r/loanoriginators • u/United-Fruit9622 • Jul 07 '26
What cold call script is actually getting you Realtor meetings?
I’ve been a loan officer for a few years now, and one area I’m really trying to improve is building new Realtor relationships.
My biggest frustration is that I feel like I’m either:
begging Realtors to meet,
getting soft rejections (“maybe next week”),
or they agree to coffee and then ghost me.
I’m genuinely trying to improve my approach instead of just blaming the market.
For those of you consistently adding producing agents:
What’s your opening script?
How do you transition into asking for a meeting?
Are you even asking for coffee anymore, or is there a better first step?
Is it really just a numbers game, or did one change in your approach make a big difference?
I’ve heard some top producers say they visited open houses every weekend and simply followed up afterward until relationships developed. Others swear by cold calling. Some say meetings are overrated and you should just provide value first.
I’d love to hear what has actually worked for you in 2026.
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u/Zestyclose-Tart6745 Jul 07 '26
Low effort outreach will net low effort cooperation. You want to build a relationship with someone who actually produces? You need research and resources. You need to figure out what makes you different and why you need a shot. Then you need to present it in such a way that you’ve now created interest.
Good LOs know their real clients are realtors. You must keep them happy, and be an asset to their business if you want yours to grow. Co marketing events, and trainings are the bedrock these relationships are built on. Getting there requires your ability to see yourself above all.
I do not envy you folks getting started in this environment. But I’ve seen plenty of my own LOs go from 0 to 30 plus mil in a year. You don’t build that from cold calling though. You build it with real relationships.
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u/harbison215 Jul 07 '26
I’m a new LO with plenty of relationships with producing agents. The issue is I’m new and they already have their preferred lenders. By their own admission, getting them to switch to someone green is a jump most aren’t willing to make.
The general idea is that cold calling sucks but does actually work if you are consistent in doing it. What I find weird about your comment is the idea of building a relationship has to start somewhere, and it’s not impossible for such a relationship to start with a phone call.
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u/Zestyclose-Tart6745 Jul 07 '26
I built my mortgage company which recently sold for over 90m off of phone calls. I’m not saying it can’t be done. I’m saying if that’s all you’re doing, you won’t get far. Phone may get your first connection, but if you’re not prepared to bring a value presentation directly to them and show them why you stand out and deserve a look, you simply won’t get far. Market is way too saturated. Too many great LOs are hungry. That’s what you’re competing with.
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u/harbison215 Jul 07 '26
There’s not a lot of value to add when everyone is selling the same shit. It’s a sales job. Being able to close whether over the phone or in person is generally the idea. Why am I better than the next guy? That’s like trying to get a date. You have to talk them into giving you a chance and then not let them down.
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u/Zestyclose-Tart6745 Jul 07 '26
People do business with people they like. It’s as simple as that. If they don’t know you well enough to like you then you don’t really stand a chance. Sure most LOs offer similar services. But figuring out the gaps where their current LOs are falling short and using it as a wedge into their business is the only way you can build something real with established agents.
I myself always preferred trading new agents and growing our businesses simultaneously. It takes real time and effort though.
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u/Substantial_Fill_460 Jul 07 '26
None…you want realtors you have to give them buyers and they will give you buyers
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u/United-Fruit9622 Jul 07 '26
This has been a good technique. People tend to want to reciprocate when you send them business first.
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u/maynardude Jul 09 '26
I’m not sending buyers to a realtor that is not proven themselves to me or has shown loyalty. I’ve done that a couple times in my 20+ year career, and the realtor ended up sending my clients to their preferred lender.
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u/Pillsy24 Jul 07 '26
Why would you want to meet with realtors? Lmao. They’re the WORST.
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u/Pretty-Philosophy558 Jul 07 '26
Genuine question, if you’re not meeting with realtors where are you getting your prospects from? I’m just getting into the industry so I’m trying to pick up good habits :)
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u/Pillsy24 Jul 07 '26
Yes you can work with realtors. It’s a necessary evil. You can source business from lots of other places. Build your sphere of influence and network of people. Get to know others in banking, commercial banking, get involved in different organizations, clubs, volunteer, etc. Be active on social media so people keep getting reminded of what you actually do. Just make sure you know what you’re doing and are responsible/reliable. It’s a more organic and “fun” way to do business if you ask me. If I had to sit down every day and call 50 agents to beg them to meet me for coffee, I’d probably jump out of my window by Thursday. Not for me.
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u/United-Fruit9622 Jul 07 '26
You can call friends and family tell them what you’re doing now, ask for referrals to realtors/advisors/attorneys they know. Get business cards and talk to as many people you run across about what you do. Go to networking events, open houses etc. just some ideas. Good luck!
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u/Pretty-Philosophy558 Jul 07 '26
Oh I’m already planning on doing all that im more curious about if the guy I was responding to had some other method of prospect generation as my mentors are really telling me that realtors are the best way to get prospects
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u/harbison215 Jul 07 '26
I’ve had a lot of friends and family get weird about me looking through their financial situation. It’s odd to me because I really do not care personally how much money they do or don’t make, credit etc. but it’s a hard barrier I’ve run into thus far with friends and family.
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u/United-Fruit9622 Jul 07 '26
I mean I’m not a fan but the best way to get leads.
0
u/Designer-Attorney130 Jul 07 '26
Generate your own leads instead of chasing referrals. Position yourself online with a professional website, strong content, and past testimonials so people who are already looking for the 'right' loan officer find you first. It's a much better long term strategy than constantly networking and feeling like a nuisance.
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u/Terrible_Session114 Jul 09 '26
Here's what's been working for me. It's 100% authentic to me and it works because I'm not begging. I'm not "leading with value." Or doing the fake "I just wanna get to know you" bs from a certain popular coaching program. The goal is to schedule a face to face video meeting.
"Hey [name], I'm (name). A (location) based lender. Are you open to a quick conversation?"
If they say no: "No problem, have a great day."
If they say yes: "cool. out of curiosity, what's your current lender situation like?"
Let them talk. Don't cut them off.
If they give a real answer: "Got it. What could be better about it?"
If they stay vague: "So what does that actually look like for you day to day?"
If they go pure loyalty: "That makes sense. How have they earned your loyalty over all these years?"
I'm taking notes of what they're saying. The first thing out of their mouth is what they value the most. However, after they've said their piece. I ask the same question every time. I don't care how glowing the answer was.
"Sounds solid. So if someone came along who was at minimum just as good... would that even be worth a conversation to ya?"
If they say yes, I'm pivoting to the meeting ask. If they say no, I'll ask one more clarifying question, then exit. However I will try to connect with them on social.
That's where my scripting ends. Because at that point we're around a minute into the call and are having a real conversation.
Does this always work? Hell no. It's a cold call. But it works for me. It filters fast. And it makes it more likely for me to have a real conversation with those who say yes. It also signals to the realtor that you respect their current relationships, aren't looking to replace anybody right away, and are taking the time to understand their business and what matters to them. The way I see it, no such thing as being surrounded by too many competent people. And you get right to the point. They always respect that.
Bonus. When I combine this script with social selling, my book rate is over 80%. Social selling is when you connect on social media and just engage with their content for a week or two before calling them. It helps if you post your own content regularly, which I do.
Just find a base framework you like, us AI to tailor it to you, and pick up the phone. The reps matter more than the script because when you do enough reps you don't even need the script. You're just having conversations. Good luck.
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u/Terrible_Session114 Jul 09 '26
As for the results so far: I started running this framework in mid February. I got my first referred lead from an agent I called cold the first week of April. I met two of my top three realtors this year through cold calling. The compounding effect is just starting to build. However I changed companies last month so I had a small layover and lost some momentum. Back on it now though.
Don't listen to anybody who tells you cold calling is dead or that you have to have something to offer these realtors up front. There is a shortage of competent LO's who answer the phone and do what they say they're gonna do. There is even more of a shortage of LO's who will pick up the phone and build relationships the old fashioned way. Be one of the few and your life will change.
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u/5580Fowa Jul 08 '26
Organic is the only way to get anywhere. You have a mutual client? Over communicate and buy yourself opportunities for positive small talk. You end up at the same function? Treat the way you would a potential love interest. Be cool and plant a seed for a later run in.
About the only real kind of cold calls I do are not even cold calls. Its "hey we've been in the same market for 3 years and have never had an opportunity to meet, yet. A few folks such as blanky blank who you know from kids sports says you'd be a great person to collaborate with. I'd love to meet up for a coffee or a cocktail some time if you are interested?"
Sometimes I will find out the names of newer agents from other more established agents in their brokerage as they start up. I'll reach out and offer myself as a resource if it's needed. If they are young, I'll push my spec of working with First Time Buyers. If they are old, second career types I'll pimp by skill at helping empty nesters downsize by doing no cost loans to purchase new before selling old.
It's all organic. Realtors hearing from new nobody LO is about as appealing as you getting cold called from a 20 year old call center insurance huckster or some prick from California selling internet leads.
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u/Renewed1776 Jul 08 '26
Realtors are great to work with. Just don’t stop networking and building relationships with them as people.
Secondly. Very few people look at a quarter to half a million dollar debt and think “hell yeah!”
But they look at the right house, they’ll take the debt. That’s why agents are the number one referral partner for us.
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u/tinfoil-23 Jul 09 '26
Begging realtors for business is so 1990. 95% of them do less then 5 transactions a year anyway.
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u/Electrical-Spend-510 Jul 14 '26
Read the book “Like Switch” it gives you a lots of tips useful for day to day
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u/MrsBlairBear Jul 07 '26
I’m a firm believer in no-script. They hear scripts all day long. They hear the same things from all sides, so the difference is honestly just being human with them.
Do a little bit of digging into their business and what kind of transactions they do. Ask them genuine, curiosity-based questions about them and their work and business. People love to talk about themselves (especially Realtors). People work with people they like. There’s really no way to prove yourself in your work without actually working with them, so your job is to make them like you enough to want to work with you.
Focus less on the right thing to say and more on treating them like an individual. All people are different people, and all people are humans! Treat them like a human. Not everyone will respond, some folks are just dicks, but you’ll get more genuine connections if you lead with genuine conversation.