u/primitiboo

Hey all, hoping to get some honest advice from the agent side.

I'm 19 and just started this month as a loan officer on the broker side. My background is car sales, so I'm comfortable talking to people, following up, and I'm not scared of rejection. But mortgage is a different world and I know I've got a lot to prove.

The thing I keep running into: every realtor I talk to already has "their guy." A lender they've worked with for years who they trust. I get it, why would you risk your client's deal on some 19 year old you just met?

So my question is for the agents here: what actually made you switch to a new LO, or at least start giving one a shot? I understand communication is huge. Being reachable, keeping you updated, closing on time. But beyond just saying "I communicate well," how do I actually build a relationship to the point where you'd feel comfortable sending me a referral?

A few things I'm wondering:

What do the lenders you love do that the average one doesn't?

Is there a way to be useful to you before you've sent me a single deal?

What instantly kills your trust in a new LO?

I'd rather hear the blunt truth than a bunch of feel good advice. Appreciate anyone who takes the time.

Looking for some honest input from people who've been doing this a while.

Quick background: I'm 19, working self-gen at my girlfriend's dad's brokerage. He's the CEO/owner, 15+ years in the industry, so I've got a strong mentor in my corner. Before this I sold used cars for about two years, then a year at a large Kia dealer where I sold 182 units in 2025. Made the jump to mortgages and just got licensed at the start of this month.

What I've been doing so far:

• Reached out to a lot of my old car customers whose numbers I'd saved, letting them know I switched. Already got a couple applications through that.
• Hitting every networking event I can find in my area.
• Showing up to at least 5 open houses a week introducing myself to agents.

I know this is a long game and I'm fine with that. I live with my parents, so I've got runway to grind now and ideally be well-established through my 20s. No rush to chase a paycheck, I'd rather build something durable.

My questions for the veterans:

1. With a relatively open schedule, where would you focus the bulk of your time right now?
2. For someone this early, what actually helps in building a referral network vs. what feels productive but isn't?
3. Anything you wish you'd done differently in your first year that compounds over time?
4. Open house / agent outreach, what separates the LOs agents actually remember from the ones they forget by Monday?

Appreciate any wisdom. Trying to be intentional with the head start I've got rather than just staying busy.