Written By: Joseph Gross

Joseph Gross is the Branch Manager of NovaStar Home Mortgage, Inc. in Teaneck, New Jersey. Joseph has close to a decade of mortgage lending experience. He has given many seminars in the State of New Jersey, educating first time homebuyers on the process of buying a home. Joseph can be reached at 800-662-0125 or via email at joe.gross@novastarhome.com.

This is a follow up article to the article, "Is First Place Really the First Loser?" (which was published on April 5, 2004), where it is suggested that instead of just hanging up the phone when faced with the fact that the client has already been pre-approved for their mortgage, that you position yourself as a "trusted advisor".

We love to hear from subscribers who have successfully used some of the ideas to create more business and additional income.

In this article, Joe Gross gives you blow-by-blow details on how he has incorporated the system into his marketing and EXACTLY what he says (his script) when calling purchased, Internet leads.

Recently I came across an article written by Karen Deis entitled, "Giving a Second Opinion" (read in Broker magazine). Instead of hanging up when a potential borrower tells you they are already working with someone - you offer to give them a "second opinion". You are not looking to beat the rate, but you are trying to become their trusted advisor with regard to evaluating the structure of the loan and if what they have been offered (by the other lender) is the best option for the client.

I decided to give Karen's method a try, and the results were astonishing.

Here's an example of one of my recent sales calls:

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