4.3.25 Using HECM Tool and Video Marketing to Financial Advisors

🎯 Summary: Using the HECM Tool to Educate Financial Advisors Through Video

The training emphasizes how to use screen-capture videos to communicate the benefits of reverse mortgages (rebranded as “retirement mortgages” or “HECMs”) to financial advisors. The goal is to help advisors:

• Preserve assets under management (AUM)
• Eliminate client mortgage payments
• Generate more tax-free income for clients
• Retain or grow managed funds

🔑 Key Points:

• Keep It Simple: Don’t overwhelm advisors with jargon or multiple concepts. Focus on one client scenario per video.

• Use Case-Based Messaging: Each video should tell the story of a typical client, such as someone with a mortgage payment that risks depleting their retirement accounts.

  Focus on AUM Preservation: Show how eliminating a mortgage payment helps the advisor keep more money under management.

  Use Screen Capture Tools:

  • Loom (free for up to 25 videos)
  • AppSumo alternatives (one-time purchase tools)
  • CapCut (advanced editing)
  • BombBomb (popular in the mortgage industry)
• Video Length: Ideally 1–2 minutes. If longer (e.g., 5 minutes), make sure it’s still punchy and focused.
• Tone: Be natural, conversational, and authentic. Don’t worry about being perfect.

✅ Action Steps for HECM Tool Users

1. Set Up Your Tools

• Create a free Loom account
• Optional: Browse AppSumo for other screen-recording options
• Prepare your HECM Tool account with a test advisor profile and client scenario

2. Pick a Single Message/Client Avatar

Choose one of these topics:

• Eliminate mortgage payment and preserve AUM
• Short-to-close scenario with < 100% payoff
• Use HECM for purchase vs. paying all cash
• Increase AUM from reverse purchase transactions

3. Outline Your Talking Points

Bullet point script ideas:

• "This is for your clients 62+ making a mortgage payment."
• "We can eliminate $2,300/month = $27,600/year in mortgage payments"
• "This frees up cash flow and reduces AUM drawdown."
• "Line of credit grows tax-free and accessible for future needs"

4. Record Your Video

• Log into Loom and record your screen while using the HECM Tool
• Keep it under 2 minutes
• Speak directly to the advisor (e.g., “Hey Patrick, I made this for you…”)

5. Send the Video

• Email or text the video link to the advisor

• Follow up within 2–3 days with a quick call or message:

  "Did you get a chance to watch that video? I’d love to hear your thoughts and see if you have any clients in this situation."

6. Repeat Monthly

• Send a new short video each month highlighting a different client scenario
• Stay top-of-mind by becoming a steady source of insightful, helpful content

🎬 Scenario:

The client is 71 years old, owns a $1 million home, and has a $ 235,000 mortgage with a monthly payment of $2,200.

You want to show the advisor how you can:

• Eliminate the payment
• Preserve AUM
• Create a tax-free line of credit

✅ Step-by-Step Walkthrough for Loom Recording

1. Prep Your HECM Tool Report

• Create a sample client: “Patrick Smith”
• Age: 71
• Home value: $1,000,000
• Mortgage: $235,000
• Monthly payment: $2,200
• Select a line of credit HECM option (2.25% margin is suitable for demo)

2. Bullet Points for Your Video Script (Keep These Visible While Recording)

You don’t need to read it word-for-word—use it as a guide:

🎥 Script:

Hey Patrick, Tane here.

I wanted to show you a quick solution for clients who are 62 and older, still making a mortgage payment, and at risk of drawing down their retirement funds too fast.

Take a look at this case. This client is 71, has a $1M home, and still owes $235K with a $2,200/month payment.

Using a retirement mortgage—what most know as a HECM—we eliminate that payment entirely.

Look here:

• Mortgage gets paid off.
• They get $39,900 at closing.
• And an additional line of credit of $93,847, tax-free.
• That line of credit grows over time—here in 10 years it’s nearly $200K.

That’s powerful. We just created a tax-free bucket of funds and freed up over $26K/year in cash flow.

Think of the AUM that’s preserved. Less drawdown. More peace of mind for your client.

Let me know if anyone comes to mind in your book of business—happy to walk them through it.

🖥️ Loom Recording Walkthrough

Before Recording:

• Open the HECM Tool with the finished report on-screen
• Have your bullet points off to the side or taped to your monitor
• Start Loom > Select "Screen + Camera" > Make sure your face is showing in the corner

Recording Flow:

1. Start on your face for the intro – “Hey Patrick, Tane here…”

   Switch to screen share showing the report with:

   • Home value, mortgage, age
   • Cash at closing + Line of Credit
   • Annual payment savings
   • Graph showing home equity vs. loan balance over time
2. Scroll slowly to emphasize the value build-up and growing line of credit

3. End back on camera, personal sign-off:

   “Let me know who this might help—I’d love to be a resource.”

💡 Pro Tips:

• Keep it under 2:00 minutes
• Be relaxed, natural, conversational—not scripted
• Use the advisor’s name if it's 1-to-1
• Always end with a CTA: “Let me know who this might help.”

🎯 Scenario: HECM for Purchase — Preserve & Even Increase AUM

Client:

• 65 years old
• Selling a home and netting $500,000
• Wants to buy a $700,000 home
• Typically, they'd withdraw an extra $200K from investments
• Solution: Use a HECM for Purchase and preserve that $200K

✅ Step-by-Step Loom Recording Walkthrough

🎥 Script:

Hey [Advisor’s Name], Tane here.

I wanted to share a powerful strategy for your clients who are thinking about buying a new home in retirement and planning to use investment funds to do it.

Let me walk you through a real example using the HECM Tool.

Here’s the setup:

• 65-year-old client
• Sells their home and nets $500K
• Wants to buy a home for $700K

Normally, they’d come to you and say: "Can I take $200K out of my investments to make up the difference?"

Instead—look at this:

• We use a retirement mortgage (HECM for Purchase)
• Client puts in their $500K
• The HECM covers the additional $200K
• No monthly mortgage payment required

That means:

✅ You keep the $200K invested

✅ Client gets the home they want with no mortgage payment

✅ No drawdown, no taxable event, no stress

And here’s what gets exciting…

What if 10 of your clients did this? That’s $2M preserved under management at your firm instead of being pulled out.

This is one of my favorite strategies to show because it adds value to both the client and the advisor.

If this sparks any ideas, I’d love to brainstorm more with you—just let me know.

🖥️ Loom Recording Tips:

Before Recording:

• Build the scenario in the HECM Tool:
  • Client age: 65
  • Purchase price: $700,000
  • Cash from client: $500,000
  • Reverse loan: ~$200,000
  • No monthly payment
• Set the comparison to "All Cash" in the report options
• Have the graph and summary data visible for screen sharing

Recording Flow:

1. Start on your camera for a personal intro

   Switch to screen share on the HECM Tool report showing:

   • Purchase price
   • Loan amount vs. cash to close
   • No monthly payment
   • Visual of investment preserved
2. Scroll down to highlight how AUM is preserved/increased

3. End with a simple CTA:

   “Let’s talk about who in your book of business this could help.”

🎯 Scenario: Increase AUM with HECM for Purchase

Client:

• 65 years old
• Selling current home for $1,000,000
• Net proceeds: $900,000
• Wants to downsize and buy a $800,000 home
• Instead of paying all cash, they use a HECM for Purchase
• They now only need $562,000 in cash to close
• Result: $338,000 preserved and available to invest

✅ Step-by-Step Loom Video Script

Hey [Advisor’s Name], it’s Tane.

I wanted to show you a powerful move for clients who are downsizing—specifically those selling a higher-priced home and buying a slightly smaller one in retirement.

Let’s look at this scenario together.

• Client is 65
• Sells their current home for $1,000,000 and nets $900,000
• They want to buy a new home for $800,000

Normally, they’d just use their sale proceeds and pay all cash, right? But look at what happens if we use a HECM for Purchase instead:

• The client only needs to bring $562,000 to closing
• That leaves them with $338,000 they can keep invested with you
• No monthly mortgage payment

So now:

✅ They get the home they want

✅ No monthly mortgage payment

✅ $338,000 stays under your management

That’s new investable capital—without compromising their lifestyle or adding financial stress.

Now imagine if we helped 10 of your clients do this this year. That’s $3.38 million in new AUM, or roughly $33,800 a year in recurring revenue if you're charging 1%.

That’s how powerful this strategy is.

If this reminds you of any clients looking to downsize or buy something new in retirement, let’s explore how this could work for them.

🖥️ Loom Recording Instructions

Before Recording:

• Open HECM Tool with:
  • Purchase price: $800,000
  • Client funds: $562,000
  • Client age: 65
  • Loan: ~$238,000

  • Comparison: “All Cash” purchase

    Pull up visuals that highlight:

  • Purchase strategy
  • Investable funds preserved
  • No monthly payment

During the Recording:

1. Greet the advisor with the camera on
2. Share the HECM Tool report
3. Walk through the breakdown
4. Emphasize the leftover funds and increase in AUM

5. End with a soft CTA:

   “Let’s talk through who this might help in your client base.”

💼 Scenario: $2M Purchase Using Choice Fixed at Age 72

Client Profile:

• Age: 72
• Wants to buy a new $2,000,000 home in retirement
• Has significant equity from a previous sale or investment account
• Doesn’t want a mortgage payment
• Is open to a strategic financial approach
• Advisor wants to preserve assets and avoid a significant cash-out

✅ Choice Fixed HECM for Purchase Highlights (Estimates)

(Assuming the Choice Fixed loan program offers ~40–45% loan-to-value at age 72)

• Purchase Price: $2,000,000
• Required Down Payment: ~$1,100,000
• Loan Amount: ~$900,000 (No Monthly Payment)
• Remaining Capital Preserved: $900,000+

🎥 Loom Video Script: High-End Purchase Strategy

Hey [Advisor’s Name], Tane here.

I wanted to walk you through a premium-level home buying strategy that could help your higher net worth clients preserve close to a million dollars in capital—while still buying the $2M home they want.

Here’s the setup:

• Client is 72 years old
• Looking to buy a $2 million home in retirement
• They want to avoid a monthly mortgage payment

Normally, they’d pay the full $2 million in cash or pull the balance from an investment account.

But with the Choice Fixed reverse mortgage for purchase, we only need about $1.1 million down—and the rest is financed with no required payment.

That means:

✅ Client gets the home they want

✅ Preserves nearly $900,000 in liquidity

✅ No tax liability from withdrawals

✅ No impact to monthly cash flow

For you as the advisor, that’s $900,000 that stays under your management.

And if we put that in perspective:

• Let’s say your client base includes 5–10 people downsizing or relocating into higher-end homes
• This strategy could easily preserve $4–9M in AUM

Plus, the Choice Fixed product gives fixed-rate stability and works great for higher value homes.

Let me know if you’d like to see the numbers for a specific client scenario—I’d be happy to walk through it with you.

🖥️ Loom Setup Instructions:

In the HECM Tool:

• Choose the Choice Fixed product (proprietary reverse mortgage)
• Client Age: 72
• Purchase Price: $2,000,000
• Estimate Down Payment: $1.1M

• Loan: ~$900,000

  Set comparison to “All Cash”

  Highlight:

  • Total preserved liquidity
  • “No payment” feature
  • How does this protect investment assets and avoid taxable events

Recording Tips:

• Keep it professional and conversational (your tone should match the high-end nature of this client)
• Use their name if this is a 1-to-1 video
• Emphasize liquidity, no payment, and the increase in investable assets

• End with:

  “Let’s talk about which of your clients this might be a good fit for.”

💌 Email Template: $2M Choice Fixed Purchase

Subject line options:

• A strategy to preserve $900K in liquidity while buying a $2M home
• How your clients can buy a $2M home without touching their portfolio
• This high-net-worth move preserves AUM & eliminates payments

Email Body:

Hi [Advisor’s First Name],

I recorded a quick video for you that walks you through a high-net-worth client scenario, which I think you’ll appreciate.

📌 It’s about helping a 72-year-old client buy a $2 million home — without using all cash or pulling from investment accounts.

By using the Choice Fixed reverse mortgage for purchase, we only need about $1.1M down, and the rest is financed with no monthly mortgage payment.

That leaves nearly $900,000 in liquidity that your client can keep invested with you. No tax event, no drawdown, and no compromise on the home they want.

Here’s the video (2 mins):

👉 [Insert Loom Video Link Here]

If you have clients looking to buy, relocate, or downsize, this could be an ideal move for them—and for your AUM strategy.

Let me know what you think or if you want to run a client-specific scenario.

Best,

Tane Cabe

NMLS #78590

Retirement Mortgage Specialist

✅ Optional P.S.:

P.S. This works even better when the client is selling a more expensive home and buying a less expensive one—we can often increase assets under management using this approach.