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Can I refer reverse mortgages at Fairway without originating them?

Answered by Holly Mattson, President of Recruiting · Updated

Holly Mattson President of Recruiting, Fairway

Yes. Fairway has a full reverse mortgage division led by Dan Ventura, President of Reverse Mortgage Lending — #2 in HECM for Purchase and #3 in retail HECM volume (FY2023), with its own processing centers. Forward loan officers can refer reverse clients and earn 15% of net revenue per closed loan, with the branch receiving 10%, without becoming reverse specialists.

Reverse mortgages are not a footnote at Fairway. They are a division with a president, dedicated processing, and a referral program designed so forward originators get paid without becoming specialists.

The division. Fairway entered reverse in 2015 and rejoined NRMLA in 2024. It ranked #2 in HECM for Purchase and #3 in retail HECM volume for FY2023 (Reverse Mortgage Insight). Dan Ventura, President of Reverse Mortgage Lending (NMLS #19372), has been at Fairway since 2007.

The referral program. You stay a forward originator. When a client — or a past client’s parent — fits a reverse scenario, you refer them to the reverse team, who originate and close the loan. You earn 15% of net revenue per closed loan; your branch receives 10%.

Why it matters more than it sounds. Your database is full of homeowners aging into equity. HECM for Purchase lets a 62+ buyer purchase with no monthly mortgage payment, which is a listing-agent conversation most of your competitors cannot have. Reverse referrals turn a part of your book you were ignoring into revenue — and into relationships you keep.

How to learn it. The reverse team runs education for forward LOs and agent partners. Ask me and I will connect you.

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