I think a lot of it is the mindset and the attitude that you do it in. If you do it in almost a casual, “Hey, if there’s anything I can do to help, let me know.” That will come across caring, helpful but also not “desperate.” If, on the other hand, you call and say, “I’m really looking for anyone who needs to refinance right now, do you know anyone? Any co-workers? What about Uncle Joe?” That will come off like you’re starving for business.

Just my 2 cents worth.

Tom