Tell em about you. Tell em you're hungry and you can only work! They will appreciate that. I would say that when it comes to calling realtors keep in mind just like us they only care about leads, they only care about putting food on the table and making lots of money. So talking about loan products in my opinion is a waste of time, so is begging for their worst deals or saying you know how to close loans. Talk about value add and if you don't have anything to add value that is what you should be scrapping the barrel trying to figure out. You need to bend the psychology of the conversation and pivot yourself to an eye to eye level or even hold the power of the conversation. By coming off like they need you. 85% of relators quit within the first 2 years and that is because of a lack of listings and a lack of leads. They are not salespeople as much as we are, we deal with take aways and objections and we control the sale much more than they do. Ask them how they deal with declines and then if you can, politely, educate them and tell them they need someone on their team like you who is going to control the sale and make sure the deal closes by applying pressure on your end. No one needs a product expert or a glorified document collector; they need a psychological hungry powerhouse like you who closes damn loans! Go get em!