Stalled Listing? A Surprising Strategy for 62+ Sellers

 

By Richard McWhorter, Sr. Retirement Mortgage Advisor 

You did everything right.

✔️ Smart pricing

✔️ Professional staging

✔️ Strategic marketing

And yet… crickets.

It’s frustrating when a listing that should move quickly just doesn’t. You’ve checked all the boxes, but there’s often a silent factor at play, one that many agents overlook: the buyer’s age.

The Mortgage Mental Block

For buyers 62 and older, the idea of taking on a new mortgage in retirement can be a dealbreaker.

Even if they love the home, they may quietly walk away, thinking:  “I just don’t want another monthly payment.”

That’s where HECM for Purchase comes in:  A financing option designed specifically for buyers 62+ who want to buy a home without taking on monthly mortgage payments.

It’s backed by FHA, and when used properly, it can completely change the conversation for older buyers.

The HECM for Purchase Advantage

Here’s how it works:

• The buyer uses a significant down payment (typically from the sale of a previous home)
• The rest is financed through the HECM, with no monthly mortgage payments required
• The buyer stays on title and remains responsible for taxes, insurance, and upkeep
• And the home becomes theirs – payment free for life

This isn’t a gimmick. It’s a powerful tool, and when positioned correctly, it can make a listing instantly more attractive to:

• Retirees downsizing
• Buyers relocating to be near family
• Older clients who want the home… without the financial burden

“But That’s the Buyer Agent’s Job, Right?”

Why?  It’s your listing.

Why not position it with a solution most buyer agents won’t even think to explore?

Adding just a few words to your MLS remarks or open house script can spark curiosity from the right buyer:

“Eligible for special financing for qualified 62+ buyers – no monthly mortgage payments required.”

That single sentence can flip a “maybe” into “tell me more.”

And when that question comes, you don’t need to explain every detail.
You just need a trusted partner – someone like me – who can walk the buyer through it clearly and professionally, 24/7.

When Traditional Financing Falls Apart, Deals Go Away

Even when older buyers are interested, many still hit invisible walls:

• Their retirement income doesn’t meet conventional lending guidelines
• Their credit took a hit from medical expenses or caring for a spouse
• They’re cash-rich from a home sale but nervous about draining too much for a new place
• Or they’re just tired of the paperwork and underwriting hassle of traditional loans

HECM for Purchase sidesteps all of that.

✅ No debt-to-income requirements

✅ No FICO minimums for eligibility

✅ No need to tap retirement assets just to qualify

✅ No new monthly mortgage obligations

It creates breathing room – which is often all that’s needed to move forward.

A once-stalled listing now has new life.
A buyer who felt stuck now sees a clear path forward.
And you, the agent, look like a genius for bringing something new to the table that made the difference.

That’s what this is about: strategy and service.
Not pressure. Not gimmicks. Just knowing when to use a modern financial tool that fits the market you’re already serving.

Real-Life Example: From “Stalled Listing” to “Sold”

One agent I worked with had a listing stuck for over 60 days – a beautiful, well-maintained ranch home in a 55+ community listed at $650K.

Showings were steady. And here’s the pattern that kept showing up: the right buyers – older, local, serious – kept coming through. They lingered. Asked smart questions. Visibly pictured themselves there.

But then… they hesitated.
“We love it – but we’re not looking to take on another mortgage at our age.”

They wanted the home. They just didn’t want the payment.

Solution? The listing agent simply added one sentence to the MLS remarks:
“Eligible for 62+ financing with no monthly mortgage required – ask for details.”

Within a week, a retired couple returned for a second showing and asked the magic question:
“Can you really buy this without a required mortgage payment?”

The agent didn’t try to explain the details. She simply said:
“Let me connect you with someone who specializes in this. He’ll walk you through exactly how it works – no pressure.”

I took it from there. 30 days later, the home was sold – no price drop needed. The sellers were thrilled. The buyers got their dream home. And the agent looked like a rockstar for connecting the dots no one else had.

Want Help Phrasing It?

I’ve got samples you can drop into your MLS remarks or use at open houses – plus flyers that simplify the message for the buyer without overcomplicating the pitch.

Want to Learn More?

If you’re working with sellers and a stalled listing – or just want to add a new tool to your listing presentation – let’s talk.

Education is free. And the upside? It might just be the difference between a stalled listing… and a done deal.
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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.