Updated 11.14.25

So it’s like if you’re going after, like, the the whales, you know what home builder coach means when I say a whale. You know, the big realtor, that’s the big producer. If you’re going after the whale, like, if you can get them more engaged by providing a service to them, that is like nobody’s ever showed them this before.

 

They really appreciate it. There’s a guy in Tulsa, Oklahoma named Brian Frere. And he’s one of the top realtors and has been for a really, really long time. This guy right here, this guy and Brian and I have been good friends for a long time. But we didn’t start out that way because Brian was a like number two realtor in Tulsa.

 

And he’s like, I hate builders. I don’t want to do any business with you guys. Stay away from it. He’s like builders always. Screw you. So today, Brian is not that guy. Brian is, He loves doing business with builders. But the way I won him over was I gave him a construction training course. You guys have been through my construction training course.

 

Home builder coach took Brian through that. So I gave him access to learn how a home is built from A to Z. And I walked him through and did all of that for him. And next thing I knew, I probably got eight deals from Brian. And the next year that was like pot buyers. He brought me that, bought houses. I also showed him how we price out of home, so he understood it really, really well.

 

So I took him through and basically gave him a price out survey, then walked him through the price slide show, showed him how we write a contract in there and then of course, I explained to him the I did the whole PowerPoint presentation that you guys have. Right. So, but it took all of that for Brian to decide.

 

He wanted to do business with us, but then he became a great referral source. After that. He brought us a lot of buyers over the coming years. I probably did. I bet we did at least 100 deals with Brian after that over a period of years. Right. So but he hated builders. When I first talked to him, he pretty much told me to f off.

 

The first time I talked to. So I’m just saying you can win them over. But it takes persistence.

 

Does anybody remember my saying about persistence?

 

Breaks down resistance? Yes. Persistence breaks down.

 

Resistance. So you just got to keep going after him. And it’s going to be boring. Successful people are very boring people. They just do the same thing over and over again because they figure out what works, and then they just keep doing it. The most successful person that I know well, outside of famous, successful people, the most successful person that I know.

 

Is a guy who, when he was 27 years old, sold the most, the largest, wedding photography business in the nation. He grew it in his dorm room when he was going to college. And by the time he was 27, he sold it, and he was independently wealthy. His name is Clay Clark, and he owns 16 multi-million dollar companies.

 

Today. He’s 42.

 

Okay. Clay Clark, if you want to look him up. Very, very, very interesting person. But Clay Clark literally does the same thing every day. All day, every day. He never stops doing the same thing over and over and over and over and over and over again. And home builder coach learned from him that successful people just do the successful things repeatedly.

 

Okay, so when you guys get bored of hearing me tell you about how to do the dream 100 and how to read a script, make a phone call, the reason I’m telling you how to do it is because it’s what successful people do, and I want you to be successful. And just so all of you guys know that here on this meeting, the only way I make money is when you make money.

 

That’s the only way I make money. So my my goal in teaching you things is so that I make money, which means you’re making money. Does that make sense? So I don’t try to talk to you about things that aren’t going to make you money. I only talk to you about the things that are going to make you money.

 

Otherwise, other than dad jokes that will not make you money. Okay, sorry. There’s one thing that I will give you that will not make you money. And that is dad jokes of home builder coach. Other than that, I’m just trying to teach you how to do the things that make you money. The money is a bonus for me. I’m here for the dad jokes, but the money’s a nice bonus.

 

Sam, you are now my favorite on this meeting today. Thank you. Sir. You warmed the shackles. Sorry, I probably missed it. There. Pretty face. But you did. You did not miss anything. It was a really good one.

 

But I’ll be. I’ll be here for it tomorrow. Yes, you will, but the, You know, the moves that you’re you’re trying to learn are just going to be. They’re never going to change because they just flat out work. So Clay Clark, he basically does the same thing every single day, over and over and over and over again.

 

Forever and never stops. And I’ve known him since 2016. And when I walked in to meet him in 2016, what he was doing that day is the same thing he does every day today. It hasn’t changed, but he has more businesses than he did them, and they’re all much more successful than they were. So just to give you an idea like that’s everything you’re doing is just repeating success.

 

So, you know, if you get really good at doing so, let’s go to the five easy steps for a minute. Right. Every business has a five easy steps. Did you know this? Do you guys know what pay is? I don’t know the pyramid scheme. Hey, wait. Asian diner not pay. Why? Rewind.

 

Home builder coach was thinking of Amway, and, let me find an interior picture. If I can have this thing, I don’t know if I’ll be able to see it.

 

Looks kind of like Panda Express. Yeah, they’re all kind of similar. I don’t know if I can pull this up where you can see it. So they’ve got, like, when you walk in, they’ve got these boards. When you walk in, it’s like you look at your entrees and then it’s literally your five easy steps is the board they have digitally as you walk in and you walk into a line and you walk through the line and first you pick your protein.

 

Second you pick your flavoring. Third, you pick your oil. Fourth, you pick your starch. Does this sound familiar? From the five easy steps?

 

I’m just trying to show you like every business is the same. You guys. Every business is literally the same.

 

I mean, if I walk into, you know, a car dealership, it’s no different. It’s like, do you want the the small, medium or large pick your size. Do I want the economy size car? Do I want the sedan? Do I want the full size or do I want the truck?

 

Or the sports car version? Every car company is the same. They have the smallest small two door hatchback, right? They all have the four door lower end sedan. Let me show you this. You’re looking at me like maybe you think I’m a little crazy.

 

Every car company does the same thing.

 

The three. The cars. 30 of the cars? Five. The six. Nine. Right. I got the little guys. The big guys.

 

Ford.

 

Right. They got the EcoSport, the escape. This is the two door little thing that nobody got in the backseat. Guys, Wednesdays, it reminds me to just the muting. I’ve got the escape, which is the four door, the edge which has a little bit more room behind it. The explorer than the expedition, which is the third row seat.

 

Right. Then I’ve got for the person who wants the E vehicle. Right. I do not want to kill our, our, you know, environment people. Right. And then I’ve got the sport one. So it’s the same thing for everybody. And it’s like, pick your size. Then what do I have? Ford car.

 

Exterior color ways.

 

You know, I’ve got a certain number of colors that I can offer. Right? Are they going to talk to you about the payment or the price of the car? Payment. Okay, so pick your pick your floor plan. Right. Pick your payment. Pick your finishes. Go to contract. Every business on earth is the same. They’re all the same. So what I’m teaching you is not like a thing that it’s like, oh, well, only home builder coach does this in homebuilding.

 

It’s every business does this