HousingWire Daily Rate’s Jesse Allen on the reverse opportunities that can drive more business in 2026
Jan 2, 2026
Jesse Allen, President of retail reverse mortgage lending at Rate and board member of the National Reverse Mortgage Lenders Association, dives into the evolving landscape of reverse lending. He highlights innovative product designs tailored for clients aged 55+, revealing surprising market opportunities for homeowners who were denied traditional loans. Discussions cover the growing number of older homeowners and the potential of realtor referrals to bridge these gaps. Jesse shares insights on business growth and how aging in place is driving demand for suitable housing.
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People-First Product Design
- Reverse lending is shifting from product-first to people-first product design for 55+ use cases.
- Designing around human use cases can unlock large underserved demand and better serve clients.
Large Unserved Market Revealed
- Many older homeowners who applied for traditional loans were denied yet would have qualified for reverse products.
- The industry left hundreds of thousands of qualified clients unserved last year.
Scale Distribution Through IMB Sales
- Deputize and train more IMB retail mortgage VPs to serve 55+ clients and integrate reverse options.
- Equip sales teams and referral partners so they can convert applicants who would otherwise be declined.