Reverse mortgage professionals struggling with consumer hesitation may find their most effective entry point isn’t home equity, but rather Social Security.

That was the message from Thomas Drapala, director of strategic partnerships at the National Association of Registered Social Security Analysts (NARSSA), who on Thursday led a webinar hosted by the National Reverse Mortgage Lenders Association (NRMLA).

Rather than leading with product, Drapala urged reverse mortgage originators to start with education, specifically around Social Security claiming strategies, to build trust and uncover housing stability goals.

“Social Security is a universal topic,” Drapala said. “Almost everyone is going to claim it. Not details ⇒

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