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!
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.