UPDATED 11.14.2025

And, See if I have any good ones for you guys. Hey, by the way, did you. Can the home builder coach tell you guys that I decided to name my horse Mayo because mayonnaise.

 

Wow.

 

That that. Is that too low for that? Okay, well, I tried that wasn’t even that wasn’t even, like, I get it. You got to do better. Hey, I’m just waiting for one of you to take on the mantle from me, and you begin bringing your own jokes that are funny to our meetings. Instead of me having to supply all the dad jokes.

 

Okay? Will not happen. All right, well, how’s everybody doing today? You guys doing good?

 

Doing good. Life in the big cities. Good. They’re actually, very big. Yes. We got lots of snow. We got more yesterday. So did you really? Now they’re probably about another three inches. I think that is just not right. You got to stop that. And now our first snow of the year was a doozy. Don’t like it? Need to stop that.

 

Right now. The home builder coach does not have snow here in the, Tulsa metro, thank God. Ever. Well, usually get, like, once a year, maybe a little dusting, and then it just goes away. We’re in that lake effect band, so sometimes we get a lot. Oh, I know that made the lake effect too bad.

 

You got to go to Michigan or an Indiana person to understand that. Yeah, it’s the lake effect and it’s bad. No, it’s like an area that. Oh, it like it comes off the lake and we get more snow than. Oh, it’s a band, not it. Yeah. Band that I got you. Yeah. Yes. There’s a thing called Lake Michigan.

 

Steve. Gotcha. It’s big. Yes. It’s big. There’s a lot of water there. In fact, there’s a whole bunch of lakes all the way around Michigan. And she’s right down here in the corner down here by Chicago, in the wind from the north, comes in cold and goes across the lake and produces a lot of precipitation. And that is what we mean when we call lake effect snow.

 

That is a true thing. Now you guys have a whole lesson on lake effect snow from up there in those northern parts. So, all right, well, anybody have any objections, obstacles, hurdles that they were struggling to get over. Any thing that I can help with a customer that you need to get move into the next step.

 

Anything like that that  home builder coach can help with. I know, I’m kind of having a hard time. I’m we kind of focused on focused on realtors for, like, the last six weeks, you know, and we have not gotten a lot of cones or anything web form. So I’m running out of ideas on who to call. I’m trying to keep myself busy.

 

Home builder coach would call realtors and I would never stop calling realtors. Because there’s 8000 of them with a license in your town. Wow. Yeah, I think it’s, you know, I looked it up. Well. Well, anyway, it’s it’s a challenge to keep the numbers, you know, I mean, keep looking up numbers and but, if that’s what you want us to do, I mean, I’m happy to do it, so.

 

Yeah, I mean, the thing is, is that, you know, realtors, are always coming and going. And according to. I’m just giving you the number. John told me I don’t know what the exact number is for you guys. John told me when he looked in the MLS, there was 8000. So, what I would do is I would just continue to call them until you get more and more of those meetings, because I can’t, tell you which one is going to be the Jennie Pollard’s of the world or the John Smith’s of the world.

 

But if when you make the call, you just have to make sure that you’re following that script. 100% to it, to not having a different conversation, having that conversation, just to invite them and when you’re inviting them, you know, you get a certain number of them that will show up in a certain number that won’t, like, you get a certain number that look, a certain number that well, so you just have to go through the numbers to find the few.

 

You got to talk to a lot to find a few. And that’s going to be true in anything. You know, so dream 100 is always talk to a lot and find a few. Steve, why don’t you talk about the dream 100 and realtor referrals and what it means to you? Well, I got to tell you, home builder coach, lately, I’ve kind of been afraid of the calendar because its days are numbered.

 

But that’s a whole nother story. Lame. I look number you don’t, you don’t. You call me Joe Steve because I make it worse, don’t I? Come on, let him go do a tick. And the Eiffel Tower have a common. They’re both parasites. These parasites. Anyway,

 

It’s it’s like a boring, mind numbing task when you call the same person that you know is going to answer and is it going to text you back? And it’s frustrating because you’re like, why am I doing this? Aaron and I were actually talking about this last night because there’s a, builder in Texas that I work with that doesn’t tell a lot of houses of the sun.

 

As a real estate agent. And, I mean, I study, like, pursuit for an hour, probably like 90 days. I just couldn’t get even a better person. I just could get up to, like, really respond. Unless it was like a deal they were working on, on the building site. And, he had texted me yesterday asking about our one time close, and I was like, well, hey, I really need it now.

 

But he was good at first personal thing and I was like, really an application to be accurate. It was like he applied with this other cross country person that I’ve used in the past, and I was like, bro, I’ve literally blown you up or, you know, but I don’t know why you want to reach out to me. I kind of written him off because I thought, he’s a college baby.

 

He’s like one of these part timers. And then home builder coach was like, Steve, he’s selling a ton of houses. You need to just stay after him. And so my point of that is that anybody that is not responding to you, if you know that you, you know, you can look at their production, you know that they sell a lot.

 

That’s why they’re not responding to you. Exactly. And if they don’t sell a lot, that’s probably why they’re not responding to you. And, but you just have to understand that if it was easy, everybody would be doing it. And most people aren’t going to stay the course, they’re going to give up, and one day they’re going to text that say, well, you stop texting and calling me, or they’re going to say, thanks for keeping in touch.

 

But so far I have been not or not responsive. I actually have a client that’s looking at your price stretch. Right. And so the trick is to try to find information that you can send to the that you think might be beneficial. And one of the ways that I’ve done that is I just, I Google, I look them up, I create their Facebook, I find out what they’re into.

 

I, you know, that type out I ask around, you know, I talk about that Glen Shaw was a big golfer, you know, and I they got balls for to out out that that Jamie loved the lip gloss and candy. He just got out to find what? Where you could connect with him, like, on a personal level.

 

But it’s not weird, you know, like, he might find out that you’ve got a mutual connection and a friend that’s on Facebook, and I would call that friend. It’d be like, hey, what’s the deal with XYZ? The top agent? Because we’d really like them to bring us buyers. But they don’t really ever respond to us. And they might say, well, he’s a prick, that’s why.

 

Or they might say, you know, he’s he’s super busy. Stay after. Or you might say he’s great. Let him know, you know. Yeah. Let me let me jump in. Who’s, who’s a, realtor that refers you business? A lot of business. That, you know. And how did you meet that person?

 

Well, the family’s a big agent. I bet after the real estate expert. Or Starkville that’s up at Joplin. How did you get them to start talking to you and referring your business?

 

They’re kind of a combination of circle of influence. I worked with other agents that were in the same group that they were in. So it came as a recommendation from another pop agent. But, most of the like Kelsey Radford, who’s on I also, which is kind of north of Tulsa, we closed like what deal with her and I just better and then I just stayed after.

 

And one of the ways that I do it is, I send up clients like, oh, I did that to Kelsey today. I had a lady from California that’s buying a $350,000 house in Oklahoma. She’s relocating here. She doesn’t have an agent. I just got her pre-approved. And I called Kelsey and said, hey, she’s in a while. So you’re in Owosso.

 

And so for me, that creates loyalty because they don’t get referrals from other lenders. I mean, like, I’ll ask agents out of like, hey, how many times have you got a referral from your lender that you’ve worked with for five years? Like, what do you mean? I’m like, well, do they ever sent you deals? I mean, you send them all your deals, but do they ever said you deals?

 

They’re like, no, I think he gets all of his deals from other agents. I’m like, okay, well, would that be valuable to you if if a lender sent you a client? Well, yeah. All right. Because I’m always working in my network and my circle of influence, and I’m getting clients that are unattached. Right. And I had an agent, Darryl Basket, that I pursued for he was the top agent at Tulsa before car that I pursued for.

 

I think he finally talked to me after one year and he said, sorry, I’ve just been ignoring you on purpose because I was just going to see if you would stick, because I get approached by lenders all the time, and usually within six, eight, nine months they’re out of the business and I can’t waste my time with that.

 

And I was like, interesting. Because he does get bombarded constantly by lenders because he’s a, you know, he’s a top agent.