Fairway Adds Canzanella to Reverse Mortgage Business Development Role

Fairway Independent Mortgage Corp. added Cheryl Canzanella to a role overseeing the business development of Home Equity Conversion Mortgage (HECM) with a focus on retirement solutions, the company announced Monday. She comes to Fairway with more than 20 years of experience in the financial services industry, having previously held leadership and management positions.

Cheryl Canzanella

In her new role, Canzanella will work specifically to further strengthen Fairway’s educational partnership with the National Association of Insurance and Financial Advisors (NAIFA), and is uniquely qualified for her new role having served as past president of Jacksonville, Florida. NAIFA chapter. She is also a past recipient of the NAIFA-FL President’s Award and was also recognized as the 2019 NAIFA National Youth Advisor of the Year Team Leader.

“Among advisors and senior homeowners, there is a need for greater awareness and understanding of home equity products and how they can enhance a strong retirement plan,” said Harlan Accola, national director of reverse mortgages at Fairway. “We knew it was essential to have someone in this role with Cheryl’s skills and knowledge base. We are always looking to improve the business relationship between our loan officers and our trusted financial advisors, and Cheryl is a big step in that direction.

For her part, Canzanella describes being seduced by the culture and overall mission of Fairway’s reverse mortgage division, seeing a direct ability to serve it.

“What attracted me to Fairway was the people, the culture and the leadership,” says Canzanella. “I am thrilled to be part of a company that is committed to providing financial professionals and senior consumers with educational resources on mortgage issues, particularly how they consider mortgage planning. retirement and long-term care.

Fairway first announced its partnership with NAIFA in August 2020, which positioned the lender as a subject matter expert within NAIFA’s Limited and Extended Care Planning Center (LECP).

“A lot of attackers have never had a relationship with a financial advisor,” Accola said when the partnership was announced. “We think they should because it will allow them to help people in their 40s and 50s. Let them know they don’t have to pay down the house because they can get a reverse mortgage at 62 years could allow them to invest more money now.

As part of the arrangement, Fairway is providing educational materials for NAIFA-sponsored events, such as webinars, blog posts, and print articles in the Advisor today publication of magazines. Additionally, the two organizations planned to collaborate through the LECP Center to further educate financial planners and consumers on a host of mortgage-related topics, including the increased integration of home equity into the retirement planning.

Last month, Accola secured its own reverse mortgage and described the experience of getting it for RMD. The lender has also made additional inroads in its development of the HECM for Purchase (H4P) business, outlining some of its methods and recently appointing a new dedicated H4P Business Development Manager.

According to HECM approval data compiled by Reverse Market Insight (RMI), Fairway is the eighth-largest reverse mortgage lender in the country, registering 2,016 endorsements in the 12-month period ending April 2022.

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