I can tell you what not to do....When loan officers call me just looking for referrals, I get angry. Referrals should be a two way street. One lender I used got me involved with some useful education and a lead generation resource that generated some leads for me. I would encourage you to think about what value you can bring to Realtors instead of approaching them with your hand out.

Bringing value to their business and practicing the golden rule.  Never go into any business relationship thinking about what you'll get out of it.  That's certainly a part of a successful relationship (getting referrals), but what makes the relationship work is focusing on what you can bring to the table.  How can you help them? 

Good morning Kevin. The number one way to create Realtor partner relationships, focus on referring business to them.

Make it a great week!

Face to face contacts are the best way to begin relationships. The way to keep them is to provide service beyond expectations.

Follow the blogs of Joe Petrowsky to learn about the best business practices for loan officers.

Debbie Gartner is a 'Flooring Girl' and has networked with Real Estate Agents through some networking events. Read her posts to understand her business model.

And of course, there are many lenders who can guide you for this. I do see an answer from John Meussner .

Sponsor lunch at a few training events, pop by their offices, keep in contact.

Business lunch or breakfast?

Stay in touch with the real estate PRO.

Communication, honesty, trust, availability, expertise, follow through. It should be fairly easy, just treat any real estate agent the way you would want to be treated in a transaction, and treat their clients even better. You should be able to prove your worth. Referrals would be secondary to all this.

Kevin,

Get to know them on a one on one basis.  Don't ask for referrals, and find out how you can help them.  Joe Petrowsky is the pro on the subject here.  A

Besided referring business to them, when you work with one of their clients, DELIVER! Treat their clients like you would your own and communicate, communicate, communicate throughout the transaction.

One of the things I do w/ my core group of realtors (ones I've already met) is a have direct mail campaign (8 cards a year) and monthly newsletter specifically for realtors.  In there, I'll include info/advice on Flooring AND marketing tips for realtors.  They are not salesy.

I try to stick with the lenders that are tried and true.  I want a lender that will get to the closing table with as much ease as possible. Get me a clear to close days early and have the funds at the title company the night before closing.  I'm only as good as the team that I have.  I tried a new lender once that had a good phone presentation and I was inpressed with.  It was a night mare.  My buyers and I were literally sitting at the closing table waiting for the settlement statement.  

I want referrals but I also want customer service - Great customer service.  

Availability after hours to pre-qualify and you to care about my clients. 

You would have to prove to me that you would be the best choice in a lender to my clients for me to hand over.

Be willing to give good advice and educate the Agents.

Communication is key all the way around. If I see you pull out all the stops you are a lender for life for my clients. One idea that I really did like a loan officer stopped by my open house with some magnets and a bowl of candy. one of the visitors actually called them for a preapproval. They were back at the house within 5 minutes to assist. Clients loved it. 

It is as they say a relationship business.  That means good communication and trust.  I need to trust that if you get my business, that you will take care of business.

I need you to be available on short notice (like within the hour) when I have a referral. Stay in touch with me. I am not looking for business from you, just excellent service.