Scott Harmes puts mentorship and borrower education in spotlight at NRMLA. * by Andrew Montesi * November 10, 2026 * 9:43 AM * 4 minutes The 2026 NRMLA Annual Meeting opened Tuesday in San Antonio with a message for reverse mortgage professionals: building a successful business requires more than understanding the product. It takes expertise, mentorship and the ability to make a complex process easier for older homeowners. Scott Harmes, CRMP, founding national manager of C2 Financial's reverse mortgage division, shared those insights during the opening NRMLA/Mastermind session. Introducing Harmes, facilitator Loren Riddick described him as one of the industry's most generous mentors, estimating that he had helped more than one-third of Certified Reverse Mortgage Professionals (CRMPs) achieve their designation, alongside his work developing C2 Financial's reverse mortgage training and certification program. Why the CRMP designation matters. With approximately 40 years in the mortgage business, Harmes traced his commitment to reverse lending back to an early transaction involving the parents of a longtime client. The loan enabled the couple to remain in their home while relieving their adult children of the financial burden of supporting them. "That one deal changed their life, and it changed my life," he said. That experience helped shift Harmes' career toward reverse mortgages and eventually motivated him to pursue the CRMP designation. Harmes said earning his CRMP in 2016 helped differentiate him in a competitive marketplace, particularly when working with borrowers and professional referral partners such as financial advisors and credit unions. "It really does separate you," he told attendees. After developing his own structured approach to preparing for the certification examination, Harmes began sharing that process with other C2 Financial originators. He said the approach produced a virtually 100% pass rate among those he helped prepare, demonstrating the value of structured education and guidance. For Harmes, the designation represents more than a credential. It provides a way for originators to establish their expertise and distinguish themselves within their professional networks. Mentorship: Three loans to build confidence. Harmes also emphasized the importance of hands-on mentoring, particularly for experienced forward mortgage originators entering the reverse mortgage market. While those professionals may understand mortgage lending, he cautioned that reverse mortgages introduce different borrower needs, counseling requirements and operational considerations. Harmes has helped develop a mentorship approach that pairs experienced reverse mortgage professionals with originators learning the business. His preferred model involves working alongside a developing loan officer through three transactions, progressively transferring responsibility as their experience grows. "Each file they get more and more responsibility, so by the time they have their fourth prospect, they're pretty confident," Hermes said. Harmes illustrated the importance of experience by recounting a recent Reverse for Purchase transaction in which another originator's apparent misunderstanding of California's counseling-related requirements reportedly contributed to a 19-day delay. The example reinforced his argument that technical knowledge alone is insufficient without practical experience navigating the process. Mentorship, he suggested, can help newer reverse originators develop that confidence while reducing the risk of mistakes that affect borrowers and their transactions. Keep it simple for older borrowers. Perhaps Harmes' most practical advice centered on how loan officers communicate with older homeowners. "I think one of the keys is keeping it simple for your clients. Break whatever you're going to do down in bite-sized chunks," he said. Harmes recalled early experiences presenting borrowers with lengthy loan proposals, only to watch their eyes glaze over as they tried to process the information. His approach today is to separate the process into smaller stages, providing only the documents and explanations needed for each step. For example, rather than overwhelm clients with an entire proposal package when preparing for counseling, he identifies the relevant documents and provides a short, personalized video explaining what they need to review, how to arrange counseling and what comes next. Using the BombBomb video platform, Harmes typically records explanations lasting three minutes or less. He also makes clear which documents borrowers need to print and which can simply be retained for their records. Importantly, Harmes challenged the assumption that older borrowers are necessarily uncomfortable with technology. He said many of his clients are now baby boomers who regularly communicate through text messages and respond positively to personalized video. At the same time, he adapts his approach for clients who are less digitally connected, including a 91-year-old borrower without email. The objective is not to introduce more technology for its own sake, but to make the borrower experience more accessible and less overwhelming. Become the reverse mortgage expert in your network. Harmes closed with a broader message about the value of developing a genuine specialty in reverse lending. While borrowers and referral partners may know several real estate agents, attorneys or traditional mortgage originators, they may know only one person with meaningful reverse mortgage expertise. That creates an opportunity for originators willing to invest in education, professional credentials and relationships. Rather than simply competing for transactions, Harmes encouraged loan officers to become the trusted reverse mortgage resource within their existing networks. "Let everybody know what you do, be proud of it," he said. For an industry focused on expanding adoption and attracting more traditional mortgage professionals into reverse lending, Harmes' message was a reminder that sustainable growth starts with competence, mentorship and the confidence of the borrowers being served. As he put it: "We are making lives better for our seniors." Subscribe and follow HECM World for more insights and interviews from the 2026 NRMLA Annual Meeting. Andrew Montesi. Andrew is Publisher at HECM World and President of Reverse Focus. Andrew is a leader in business growth, branding and media. Over 20+ years he has worked as a TV reporter and producer, built tech companies and founded a thriving marketing agency. Over the last decade he has helped many brands in the mortgage, property and professional services industries start up, grow and transform. * Kevin Guttman November 10, 2026 at 10:58 am Scott helped and encouraged me to get my CRMP. I'm so grateful for his example and encouragement! * Reply * Link * Andrew MontesiModerator November 10, 2026 at 12:45 pm What a legend! * Reply * Link