By Richard McWhorter, SR. Retirement Mortgage Advisor  

Ever worked with a seller who seemed eager to move – only to stall out for months?

You’re not alone.

Across the country, real estate agents are seeing the same pattern: Clients in their 60s and 70s say they want to downsize, relocate, or simplify… but never quite make the move.

At first glance, it looks like indecision. But it’s not. It’s fear. Uncertainty. And questions no one’s really answered.

Here’s what these homeowners are actually struggling with:

• “I don’t want another mortgage payment on a fixed income.”
• “What if I outlive my savings?”
• “Will I regret giving up a home that’s paid off?”
• “Can I afford to move closer to my kids… or buy something that’s more age-friendly?”

These aren’t objections – they’re signals. They’re saying “I don’t know how to safely do this!”

And that’s where you come in.

The HECM for Purchase: The Tool Nobody Tells Older Sellers About

Most Realtors haven’t been trained on it. Many clients haven’t heard of it. But for older homeowners stuck between wanting a change and fearing the financial consequences, the Home Equity Conversion Mortgage for Purchase (HECM for Purchase) could be the perfect solution.

Here’s the gist:

• It’s an FHA-insured reverse mortgage designed for home purchases – not just refinancing.
• It allows buyers aged 62+ to purchase a new primary residence using a combination of cash and a reverse mortgage loan.
• The result? No monthly mortgage payments required for as long as they live in the home (property taxes, insurance, and upkeep still apply).
• The buyer stays on title, retains full ownership, and the loan is non-recourse – meaning they nor their heirs can ever owe more than the home’s value at sale.

For your client, that means:

✅ They can right-size into a more suitable home without taking on new monthly debt

✅ They keep more of their proceeds or retirement funds in hand

✅ They gain flexibility and peace of mind instead of feeling “locked in”
And for you as the agent?

✅ You’re not just closing a sale – you’re removing emotional and financial barriers

✅ You’re adding value by solving a problem no one else even brought up

✅ You might just create two transactions: a listing and a purchase

Let’s Look at a Real-World Example

Imagine this:

A 70-year-old widow owns a two-story home valued at $450,000 with no mortgage. The stairs are getting harder, and her kids live in another part of the state. She’s ready for something smaller, single-level, and closer to family.

But she’s hesitant:
– She doesn’t want a mortgage payment on her Social Security income
– She worries that tying up too much in a new house will leave her “house rich, cash poor”
– She’s overwhelmed by the idea of making such a big move late in life

Enter the HECM for Purchase.

She sells her home and nets $420,000. Instead of spending all of it on a new home, or taking on a forward mortgage, she uses about $250,000 as the down payment on a $450,000 one-story home near her daughter, and the reverse mortgage covers the rest.

✅ No monthly principal and interest payments
✅ Roughly $170,000 still left in her account
✅ And the peace of mind that she’s set up for this chapter of life

That’s not just a win for her. It’s a win for the professional agent who helped her get there.

Why Most Realtors Miss This — And Why You Shouldn’t

To be clear, this isn’t magic. And it’s not for everyone.

But if you’re working with 62+ sellers and hearing a lot of “maybe next year”… it’s time to consider that what they need isn’t motivation – it’s clarity.

The HECM for Purchase removes the fear of the unknown and reframes what’s possible.

When you bring this to the table:

• You elevate the conversation beyond comps and commission
• You become the trusted advisor who actually solved the client’s deeper concern
• And you open up a new lane of listings and purchases with older homeowners who were previously “stuck”

Want to Learn More?

If you see older sellers hesitate – why not 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 dead lead… 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.