Being a Loan Officer requires the ability to inspire trust in others.

Think about what makes you trust another person. We trust others either because we know them or someone we know trusts that person. There is no other basis to trust another person. We don't trust a stranger who we just met two minutes ago or a telemarketer we can't even see.

This is exactly why the first time you call on a Realtor or Builder they are not going to business with you unless someone they trust recommends you. Even then, one sales call or conversation, is still not likely to win them over. Chances are it will take at least five contacts with that Realtor/Builder before sufficient trust is established for them to trust you with their customers and their paychecks. Also, your chances for success with that person are increased dramatically when someone they know trusts you.