Barrett Financial’s Christina Harmes on emotional intelligence for reverse mortgage brokers

Why this matters

The focus on emotional intelligence in the reverse mortgage sector, as highlighted by Christina Harmes, underscores a critical shift in how financial services are being tailored to meet the needs of an aging population. This emphasis on interpersonal skills among brokers signals a broader recognition of the importance of client relationships in a market that has historically been viewed through a purely transactional lens. For institutional investors and allocators, this trend may indicate a more nuanced approach to capital flows within the housing finance sector, particularly as demographic shifts drive demand for reverse mortgages. As the population ages, the need for innovative financial products that cater to seniors is likely to grow, potentially attracting institutional capital seeking to capitalize on this demographic trend. Moreover, the focus on emotional intelligence may reflect a broader shift in lending conditions, where understanding borrower needs becomes as crucial as traditional credit assessments. This could lead to more tailored financial solutions, enhancing sector fundamentals and potentially stabilizing lending practices in a market that has faced volatility. Investors should monitor how these dynamics evolve, as they may influence market positioning and the attractiveness of related investment opportunities.

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On the RET wire

• Disclosed capital deal value tracked in June 2026: $15.7B across 45 reported transactions.

Computed from Real Estate Trail’s own tracked coverage

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