Cold Calling in the dark? I think NOT! The Loan Officers have figured it out too ~ It's all about building a relationship

Real Estate Broker/Owner with RE/MAX Access (Garden Ridge, San Antonio, New Braunfels) TREC# 0386905

Some of my best relationships in business (and out) are the ones where a level of trust, security and knowledge are all in play.

When I started in this business (late 80's) the Loan Officers that would call on us were shooting in the dark (or at least my interpretation was they were).  In this day and age, I say the Loan Officers have figured it out because I know mine has.  We established a relationship early on.  He came waking thorough the door (he called first) claiming that his wife went to school with one of my sisters (which is totally true).  Somehow I took a second and got to know him and the rest is history.

I have a new Loan Officer knocking on my door claiming that we knew each other "back in the day"  (I haven't been able to verify this yet), but thought well, obviously she knew something about me before she called me to see if we could visit.  Her approach was friendly, knowledgeable (to the degree that she really did know where I worked "back in the day") so I'm going to visit with her to see what she has to say and who she is as a person.

It's refreshing to have people that want to do business with you do a little homework on you first.  Most people I know come barreling in with no idea of who I am or how I handle my business.  To me that's like making a cold call (ugh!) in the dark.

I also take this approach when I am meeting with clients the first time.  Either I quiz the person that referred me the business, ask the referring Broker for a link of their current home or Google them.  The more I know the better.  That's what can help me relate to them early on and work on building that relationship with a better chance of being asked to handle their real estate needs.

Taking the time to know who you want to do business with is taking the time to build a relationship!

summer flowers

p.s. there was no harm done to any Loan Officers during the making of this post.  I just had to use the instances that have happened in my life.

Posted by

Serving the needs of Agents, Buyer's and Seller's for over 25 years.


Sheila Moran, Broker/Owner


19115 FM 2252, Ste. 7

Garden Ridge, Texas 78266

210-657-7500  /  210-325-6962



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Lou Ludwig
Ludwig & Associates - Boca Raton, FL
Designations Earned CRB, CRS, CIPS, GRI, SRES, TRC


Success professionals build strong business relationships.

Good luck and success.

Lou Ludwig

Sep 22, 2010 03:22 PM #1
Jeanna Martinez
RE/MAX Access - Schertz, TX

Sheila - What a great post! It is so true...we have to take the time to build a relationship and get to know someone before we have any right to ask them for business!  I have been learning this lesson thanks to you and Kristin!!

Sep 23, 2010 07:54 AM #2
Wayne Johnson
Coldwell Banker D'Ann Harper REALTORS® - San Antonio, TX
San Antonio REALTOR, San Antonio Homes For Sale

"no harm done to loan officers during the making of this post" PETA will be happy to hear this. Funny.

Sep 24, 2010 06:20 AM #3
Dee Mayers
Covina, CA
San Gabriel Valley, CA

I agree with your assessment and this applies to other agents as well.  Before doing business, I always check with the Dept of Real Estate to make sure they are in good standing before going forward.  It's not about how many deals you have done, (we all have to start somewhere) it's your ethical behavior I'm after.

Oct 04, 2010 08:18 PM #4
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