Updated 11.14.25

But once I like broke through that. I tried to relate this to you guys because I know you’re sitting on a model, you know, as a builder and I’m sure there’s this is what they’re all told me.

 

They’re all set. If I don’t get a referral from a lender once a year, whether that be a listing or a buyer, I he believes that every lender, if they’re working on their circle of interest, that they are a decent lender, they’re going to have one unattached client a year that needs an agent, whether it be a listing or a buy side.

 

And if he doesn’t get a referral for me in a year, that tells him that he’s at least number 13 on the list because he thinks that sorry, his number was one of, if you’re a top producing lender, you’re going to have one person that doesn’t have an agent that you can refer out. But so that means he’s never at least 13 on my list.

 

But I want to be number one on his right. And so think about that. Because what value do you provide. You know, like how do you find things that provide value. You know, maybe it’s a, a change that’s happening in the industry that you found out about that might be important to that, that you could set that maybe you find out that their favorite baseball football team is the Patriots.

 

And you see that stuff happen yesterday, the, the I think it’s the Detroit Lions coach got fired. You know, you find out that, was it the Detroit Lions or was it the New York Jets, the New York Giants? Giants? Giants. Yeah. Don’t you talk about home builder coach Lions, Steve. Come on now. I’d be lying if I did.

 

But, but, so if you can find ways to connect and relate to the outside of business so that it’s not constantly. Hey, man, we have these new listings. They’re like, thanks so much. The other thing that, that Daryl told me, one time that I thought was very important, he said, if you have if you’re a builder and, he told me this when he was talking to one of the shore salespeople here, email me that inventory list or email me those neighborhoods, because when you text it to me, I can never go back and find it because the search function on the iPod, I just can’t find it.

 

So email it because whatever that pops into my brain, or I’ve got a new client that’s looking at Broken Arrow. I can go to my email and search or dog homes or hunts or sell a broken arrow. And I can find that that inventory list of like market homes that you sent me. And I’m not going to be able to find it all by text without a home builder coach

 

I’m not going to go look all my text. So text me to contact me, but send information through email because what I want to go back and reference it, I have places to file those. Like I can put that in a folder. I could, you know, file it somewhere where that if I ever need to reference that later, I can get back to it.

 

And so that was one of the big things that that he taught me. And I thought, well, I would think it would be a lot more convenient to text it, especially with technology nowadays. But he’s right. Have you ever go once to go search for a text on your iPhone and it won’t find it? You literally. I’m like, I literally just sent this to someone like the other day.

 

Home builder coach, I asked you about that. Whatever that, inland water park communities are right. And you send it to me, like, three times. Yeah. Crystal. It’s not crystal. Good. I could never find it. But if it is by email, I probably would have be able to find it. So, if you’re getting frustrated with people not answering.

 

I’ll text you. They’ll be like, did you die? Do you hate me? Am I annoying you? It literally never responded to me like I promised. I don’t buy it and you might get like a lap out of it, or you might get a middle finger. Either way, you know where you’re at with it, right? So it just doesn’t really matter.

 

You kind of have to get past the frustration. These people aren’t responding to where you turn it into a game. Or so I’m going to let me let me jump in here real quick. So, Steve, just so you guys know, Steve, at one point I told him, stop calling me, because for three and a half years he pursued being the preferred lender.

 

This this is the same concept as you’re doing with a realtor he was doing with me, right? Called the dream 100. I said, stop pursuing me. Stop calling me. I’m not going to make you the preferred lender. And I told him that maybe six months in.

 

But he became the preferred lender at three and a half years because he just didn’t stop. And there is a process that you go through with getting irritated, and eventually there’s a process that starts to happen where you go, okay, now I’m curious because you are freaking relentless, you know? And it’s like, now I’m curious. So for a realtor, for you guys, you know, well, first of all, let me say this to you, Justin, at level one, I know it’s boring, but the people who do the boring things over and over and over again are always the most successful.

 

Because what a home builder coach teaches is not hard. It’s just repetitive. It’s what we call the core, repeatable, actionable processes. Doing the same thing over and over and over again is what gets results and I’m just telling you that you have to just keep calling these people over and over and over again at level one. That’s what you have to do.

 

You need to talk to them about what’s on the script and not talk to them about a bunch of other things. You need to invite them every time, which is in the script, and try and book the appointment. You got to just do it. I know it’s boring, but you got to do when when most people. Here’s the reason most people never get truly successful is because they get bored.

 

Instead of starting too early, instead of boring down, they get scored in and highly successful people bore down and just keep doing it. Do you know how many times I’ve explained this process to somebody? Probably a lot. Probably. Steve can. Steve has watched home builder coach explain it probably 500 times because he’s known me for forever. But I’ve been doing this for 30 years.

 

You know how many times I’ve explained this process to why am I successful? Yes. Why? You know, twice. So it’s been two times. This is the second time I’ve done it again. That is. No. Hey, Aaron, everybody should get two bucks. They should get GoPro. Get it on audible. Listen to it. When you’re driving. It’s a it’s the reverse concept of playing it like a game.

 

I’ve just got a call to I get 25 no’s. Instead of saying I’m going to get ten appointments today or five appointments, I’m going to go, I’m just going to I know they’re going to tell me to kick rocks, and as long as I know I’m getting, I’m not upset. I’m like, yes, all right, I got another one.

 

They told me to get lost. Next I’m going to go get the other one. And the other one is, a book called The Secret by around to Burn. And the reason the secret is really good is it’s all about the law of attraction. And I believe this is very, very real, that you attract what you put out.

 

So if you go into the day with, like, negative, like, I’m going to call this band person and they’re not going to play back or into the power because it’s negative. You’re attracting that, you know, you’re trying to avoid people not answering it by speaking that into existence. You’re actually. Yeah. Anyone wonder why I try to go ahead?

 

But Vicky, he’s got four. It’s all right. Sorry. ATC was talking to me, and I was. She was mad at me. No, but I requested white ball, so I can cancel it if I want to. Lady. One second. Okay. 8112. I charged with you. Level one zero thousand 500.

 

Are you good? I want to try. All right. Up your down. Sorry, but anyway, go for now and get the secret. Listen. The secret. The secret will help you. Just that with this your mindset of like the positive that the law of attraction, of of attracting positive things. And there’s a there’s a boogie on it. It’s like an hour and a half and there’s a book that that I think is really good.

 

I listen to it. If I’m in a pissy mood or I just like at the world right now, I’ll listen to the Secret for like 30 minutes and it, it just, it.

 

Like resetting my brain because usually I don’t know about you guys, but home builder coach starts his day pretty early and sometime between about 730 in the morning and about 945, I just get punched in the gut with something like a problem. It could be personal. It could be related to one of my businesses that I have. You know.

That the internet blew up on. And it’s going to cost $45,000 to fix it. Yeah. So, a client that was at $800,000 a lot that we put hours and hours at cancel doesn’t want to. I mean, just you just get punched, you just get that, you know, you got somebody that, you know, the tire that you’re working on, that you’re trying to bring to contract, that is not responding to you, or they tell you to that they’re going with another builder or something.

 

So you’ve got to think about like what’s coming into your brain. And when you’re getting that negative stuff that’s coming in, this is by way, and everybody has it probably a different way. This is by way of kind of reset my brain. So whatever that is, if it’s read the Bible, listen to the Scripture, put on T.D. Jakes, but not somebody that you respect that can get your brain to where it’s kind of back to center, so that when you do get to make those calls, you’re not doing it with like a negative attitude where you’re just like, f this, everybody’s not going to answer again.