some form of a reverse mortgage. We are a strong, well funded mortgage banking company with solid, experienced professionals who work with financial planners, Realtors®, CPAs, attorneys, and homeowners in planning and funding the HECM Reverse Mortgages that best suit the client’s needsWe are based in California, with some of the strictest oversight and the most stringent mortgage rules in the country.

Two large organizations support and advocate using the HECM loan for Home Care

Reverse mortgages have received a lot of press lately. NBC Nightly News, ABC, and CBS have all run stories. Of course there are pros and cons to reverse mortgages, but interestingly enough, two large organizations support and advocate them, especially for seniors who need long-term care. A study released by The National Council on the Aging (NCOA) shows that reverse mortgages can be used by over 13 million Americans to pay for long-term care expenses at home, allowing many to remain independent and in their homes longer. The “Use Your Home to Stay at Home: Expanding the Use of Reverse Mortgages to Pay for Long Term Care” report, funded by the Centers for Medicare and Medicaid Services and the Robert Wood Johnson Foundation, also shows how reverse mortgages can alleviate financial pressure not only for individuals and families, but also for state Medicaid programs and the federal government.

Facts About Reverse Mortgage Click Expand Section


Simple facts about the Home Equity Conversion Mortgage, commonly called a Reverse Mortgage:

• For people at least 62 years or older.

• The Title remains in your name. The Bank DOES NOT own your home.

• Even if you use all the money you qualify for, you can stay in your home the rest of your life.

• The loan only comes due if you (or your spouse) do not occupy the home.

• Of course, you must pay the taxes, insurance, HOA if any, and for home maintenance, as with any loan.

• When you pass, the home goes to your heirs. They have the option to sell or keep the home by paying off the loan, and they have ample time to decide. All remaining equity over the loan balance goes to your heirs.

• Allows for conversion of some home equity into cash without moving or selling.

• Independent counseling is required before application can be taken, this is to protect the borrower.

• Safe – highly regulated by HUD, with recent changes for more protection.

• Federally insured by the FHA.

• The money received is usually tax-free.

• All remaining equity, the amount over the loan, goes to you, your estate, or your heirs.

• Minimal credit qualification requirements.

• Minimal income qualification requirements.

• No monthly loan payments.

• Non-recourse loan – If home value declines below loan amount, you or your heirs will not owe the difference.

• Social Security and Medicare benefits are NOT effected.

• Not locked in — you can move, sell, or repay the principal balance at any time – no prepayment penalty.

• May take your money:

  • Most at one time
  • In monthly payments
  • Set up a Line of Credit to take your money only as you need it.

 

Areas Where HECM Loan Is Useful To Homecare Providers

For Existing Clients

Homecare providers may be apprehensive to discuss financial matters with clients.

elderly dame and young brunette having breakfast

Seniors with limited means who own their home can use a Home Equity Conversion Mortgage (HECM), commonly called a reverse mortgage, to access some of the equity in their home, increase their monthly cash flow, and get the care they need. This money may be used to pay for home care, accessibility remodeling, or anything needed to make their lives more comfortable. The HECM loan is highly regulated with recent changes that have added even more Safeguards for Seniors. But the most important factor is working with an experienced loan officer who has the highest ethical standards and puts the best interests of his clients first, that is me – Charles Guinn. The HECM loan is an important decision for seniors, their family members, and their caregivers, and should be fully understood by everyone involved.

Seniors, especially when they are ill or physically challenged, can be taken advantage of by telephone salespeople. Often seniors see the old actor on TV, or go on the internet, and call the 800 number. They get a “Call Center” with a phone salesperson. And those people are experts in convincing older folks to buy whatever they are selling. What the senor homeowner gets is the loan that makes the salesperson the most commission. I have seen it numerous times where the loan from a Call Center needless wasted the senior’s home equity.  It would serve your clients well to help them avoid the salespeople at the Call Centers for mortgages or any other financial product.

Solution to the Problem

First, Training: I meet with you and your staff for a short informational training about the New Home Equity Conversion Mortgage. usually about one hour. In this session I go over the misconceptions and the facts so the attendees have a basic understanding of how the loan works. Then I discuss some ways to tactfully identify if there is a funding need. This training gives the caregiver more confidence to establish a partner relationship with the client.

Second, Review All Funding Options: When the need is identified, a HECM loan may not be the only source for the extra money needed. There are lots of state and local government programs that the client may qualify for, and even charitable assistance organizations that may help.

When the subject of obtaining additional funding for homecare does come up, it may be best to say,

“We have a fellow who researches funding sources,would you care to meet with him?”

Meeting With Your Client

National Counsel on AgingWhen I meet with your client there’s no “selling.” I do a Benefits Checkup and an Economic Checkup through the National Council on Aging (NCOA) to find all the sources for fundinhomecare that might be available to your client. Most times there are sources available that never occurred to the client, and they are happy to find out about them. My recommendation is to use any other funding they can prior to using HECM reverse mortgage loan funds.This is to protect the equity in their home for the longest period possible.

For Acquiring New Clients

You get the first time caller, the first thing they ask is the price, and the next thing they say is the price is too high.

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Often the person who most frequently answers the phone and takes inquiries from prospective clients has not been fully trained to capture the caller and turn inquiries into admissions.  When that’s the case, the most challenging objection is price.

There are first contact and marketing personnel with differing levels of training and experience at homecare providers here in Southern California. Some are secretly dreading that next incoming call. Whatever their level of expertise, I have yet to find one that would not welcome more training, especially when it is provided at no cost.

I provide one-on-one training for your staff members who are responsible for making that first contact, providing information about your service, and overcoming that objection about the “price.” I have been in the sales and marketing field since 1975, was regional manager for an insurance company, managed real estate offices, and loan brokerages. The training is workshop style and is adaptable to the experience level of your staff members. Sometimes the material is brand new to people, and other times it is a refresher, centering the person and renewing their energy and zeal for the job.

Collateral Materials Provided for Your Use

AR Brochure Home care cover artA three-fold brochure is available, at no cost to you, titled “Concerned About Funding Home Care and Accessibility Remodeling” explaining the use of the HECM loan for this purpose. It notes that the National Academy of Elder Law Professionals and the AARP organization have recommended getting a reverse mortgage to fund care. This works well as a hand-out to tactfully broach the subject of additional funding, as well as a welcome addition to your billing envelope so the information gets directly to the person paying your bill. Often it stimulates conversation that leads to funding for more hours of needed care that would otherwise go lacking.

Workshop materials for the training are provided.

Download Funding for Home Care Brochure by clicking here.

charles AllRMC copy

My Goals:

My Primary Goal in all of my work is to help my clients have a comfortable and sustainable place to live for the rest of their lives.

My Homecare Goal is to help my clients find the resources to pay for the homecare that they need. The most efficient way to do that is to be of service to your agency and, in turn, your clients. Then, when the need arises, together we will be able to help your client with the homecare they need.

Our Shared Goal:  I realize that as time progresses, some of our clients will eventually need the services of a nursing home or assisted living facility. That is just a fact of life. However, if we work together to keep our clients as independent as possible for as long as possible in their own home, then we will have accomplished our goal and helped our clients.

Please call me, or use the contact form at the right, to arrange an appointment at your office to discuss how my service could help your business. Remember, there is no cost to you.

Charles Guinn — 310-616-6965

 

Homecaare Pro Info art

 

Download a copy of this material in pdf format Click Here.

 

More Information About Reverse Mortgages

Are Reverse Mortgages Really More Expensive?   

How Reverse Mortgages May Be Used   

Exactly What is a HECM Reverse Mortgage?