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Avoiding the Reverse Mortgage Reflex

Every once in a while, an industry article really hits the mark. Recently, one did just that—Canadian Mortgage Trends' "Who Uses Mortgage Brokers Today and Why? (Part 2)" gave seniors their own category, not as an afterthought, but as a client segment worthy of attention. Bravo. It's about time someone acknowledged that older Canadians aren't just "another niche." But then… came the reverse mortgage section. Don't get me wrong—it's refreshing to see financial professionals finally acknowledge that Canada's aging population presents both opportunities and complexities. But suggesting that "helping seniors" automatically means "offering a reverse mortgage" is like telling everyone who's thirsty to drink espresso. Some will love it. Others will lie awake at 3 a.m. with regrets. Let's call it what it is: type-casting seniors into a product. The Reverse Mortgage Reflex There's a curious habit in our industry. Mention the word "senior" and watch what happens: eyes light up, marketing decks shuffle, and—as if on cue—the term "reverse mortgage" materializes like a pop-up ad from 2007. It's as if the entire profession has agreed that every retiree with a pulse and property must be yearning to re-mortgage their home. Except… most aren't. Most seniors spent decades teaching their kids to avoid debt and pay off mortgages as quickly as possible CBC Radio. Suggesting they should now joyfully jump back into one to "solve retirement" isn't just unappealing—it's borderline insulting. Here's the truth: no one dreams of retiring into debt. And the numbers bear this out. Debt Levels: While only about a quarter of people over 65 had debt in the late 1990s, that figure has climbed to more than 40% today (Source: CBC News). Anxiety Levels: Nearly 50% of retirees now worry about their debt, according to the Credit Counselling Society. Reverse mortgages can absolutely be valuable tools. The reverse mortgage market has exploded, with over $8.2 billion in outstanding debt as of June 2024—an 18.3% increase from the previous year (Source: MoneySense). But offering one before understanding the client's full picture isn't being a trusted advisor—it's running on sales autopilot. Brokers, You're Better Than This Brokers pride themselves on being client advocates—the ones who shop the market, decode fine print, and find creative solutions when banks can't. The very definition of a broker is someone who matches the right solution to the customer's needs. So why, when it comes to seniors, do many skip the most important part—the needs assessment—and leap straight to the product? It's backwards. While it may seem very simple, a proper financial conversation starts with identifying the problem, then illustrating a solution, and finally defining the intended outcome. • Why does this person need to access equity? • What problem are they really solving? • How do they define "financial comfort" The first step of solution selling isn't talking—it's listening. Start With the Need, Not the Product Before reaching for any rate sheet, it's critical to understand the client's true priorities. According to research from HomeEquity Bank, 9 in 10 Canadians want to age in place and live out their retirement years in the comfort of their home (Source: Canadian Mortgage Trends). But their financial needs are as diverse as their travel insurance policies. The reality is stark: A 2024 survey by the Healthcare of Ontario Pension Plan (HOOPP) found that 39% of Canadians aged 55-64 have less than $5,000 in savings, and 73% have $100,000 or less. More than half of Canadians over 60 who remain in the workforce do so out of financial necessity, not choice (Source: CBC Radio). Ask the right questions: • Do they need to eliminate high-interest debt? • Do they need cash flow to cover rising expenses? • Are they struggling to afford in-home care or medical support? • Do they want income stability—that pension-like feeling—rather than a lump sum? • Do they want to downsize, relocate, or age in place with dignity? Only after understanding the full financial picture can you propose the best, most robust solution. That's not just good practice. That's respectful advising. Solution Selling: Connecting the Dots Here's a classic example: A client walks in with a paid-off home and a stack of monthly bills that feel heavier than the Sunday paper. They're anxious about cash flow but debt-averse. The reflex answer? "Reverse mortgage!" Not so fast. Solution sellers focus on understanding customers' challenges and delivering ideas that address their daily needs, rather than pushing products. When clients can see exactly what they're getting, they make better decisions and advisors earn lasting trust through transparency, not sales pressure. Maybe downsizing to a more manageable property makes sense. Perhaps a small secured line of credit covers the gap without interest compounding as quickly. Maybe an annuity provides steady income with less long-term cost. Or maybe—just maybe—they don't need a mortgage at all. Consider that a $100,000 reverse mortgage balance can grow to $150,000 in just 5 years at current rates, with interest compounding annually. When you solve the real problem (not just the balance sheet), you build lasting trust and genuine loyalty. The Psychology of the Senior Client It's not just about the math; it's about the mindset. Here's where most brokers stumble: they treat all seniors as if they're cut from the same cloth. They're not. Let's get real: seniors aren't a monolithic group. A 55-year-old and an 85-year-old? They're separated by 30+ years of life experience, different communication styles, varying financial literacy, and completely different emotional triggers around money. Cookie-cutter advice doesn't cut it. The best advisors listen first. They ask questions. They assess each client's actual financial situation—not what they assume it is—and then deliver advice that fits that person's life, not some generic "senior strategy." Respect Is the Real Differentiator Understanding a client's lifestyle, fears, and goals isn't just good ethics—it's good business. Seniors have finely tuned radar for sincerity. They can smell a sales pitch faster than a Labrador finds bacon. Want to stand out? Lead with curiosity, not a contract A holistic, solution-based approach positions you as a trusted advisor—not a product pusher. Once you earn that trust, referrals flow like coffee at a church social. From Product Pushing to Purpose Selling Here's the shift our industry needs:  Stop viewing seniors as a market. Start viewing them as individuals with layered needs. Solution selling isn't anti-reverse mortgage—it's anti-assumption. It ensures the whole problem gets solved, not just the one that fits your product lineup. Yes, over 25% of Canadians aged 55 and older are considering a reverse mortgage (Source: Canadian Mortgage Trends), and it might eliminate a monthly payment—but if it doesn't solve for cash flow, health costs, or income stability, you've only done half the job. The real opportunity? Elevate the conversation from product placement to purpose-driven advising. Advisors, Reset Your Lens Seniors don't need to be sold. They need to be understood.  Give them the dignity of choice, the respect of time, and the power of informed decision-making. When advisors show prospective clients detailed solutions, it allows clients to properly assess the quality of advice and make fully informed decisions, supporting healthy long-term relationships The best brokers—the ones shaping the next chapter of this industry—don't just sell mortgages. They sell confidence, clarity, and control. And that, my friends, is how you truly help Canadians retire hip, fit, and financially free. Want to become an expert on serving the senior demographic? Just message me to be notified about the next opportunity to become a "Certified Equity Advocate" — mastering solution-based advising that transforms how you work with Canada's fastest-growing client segment.

Local Election Results a Bellwether for the Nation

Lawrence Levy, associate vice president and executive dean of the National Center for Suburban Studies, was interviewed by several media outlets on and after Election Day. These included Newsday, Gothamist; the Canadian Broadcasting Corporation (CBC); and NY 1 Spectrum News. Levy discussed how local election results reflect the political climate throughout the state and the rest of the nation.

American Nuclear Society names Lane Carasik, Ph.D., as one of its “40 Under 40”

Recognized as an emerging leader in the nuclear science and engineering field, Lane Carasik, Ph.D., assistant professor in the Department of Mechanical and Nuclear Engineering, was recently acknowledged by the American Nuclear Society as one of its top “40 Under 40.” “It is a huge honor to receive this acknowledgement from my professional community,” said Carasik. “I feel it is a reflection of the amazing nuclear engineering activities I’ve gotten the opportunity to pursue before and during my time at the VCU College of Engineering.” The list, featured in the most recent issue of Nuclear News magazine, celebrates young professionals who are driving innovation and shaping the future of nuclear science and technology. Created to spotlight a new generation of nuclear professionals, the “40 Under 40” program highlights those who are advancing technical fields, from advanced reactor deployment to AI applications and national security, while actively engaging the public, mentoring peers and advocating for nuclear’s role to achieve energy independence and security. “Dr. Carasik’s research efforts, together with his support for students and their own research goals, exemplifies the best qualities of the VCU College of Engineering,” said Arvind Agarwal, Ph.D., chair of the Department of Mechanical and Nuclear Engineering, “integrating research and teaching at the core of everything he does, from classroom and lab work to community outreach.” Carasik was selected for the “40 Under 40” from hundreds of candidates across the United States. Mentoring his first three Ph.D. graduates, Arturo Cabral, Connor Donlan and James Vulcanoff, is one of Carasik’s proudest achievements. He was also honored by the American Society of Mechanical Engineers (ASME) as a rising star in mechanical engineering in 2024 This builds off Carasik receiving the highly competitive and prestigious Department of Energy (DOE) Early Career Research Award ($875k split over five years) in 2023 to support his work on molten salt based fusion energy systems similar to Commonwealth Fusion Systems’ ARC technology. Carasik’s Fluids in Advanced Systems and Technology (FAST) research group, is a computational and experimental thermal hydraulics group focused on enabling the development of advanced energy systems and critical isotope production methods. Legendary physicist Enrico Fermi was an early inspiration to Carasik during his undergraduate studies. Fermi’s expertise mirrored Carasik’s interests, and the physicist’s impact on the field of nuclear engineering was motivating. As an established nuclear engineering faculty member, Carasik seeks to make a lasting impact on the field and the people in it. His ’s long-term goal is earning membership in the National Academies of Sciences, Engineering and Medicine.

The Hidden Risks of Sports Betting

In a recent release  from Cedarville University, Dr. Jared A. Pincin, Associate Professor of Economics, emerges as a prominent voice warning students about the hidden risks of sports betting. Pincin underscores that modern betting apps are intentionally designed to mimic mobile video games—fast, rewarding, and highly addictive—which makes them especially appealing to young adults and students. He emphasizes that while the appeal of quick wins is strong, the reality is that these platforms can erode both personal finances and educational opportunities. “The dark reality is that gambling is very addictive and can bankrupt people, strain marriages and destroy futures,” Dr. Pincin explains when describing the slippery slope that many young gamblers face. Grounded in his economic research and Christian ethics framework, Pincin adds another layer of concern: from a faith perspective, gambling exploits the desire for instant gain and distracts individuals from a more grounded trust in provision and purpose. He argues that with legalization expanding and betting apps readily available on smartphones, college students—not just athletes—are increasingly vulnerable to behaviors that can derail their academic trajectory and long-term goals. “Gambling preys on our desire for quick gain and distracts us from trusting God’s provision,” Dr. Pincin notes, bringing into focus the moral as well as the practical implications of sports gambling in a university setting. Dr. Jared Pincin's research interests explore the intersection of public choice economics with foreign aid as well as issues in sports economics. Pincin has published in popular publications such as The Hill, Real Clear Markets, Foxnews.com, and USA Today and scholarly journals such as Oxford Development Studies, Applied Economic Letters, and the Journal of Sport and Social Issues. View his profile here The release garnered a lot of attention - and substantial media coverage from outlets like ABC News and others. Gambling is emerging as a serious issue across America - and if you're a reporter looking to know more about this topic - then let us help. Cedarville's Jared Pincin is available to speak with media - simply click on his icon now to arrange an interview today.

Heart valve developed at UC Irvine shines in early-stage preclinical testing

UC Irvine researchers designed and developed a minimally invasive replacement pulmonary heart valve. Created for pediatric patients, the device can be expanded as children grow, eliminating the need for multiple surgeries. The team successfully conducted laboratory and early-stage animal feasibility testing of the implant, crucial steps toward approval for human use. Irvine, Calif., June 23, 2025 — Researchers at the University of California, Irvine have successfully performed preclinical laboratory testing of a replacement heart valve intended for toddlers and young children with congenital cardiac defects, a key step toward obtaining approval for human use. The results of their study were published recently in the Journal of the American Heart Association. The management of patients with congenital heart disease who require surgical pulmonary valve replacement typically occurs between the ages of 2 and 10. To be eligible for a minimally invasive transcatheter pulmonary valve procedure, patients currently must weigh at least 45 pounds. For children to receive minimally invasive treatment, they must be large enough so that their veins can accommodate the size of a crimped replacement valve. The Iris Valve designed and developed by the UC Irvine team can be implanted in children weighing as little as 17 to 22 pounds and gradually expanded to an adult diameter as they grow. Research and development of the Iris Valve has been supported by the Eunice Kennedy Shriver National Institute of Child Health and Human Development; the National Heart, Lung, and Blood Institute; and the National Science Foundation. This funding has enabled benchtop fracture testing, which demonstrated the valve’s ability to be crimped down to a 3-millimeter diameter for transcatheter delivery and subsequently enlarged to 20 millimeters without damage, as well as six-month animal studies that confirmed successful device integration within the pulmonary valve annulus, showing valve integrity and a favorable tissue response. “We are pleased to see the Iris Valve performing as we expected in laboratory bench tests and as implants in Yucatan mini pigs, a crucial measure of the device’s feasibility,” said lead author Arash Kheradvar, UC Irvine professor of biomedical engineering. “This work represents the result of longstanding collaboration between our team at UC Irvine and Dr. Michael Recto at Children’s Hospital of Orange County built over several years of joint research and development.”  Congenital heart defects affect about 1 percent of children born in the United States and Europe, with over 1 million cases in the U.S. alone. These conditions often necessitate surgical interventions early in life, with additional procedures required to address a leaky pulmonary valve and prevent right ventricular failure as children grow. The Iris Valve can be implanted via a minimally invasive catheter through the patient’s femoral vein. The Kheradvar group employed origami folding techniques to compress the device into a 12-French transcatheter system, reducing its diameter to no more than 3 millimeters. Over time, the valve can be balloon-expanded up to its full 20-millimeter diameter. This implantation method, along with the ability to begin treatment earlier in very young patients, helps mitigate the risk of complications from delayed care and reduces the need for multiple surgeries in this vulnerable population. “Once the Iris Valve comes to fruition, it will save hundreds of children at least one operation – if not two – throughout the course of their lives,” said Recto, an interventional pediatric cardiologist at CHOC who’s also a clinical professor of pediatrics at UC Irvine. “It will save them from having to undergo surgical pulmonary valve placement, as the Iris Valve is delivered via a small catheter in the vein and can be serially dilated to an adult diameter and also facilitate the future placement of larger transcatheter pulmonary valves – with sizes greater than 20 millimeters, like the Melody, Harmony and Sapien devices – if needed.” Kheradvar said that the next phase of preclinical testing of the Iris Valve is funded by the Brett Boyer Foundation, which is committed to supporting research into treatments for congenital heart disease. “We are actively engaged with the U.S. Food and Drug Administration to define and carry out the required experiments and documentation for first-in-human authorization of the Iris Valve,” Kheradvar said. “Our team is urgently advancing the Iris Valve through preclinical studies to enable its clearance for first-in-human use. This is a critical step toward providing toddlers – who currently have no viable minimally invasive treatment until they reach the 45-pound threshold – with a much-needed option.” First co-author Nnaoma Agwu, a biomedical engineering Ph.D. candidate at UC Irvine, said: “The development of the Iris Valve required a strong and knowledgeable team that understood the clinical and mechanical design requirements. This accomplishment would not have been possible without the collaboration of talented clinicians, veterinarians and engineers. With this milestone reached, we are rigorously advancing the Iris Valve’s development, setting our sights on human clinical trials.” Joining Kheradvar, Recto and Agwu as co-authors of the article in Journal of the American Heart Association were Daryl Chau, a recent UC Irvine master’s graduate; Gregory Kelley and Tanya Burney, both research specialists at UC Irvine, with Burney also affiliated with the Beckman Laser Institute; Ekaterina Perminov, a clinical veterinarian with UC Irvine’s University Laboratory Animal Resources; and Christopher Alcantara, a radiology technician at CHOC. About UC Irvine’s Brilliant Future campaign: Publicly launched on Oct. 4, 2019, the Brilliant Future campaign aims to raise awareness and support for the university. By engaging 75,000 alumni and garnering $2 billion in philanthropic investment, UC Irvine seeks to reach new heights of excellence in student success, health and wellness, research and more. The Samueli School of Engineering plays a vital role in the success of the campaign. Learn more by visiting https://brilliantfuture.UC Irvine.edu/the-henry-samueli-school-of-engineering About the University of California, Irvine: Founded in 1965, UC Irvine is a member of the prestigious Association of American Universities and is ranked among the nation’s top 10 public universities by U.S. News & World Report. The campus has produced five Nobel laureates and is known for its academic achievement, premier research, innovation and anteater mascot. Led by Chancellor Howard Gillman, UC Irvine has more than 36,000 students and offers 224 degree programs. It’s located in one of the world’s safest and most economically vibrant communities and is Orange County’s second-largest employer, contributing $7 billion annually to the local economy and $8 billion statewide. For more on UC Irvine, visit www.uci.edu. Media access: Radio programs/stations may, for a fee, use an on-campus studio with a Comrex IP audio codec to interview UC Irvine faculty and experts, subject to availability and university approval. For more UC Irvine news, visit news.uci.edu. Additional resources for journalists may be found at https://news.uci.edu/media-resources.

In the news: Chronicle features University of Delaware's Career Center

At the University of Delaware, career-development officials believe in teaching students how networking exists all around them, in both curricular and co-curricular realms, by taking career readiness outside the Career Center and infusing networking principles and practices into academic courses, social activities and alumni events. UD's Career Center was highlighted in a recent Chronicle of Higher Education article for innovative and exemplary networking practices and teachings.  “If we get students to not think about networking as this static skill I have to build, and it’s more of a natural part of who I am, and it’s in my toolbox, it becomes less arduous, less scary, and easier to do," Rachel Coppola, UD’s Director of Life Design and Career Integration, said in the featured video.  Reporters wishing to speak to career experts can reach out to mediarelations@udel.edu.

Covering Hurricane Melissa? Our Expert is Here to Help with Your Coverage

Hurricane Melissa has exploded into a record-breaking Category 5 storm, tearing through the Caribbean with catastrophic force. It made landfall in Jamaica with sustained winds near 185 mph, unleashing torrential rain, landslides, and widespread destruction across the island — the strongest storm ever recorded there. The hurricane has already caused fatalities in Jamaica, Haiti, and the Dominican Republic, and now barrels toward eastern Cuba and the Bahamas, where mass evacuations are underway. Meteorologists warn of up to 30 inches of rainfall in some areas, storm surges reaching 11 feet along southern coasts, and a severe risk of flash flooding and mudslides due to the storm’s slow, grinding pace.  Dr. J. Marshall Shepherd is a leading international weather-climate expert and is the Georgia Athletic Association Distinguished Professor of Geography and Atmospheric Sciences at the University of Georgia. Dr. Shepherd was the 2013 President of American Meteorological Society (AMS), the nation’s largest and oldest professional/science society in the atmospheric and related sciences. View his profile here While Melissa is expected to weaken slightly as it moves north, its enormous size means destructive winds, life-threatening flooding, and dangerous coastal waves will persist through the week — with Bermuda now bracing for potential impact and the U.S. East Coast monitoring for high surf and rip currents as the storm churns offshore. Covering?  We can help. Dr. J. Marshall Shepherd is a leading international weather-climate expert and is the Georgia Athletic Association Distinguished Professor of Geography and Atmospheric Sciences at the University of Georgia. His expertise has been sought recently by ABC News, Forbes Magazine and The New York Times. He's available to speak with the media about this ongoing story and storm - simply click on his icon now to arrange an interview today.

Experts in the Media: CBD may help treat and reduce inflammation in Alzheimer's disease

In a recent Medical News Today article, Corrie Pelc reported on a study led by Babak Baban, PhD, in which inhaled CBD (cannabidiol) was tested in a mouse model of Alzheimer’s disease to examine its effects on neuroinflammation. Baban, associate dean for Research with AU's Dental College of Georgia and a professor with appointments in neurology and surgery in the Medical College of Georgia at Augusta University, explained that previous work from his group showed inhaled CBD to be more effective than oral or injected forms for certain neurological conditions, motivating them to explore its potential in Alzheimer’s research. He emphasized that Alzheimer’s is driven by multiple interacting biological processes – not just amyloid plaques – and sees inflammation as a promising new therapeutic target. In the study, inhaled CBD lowered activity in two major immune “alarm” pathways – IDO (indoleamine 2,3-dioxygenase) and cGAS-STING – both implicated in chronic inflammation. By dampening these pathways, CBD reduced levels of inflammatory cytokines and helped restore a more balanced immune environment in the brain. Baban framed this as a shift from symptom treatment to addressing underlying immune dysfunction, and noted that the findings could reorient how Alzheimer’s is approached. At the same time, he stressed that human trials are still needed: his team is preparing translational studies and holds an active Investigational New Drug (IND) application with the FDA for inhaled CBD in neuroinflammatory conditions, with Alzheimer’s disease as a natural next step. Read the full article here: Babak Baban, PhD, is a professor, immunologist and associate dean for research at the Dental College of Georgia at Augusta University where he has served for 13 of his 20 years as a translational and clinical immunologist. View his profile here Looking to know more about this important research or to connect with Babak Baban, PhD? He's available to speak with media – simply click on his icon to arrange an interview today.

Professor James Sample Featured in DOJ Coverage

James Sample, professor at the Maurice A. Deane School of Law, was recently featured in an ABC News segment examining high-profile cases and controversies involving the Department of Justice. As a legal contributor, he discussed the constitutional and ethical issues at the center of this national story.

Adam Frank: New Peer-reviewed Studies Change the Conversation on UFOs

For decades, talk of UFOs has thrived on fuzzy photos and personal anecdotes—never the kind of hard data scientists can actually test. But new peer-reviewed studies have changed the conversation, says Adam Frank, a University of Rochester astrophysicist who studies life in the universe and the nature of scientific discovery. Two recent papers, published in reputable astronomy journals, claim to have found evidence of “non-terrestrial artifacts” in astronomical photographs from the 1950s — objects that appear to be  orbiting Earth before the Space Age began. “That’s an extraordinary claim,” Frank says, “and, as Carl Sagan famously said, 'Extraordinary claims require extraordinary proof.' “The good news is that, finally, there’s something associated with UFOs that science can work with.” Led by astronomer Beatriz Villarroel and her VASCO project (Vanishing and Appearing Sources during a Century of Observations), the studies passed the first test of scientific credibility: rigorous peer review. Now, Frank says, comes the harder part — the “call-and-response” that defines real science. “Getting a paper published doesn’t make the claim right,” he explains. “It just means the debate can begin. Other scientists will now dig into the data, test the methods, and try to tear the claim apart. That’s how science works.” Frank is a frequent on-air commentator for live interviews and segments in national media outlets and the author of The Little Book of Aliens (Harper Collins, 2023). He also regularly contributes to written publications, including The Washington Post, The Atlantic, The New York Times, and Scientific American. In 2021 he received the Carl Sagan Medal, which recognizes and honors outstanding communication by an active planetary scientist to the general public. It is awarded to scientists whose efforts have significantly contributed to a public understanding of, and enthusiasm for, planetary science. Connect with him by clicking on his profile.