so that every time Mr. Shaw pulled out one of these sleeves, he was reminded that Shaw Holmes loves Steve Currington and that he should have put his logo on the ball so he would see his name on there.

 

Yeah, he put the Shaw Holmes logo on it, but then, oh, then he’s like, Then he started going to our model homes and talking to our salespeople, and I would get a phone call from my salesperson and the salesperson was like, hey, Aaron, I’m just sitting here. And I was really thinking, you know, we should probably make Steve Currington our preferred lender.

 

And the home builder coach was like, how do you know who Steve Currington is? And then she she would have me on speaker phone, and then Steve would go, hey, home builder coach, I’m here with Bri. We were just hanging out and and he would get goofy and like, and I’m like, God, he is relentless. This guy. So the stages that you go through are this.

 

Stage one is no, stage no two is annoyed. Stage three is curious. Stage four is open, right? So you start off like the lady at the front desk was like, God, this guy just keeps coming back. Go away. Stage two. You know her stage three was she was curious. Like, wow. Like I’ve never met anybody so relentless. And stage four was open.

 

So three and a half years after Steve started doing this and by the way, he would go to the model homes and bring the salesperson’s favorite beverage. He just walked in. He looked in their trash can to see what they drink. And then the next week he walked in with a case of he walked into the model home, said hi as he went by, went into the kitchen, went into the refrigerator and put the case of whatever drink it was in their refrigerator, and then walked back into their office and they were like, what are you doing?

 

And he was like, oh, I was just dropping off your favorite beverage to you. And they’re like, oh, thank you. You know? So it was like relentless. And eventually what happened was one of our preferred lenders really screwed us over honestly on some deals. And we decided to get rid of them. And who do you think? I thought I should call at that moment as a new preferred lender?

 

Big beautiful Steve. Yeah, the person who has been relentlessly pursuing us now, I will say the following year he did about $80 million of loans for us. Was it worth pursuing for three and a half years? Yeah, right. So that is how you do the dream 100. Now you don’t have time to do that with 5000 realtors. But if you’ve got one who’s a top realtor, like this is what we do.

 

We make them our friends through relentless, repeated pursuit. Because most people walk around in a coma. Most realtors are in a coma, right? We put them in a what? Toma, Toma, what is Toma? I mean, Sam, top of mind. Top of mind. Awareness. Right? When? Three and a half years later, when I was like, I need a different lender.

 

Top of mind awareness. Was Steve Currington, right? Because he was relentlessly pursuing us. And so you’re going after that person who’s like the person who’s, you know, the one you want to do a lot of business with. So for you guys in a model home, if Granny Real Estate is the top realtor in the area, then I probably want to be good friends with them.

 

Or if it’s, you know, Cheryl Tompkins, then I want to know who Cheryl Tompkins is. And I want to make sure she knows who I am through repeated. You know, contact repetition brings revelation. Eventually the light goes on and they’re like, I want to do business with them. So that’s kind of what the dream 100 concept is.

 

If you guys get the Ultimate Sales machine, which is a great book, the home builder coach highly recommends reading books, leaders, our readers, you guys, if you are going to drive your car for 30 minutes or an hour every day, instead of listening to music or listening to talk radio or sports talk radio or whatever, instead of, you know, doing that, if you do that over the next three years and that’s all you listen to, you will have all of Taylor Swift’s lyrics memorized, and that’ll be super financially beneficial to you right now.

 

Yeah. Or you all have all the statistics of your favorite NFL players memorized, which makes you a lot of money, right? No, but if you listen to audible, listen to books of people who are already successful doing what you want to be successful at, then what happens is you’ve turned your car into a traveling university and you can have a PhD in whatever you want, a PhD in in about three years of driving back and forth to work every day or all the places you drive.

 

So a home builder coach would highly recommend that you get audible and you get great books like The Dream 100, and you listen to it and you try and pull some things out of it that you can do. The dream 100 is in that book, the ultimate sales machine, so go learn it, deploy it in your in your daily life. And so how do we find the top realtors?

 

There’s lots of ways you can do it. Here’s the sneaky sneaky move. Who remembers the sneaky move to get the top realtors in every office? Oh I’m told yeah, Tom. Be like, hey, go to the big. Who is the top agent that I was thinking about there? You guys head over there and they’ll be like, it’s so-and-so. And you’re like, no, that’s not it.

 

Exactly. Yeah. So you’re like, you’ll be talking to me and be like, yeah, yeah, what office are you guys in? And they’re like, I’m in. Keller Williams elite and you’re like, okay, yeah, that’s right. I feel like I know the top agent over there. I’m trying to remember their name. And they’re like, is it John Desmet? And you’re writing down John Smith

 

No, it wasn’t the one I was thinking of. And they’re like, is it Sean Knight you right now, Sean, that you’re like, no, that’s not the one. I was thinking, and they’ll just give you like the top three agents in their office like that. It is such a dirty move, but it works. This was actually how the home builder coach got the contact information of the top realtors in the state of Michigan and made them my best friend, because then I dream 100 of them.

 

Before I knew there was a dream 100. I was like, I’m gonna go get these guys to do business with me because they’ve got lots of leads for me. So that’s the move to go get them right? And then you have to be constantly being in contact with them, right. So you got to be touching base with them from time to time.

 

But the home builder coach taught you last time the dream 100 methodology. Right. Without looking so many tell me, how do I go through getting agents phone numbers? Because most people will tell me I don’t know any agents. I don’t know any real estate agents. And I even if I did, I don’t have their phone numbers. You use the wizardry of Google or Http search your real estate offices in your town.

 

I can kind of an advantage. I have a 117 people on my list, so 17 people making the cut in my little community. But usually, I found in all the time there was two realtors that didn’t have enough brain in their head to have their contact information listed on their agent and their brokerage website under staff. Yep.

 

It baffled me that they wouldn’t want to share their email ID number when they’re trying to get people to call them about real estate, but everybody else is right on there. And I also just googled top agents in Sheridan, Wyoming, and it gives you a list of the top producers for the last year. Right? So the yep, however accurate that is.

 

So this apparently this Google machine works. This website is kind of catching on. You know, and so yeah, you just Google them. You find them every, every office has like a ton of them on there. Sam, were you able to find some agents yesterday? Or, you know, in the last couple of days that you were able to get phone numbers and make calls to.

 

Is able to find agents. I’m still getting my phone set up, but I think as of this morning, I think we’re. I think we’re good. Yeah, it can, it can call out. But for some reason he’s not able to get calls inbound on it. Okay. Well, we’ll we’ll, I’m sure we’ll, we’ll snag in the road. But you said Google is that with two O’s?

That sounds exciting. A great googly googly. Yeah. This is for you. Yeah. G o o g l e guys, that’s what it is. Since some of you have never heard of it. That’s great. What did you say, Natalia? Oh, I just said it’s spelled with a U. But, Sam, I do have a question. Are you not using your personal phone?

 

I’ve got it said, we’ve got, like, the zoom set up through my phone. Yeah. He’s on a different setup than you are. Natalia. I gotcha because I just been using mine. Okay. Yeah. He was like half. And she was like, he doesn’t know how to use a phone. He doesn’t give was this guy we’re talking. Yeah, yeah.

 

So no, I was just curious if you’re using like grasshopper or one of those systems or, you know, something like that. Yeah.