Loan Officers who call on Realtors and Builders fit into a few categories in the eyes of their customers...

The feeder- brings donuts, bagels, candy etc. thinking that the quickest way to a person's hear is their stomach. While food is nice, this is a classic example of under-estimating your prospects.
The bleeder- walks in with their shoulders hunched over, looking at the ground and generally has something to complain about or something negative to say in every conversation.
The breeder- the good looking person who knows that their looks are their number one assest and if they flash a few nice smiles they may get some business from those that admire them, but it won't last long.
The joker- friendly with everyone and appreciated for his or her personality but rarely anyone's #1 lender.
The winner- the person who combines friendliness, a positive attitude and a strong desire to help others along with asking for business!

So next time you make sales calls; stand tall, smile, be positive and ask for the business!