From Dead Leads to Double Deals

By Richard McWhorter, Senior Retirement Mortgage Advisor

Reviving Expired Listings and FSBOs with a Smarter Strategy

If you’ve been in real estate for any length of time, you know the story:

• The listing that sat too long, then expired.
• The FSBO that held firm on price and got zero traction.
• The would-be seller who said, “We want to move, but…” and never called back.

These are the leads most agents forget about.

But they might just be the easiest wins hiding in plain sight – especially when the homeowner is age 62 or older.

Let’s talk about how a financing strategy called HECM for Purchase (Home Equity Conversion Mortgage) can revive these old leads – and turn them into not just a single sale… but possibly two closings from one conversation.

Why These Leads Deserve a Second Look

Expireds and FSBOs usually share one thing in common: the numbers didn’t work.

Not the home.
Not the agent.
Not the effort.

It was the math – or more accurately, the financing fear behind the move.

Many older homeowners want to relocate – to downsize, move closer to family, ditch stairs, reduce upkeep, or lower cost of living… but when they realize they’d need:

• To pay cash to avoid a new mortgage
• Or take on payments they can’t stomach
• Or dip into retirement savings they’d rather protect

they freeze.

And your listing quietly dies on the vine.

But what if you could give them a way to:

• Sell their current home
• Buy a more suitable home
• Never make a monthly mortgage payment again… just like an all cash offer

That’s what HECM for Purchase makes possible.

What Is HECM for Purchase, in Realtor Terms?

Think of it this way:

Your client sells their current home.
They use roughly 60–70% down (depending on age, and typically from the sale of their current home) to buy their next primary residence.
The remaining balance is covered by a reverse mortgage loan – no required monthly principal or interest payments, ever.

They keep the home. They stay on title. They preserve cash.
And you, the Realtor, can close two sides of the transaction.

• Listing sale
• New purchase
• Happy, less-stressed client
• Higher GCI

Not a bad comeback story for a lead you were about to delete… or continue ignoring.

How to Spot a Hidden HECM Opportunity

Here’s a quick screening tool you can use today:

1. Age 62+: If one or both owners are 62 or older, it’s worth a look.
2. High equity: Long-term owners, free-and-clear homes, or big down payment potential.
3. Failed move attempts:  If they wanted to relocate but said, “We just couldn’t make the numbers work.”
4. Payment-averse mindset:  “We don’t want another mortgage,” “Can’t afford the monthly payments,” or “Not dipping into our savings.”
5. Motivated but discouraged: They wanted to move. They just didn’t know how to do it safely.

If you see 2–3 of these signals, you’ve got a lead that’s very likely to respond to a smarter financing option.

Real World Example

One of the Realtors I work with had an expired listing from six months ago – a retired couple in a 2-story, high-maintenance house. They wanted a one-story villa in a 55+ community but didn’t think they could afford it without draining their nest egg.

And, worse still, the homes they wanted were a little out of their price comfort zone.

She reached out again and introduced the HECM for Purchase strategy.
They ended up selling their original home and found a villa that was a little nicer than the ones they were originally looking at.

How? They had cash for 65% down, and ended up keeping $100K in reserve for emergencies.

And, the extra bonus? The Realtor earned two commissions, while the clients gained peace of mind they didn’t think was possible.

All because of one call… and a new approach.

Don’t Chase Cold Leads. Cultivate the Warm Ones.

You already have the list.
The lead’s already “raised their hand.”
They just stalled out.

Let me help you revive them with the right message.

We can even take it a step further…

Lead Revival Program: Let Us Do the Heavy Lifting

If you’ve got a spreadsheet of past expireds, FSBOs, or leads who didn’t move forward — let us screen them for age and equity, then drip on them with educational, helpful content.

– If they’re interested in selling, you get the listing back, warmed up.
– If they’re interested in buying with a reverse mortgage, we will represent you as their retirement mortgage advisors.

No cold calls.
No awkward “Hey, just checking in…”
Just real opportunities brought back to life… literally from dead leads to double deals.

Final Thought

If this sounds like something you’d want to explore – whether it’s just to learn the basics or to offload lead re-engagement entirely… let’s talk.

The leads you already earned might just be the easiest money you’ll make this year.

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Let’s Have a No-Pressure Conversation

At Ridge Reverse, we’re not here to “sell” anything. We’re here to help you and your clients understand options. We work with homeowners, their families, financial advisors, attorneys, and real estate professionals provide real-world clarity – not fluff.

If you’re curious how a reverse mortgage could extend your savings and reduce financial pressure, let’s talk. A short, friendly conversation could open the door to years of breathing room.

Next Steps?

Simply reach out to us at Ridge Reverse, powered by Amerifund, and let’s discuss how we can help you with a product designed specifically to meet your needs for a lifetime of happiness… while enhancing long term cashflow and quality of life. Feel free to call, text (mobile: 404-313-9785 anytime, office: 863-456-7810), or email richard.mcwhorter@ridgereverse.com and find out more.

Ridge Reverse, provides an Equal Housing Opportunity. Information is subject to change without notice. This is not an offer for extension of credit or a commitment to secure a loan. Some restrictions may apply. This material is not from HUD or FHA and has not been approved by HUD or any government agency.

Richard W. McWhorter, NMLS 1618644, as an independent reverse mortgage specialist can assist in your reverse mortgage needs in most states. Follow him on LinkedIn, Reddit, the Ridge Reverse website or contact him directly at Richard.McWhorter@ridgereverse.com.