Why Credit Unions Are Missing the Boat on Reverse Mortgage Demand

Credit unions are seeing a potential opportunity in the reverse mortgage market as their memberships age, but recent industry figures show that their participation remains limited. At the 2026 American Credit Union Mortgage Association (ACUMA) Make Your Mark conference in Las Vegas, executives discussed why credit unions have originated so few reverse mortgages and what could help them serve more members.

According to comments reported from the conference, credit unions originated just 81 of nearly 36,000 reverse mortgages nationwide during the previous 12 months. The panelists also cited approximately 55 million credit union members who are age-eligible for a reverse mortgage, highlighting a significant gap between the potential member base and current credit-union activity.If you are also comparing financing options for a future boat purchase, a boat loan calculator can help estimate potential monthly payments

What Happened at the ACUMA Conference?

The discussion took place during ACUMA’s 2026 Make Your Mark Annual Conference, held September 20–23 in Las Vegas.

Ron Kamler, president and CEO of Alliance Reverse Mortgage, and Brandon Bartholomew, mortgage sales manager at Mountain America Credit Union, discussed the challenges credit unions face when offering reverse mortgages to older members.

The central issue was not simply the potential demand for reverse mortgages. It was whether credit unions have the staff knowledge, product expertise, and processes needed to recognize member interest and guide borrowers toward appropriate resources.Borrowers comparing financing costs can also review boat financing and loansto understand how loan terms and borrowing requirements can affect a purchase.

Why Are Credit Unions Doing So Few Reverse Mortgages?

The conference discussion identified staff education and borrower uncertainty as important barriers.

Members may ask a teller, loan officer, branch employee, or call-center representative about a reverse mortgage without knowing exactly where to begin. If frontline employees do not understand the product, the inquiry may not reach someone who can provide useful information.

Mountain America Credit Union was presented as an example of how training can address this problem. Bartholomew said the credit union began offering reverse mortgages after members approached it with outside quotes and questions. Around 2015, Mountain America began training loan officers across its branches to recognize members who might have reverse-mortgage questions and direct them to appropriate resources.

For credit unions, this suggests that product availability alone may not be enough. Staff members also need to know how to identify an inquiry and where to send the member for specialized assistance.

Are Reverse Mortgages Still a Last-Resort Product?

The conference discussion also challenged the traditional perception of reverse mortgages as products used only by homeowners facing financial distress.

Kamler said some borrowers are now using reverse mortgages as part of broader financial planning rather than solely as a last resort. He specifically discussed the use of a reverse mortgage line of credit as one potential component of a longer-term retirement strategy.

However, reverse mortgages remain complex financial products. The Home Equity Conversion Mortgage (HECM) is the FHA-insured reverse mortgage program, and HUD states that HECM borrowers must meet eligibility requirements and complete counseling through a HUD-approved housing counseling agency.

That makes education important for both financial institutions and consumers.

How Can Credit Unions Expand Reverse Mortgage Services?

The panelists pointed to two practical approaches: broader staff training and partnerships with specialized reverse mortgage companies.

A credit union does not necessarily need every employee to become a reverse mortgage specialist. Instead, frontline staff can be trained to recognize relevant member questions and connect those members with qualified personnel or appropriate outside resources.

Partnerships can also help credit unions that do not have enough internal expertise or volume to build a full reverse mortgage operation. Kamler specifically identified partnerships with specialized reverse mortgage companies as one way institutions can make the product available.

What Does This Mean for Older Credit Union Members?

For older homeowners, the issue is partly about access to reliable information.

A reverse mortgage allows eligible homeowners to access a portion of their home equity while continuing to live in the property, subject to the loan’s requirements. For an FHA-insured HECM, HUD says the amount available depends on factors including the youngest borrower’s age, the interest rate, and the lesser of the home’s appraised value, the FHA mortgage limit, or the sales price.

Reverse mortgages also carry costs, obligations, and potential effects on heirs and the homeowner’s financial situation. HUD’s counseling requirements are designed to address the product’s features, costs, financial implications, alternatives, and potential risks.

Therefore, increased availability should go together with balanced consumer education rather than simply increased promotion.

What Is the Bigger Opportunity for Credit Unions?

The figures discussed at ACUMA point to a large difference between the number of reverse mortgages originated nationally and the number originated by credit unions.

The reported 81 credit-union originations out of nearly 36,000 nationwide indicate that credit unions currently account for only a very small portion of the reported volume.

The conference speakers’ proposed response was not simply to advertise reverse mortgages more aggressively. Their emphasis was on training employees, improving member education, and using partnerships where specialized expertise is needed.

For credit unions with aging memberships, those steps could help ensure that members asking about reverse mortgages receive an informed response instead of being directed elsewhere without assistance.

Frequently Asked Questions

How many reverse mortgages did credit unions originate?

According to executives speaking at the 2026 ACUMA conference, credit unions originated 81 of nearly 36,000 reverse mortgages nationwide during the previous 12 months.

Why are credit unions offering so few reverse mortgages?

The ACUMA discussion highlighted limited staff knowledge, borrower uncertainty, and the need for specialized expertise as challenges. Training and partnerships were identified as potential ways to address those barriers.

What is an HECM reverse mortgage?

A Home Equity Conversion Mortgage (HECM) is the FHA-insured reverse mortgage program. HUD says eligible borrowers can withdraw part of their home’s equity, subject to program requirements and obligations.

How old do you have to be for an HECM?

HUD’s HECM requirements state that borrowers must generally be 62 or older. Other reverse mortgage products can have different requirements.

Is reverse mortgage counseling required?

For an FHA-insured HECM, borrowers must receive counseling from a HUD-approved housing counseling agency before obtaining the loan.

Can credit unions partner with reverse mortgage specialists?

The ACUMA panelists identified partnerships with specialized reverse mortgage companies as one potential way for credit unions that lack internal expertise to offer access to the product.

Key Takeaway

The latest ACUMA discussion highlights a substantial gap between reverse mortgage activity at credit unions and the size of their potentially eligible membership base. With only 81 of nearly 36,000 reported reverse mortgages attributed to credit unions over the previous 12 months, panelists argued that staff education and specialized partnerships could help institutions better respond to member demand.

For consumers, the key consideration remains informed decision-making. Reverse mortgages are complex financial products, and HUD recommends independent counseling for HECM borrowers before proceeding.