Updated 11.14.25

and it is boring, okay. So you got to kind of like put benchmarks in place for yourself where you can say like, hey, I’m going to I’m going to go potatoes in the next hour, and then I’m going to get up at the sun on my face for ten minutes because that’s my reward, because I just want to get up, walk outside.

 

I make my team do that. I’m like, hey, get out of the office, go outside, get the sun on your on your pace, walk around in the grass, listen to nature for a minute and then get back in and reset. Because it really is like a physical thing that helps your mentality. So Ashley, Ashley, let me translate that.

 

Go out. Let the snowflakes fall on your face. Get the snow between your toes. Oh my god. Yeah. So jumping back into this Justin that home builder coach totally agrees with what Steve just said, but what I think you have to do is you have to embrace the boringness of doing the same thing over and over again. And what you find out when you start doing home selling to like in love when you’re a level two sales person.

 

Right? Which is kind of weird in Italian, actually are like, you’re going to have the same conversations over and over and over and over again with every customer. So it’s boring. But you got to get good at having those conversations and bore down on doing it really, really well. And you get a bore down on like being in control of those conversations and you driving the bus and not them.

 

Right. And so you’re you’re part of it right now is you got to get great at just making that phone call. And like going for as many calls as you can in a day. I can tell you that I have people who make calls for me, and we keep track of how many calls they make every single day.

 

And home builder coach has a scoreboard, and we look at it and we talk about who’s at the top of the scoreboard, not just for how many calls you made, but how many booked appointments you got. Right. And so you should keep score just in. How many calls do you make today and how many do you book today for realtors?

 

Because like making it a game to like even everything. If you can make it a game, I feel like it makes it so much easier. Even when I do laps at the gym in the morning, I count how many old women I passed the likes, the old manometer like if I can pass them more than once, I’m like, yeah.

 

And they go, oh, I should be able to pass them. But it’s just like that little like in my head. I’m like, I’m a bad person. Go love it. I feel like the more you can make it like fun, it just makes it easier. Yeah. And then, you know, other things you can do. This is definitely a move with realtors is do these three things with them, like you have somebody that you want to have that relationship with.

 

Don’t forget that realtors like what we do. They like our side of the business because they get to deal with crappy old houses built in 1956, and ours are not that right. Ours are nice, they’re new, they’re pretty, they’re clean, and they don’t get to deal with that in the used home side, right in the used home side, you get to deal with ugly old dirty dingy broke down inspection.

 

Yeah. So when they come in, they get a get to be a part of like our stuff. They enjoy that. They like that. So you know, don’t forget that the realtors like to experience our side of the business. And so I would invite them in and say, hey, I would love to take you on a construction walk, walk you through one of our homes.

 

It’s under construction, and show you a little bit of what’s behind the drywall. I used to do this with, realtor teams. I would get a team of, like 30 realtors, however many I could. And I would invite them out for an event that was to train them on how a home is built. Realtors are interested in that, right?

 

They don’t know how a house is built. A lot of them. There’s a lot of I’m not trying to be sexist, but there are a lot of women in the business who don’t know construction. I found the lady is really enjoyed learning the on the construction side of the business. And when home builder coach invited out a team, I usually got more women because they’re like some of the guys maybe had had some construction experience.

 

And that’s part of why they got into real estate. And the women love to come out and learn how a home is built. And so if you can bring them out to a home that is at the stage of construction right before drywall, where you can still see, you know, so I call this a pre drywall walk, right.

 

So like they can still see the electric, the Hvac, the plumbing, right. All of those things they get an opportunity to learn about well to learn about all of the stuff behind the walls that helps them to be a better realtor. And then I’ve also given construction training courses to them, where I explain to them how home is built from A to Z, walk them through what that process looks like.

 

And then, I would also invite them to do the price out slide show.

 

Send them your price out survey. Ask them what their favorite plan is of yours. Send them the price out survey and show them what the process will be like for the customer. It gets them to know your company more, what you do a little bit more and they like new homes. They don’t like having to deal with the dirty old janky nasty houses they sell on MLS.

 

They like what we do, and if you can walk them through a price out and show them what that experience is like, they get excited about it and now they know, like they feel better prepared to bring you a client if you do these things. So like for a and I’m really talking Justin, you want to build you want to work on the one on one appointments for the level twos, but for a level two.

 

So for like Ashley and Natalia and Ty like price out of home with a realtor, invite them to come do that process and get them engaged in what you do. If you get them engaged in what you do, it’s a great opportunity for them because now they feel like they’re an expert to their clients and you’re adding value to them.

 

Does that make sense here? Hey, home builder coach. Yeah, I pick it up by team call. Can I say one thing to the flat Rock people before I let. Yeah. Okay. Natalia, for example, you came out right when this was happening, but I’m a preferred lender for flat Rock that I was the preferred lender prior to coming on, and I’m still a preferred lender.

 

The reason this is important is there’s going to be many, many things that Eden can’t do because she’s in the broker world and I’m not dogging her. It’s just how it is. There’s going to be things that they’re going to say, it’s an FHA guideline or they can’t get approved or whatever. So if you have anybody that like hits a roadblock, them to me, I’m the backup.

 

You can ask Travis. I have a great relationship with Travis. I actually introduced Eric to Travis. One of the first deals I did was a one time closed construction apartment. Travis still had a great relationship with them. I’ve actually offered by assistance to Eden if she runs at any problem. Brock had assist her because my goal is to help you guys sell more houses.

 

But when you get somebody that’s like, maybe it didn’t work with her, or maybe you’ve tried to refer somebody, they won’t respond to Eden, or maybe they won’t apply and you’re trying to like, retread that lead and not lose it. Then don’t hesitate to reach out to me. Eric can connect us. So you have my phone number and everything because I don’t think we ever did that, but I just I kind of snuck on here a few times and you’re probably like, who is this guy?

 

While I was out here? So home builder coach just wants to make sure you’re aware of. That’s my relationship. I just talked to Travis. I think it was Thursday, about all of this. And I just want to be a resource to you guys, especially if you have self-employed people. We do. We’re doing a ton of bank statement accounts. Really can’t qualify what they’re.

 

So just don’t hesitate to reach out to me as a resource. I’m a deal maker. So a lot of times that’s the structuring I just picked up on yesterday that was contingent on the sale of their house and I made of not contention. Wow. And it took me three hours because I had Rob at 5 p.m. on Sunday till 5 p.m. on Monday, and I got their application at 2:00, and at 415 I set their approval letter.

 

And they’re now they did not lose the house they were trying to get. So just don’t hesitate to reach out for that. And if you could text us. So I have her or anybody that I know. Thank you. Bye, guys. Thank you. Right back. Yeah. There you go. Steve is a great lender. He’s actually the best lender I’ve ever dealt with.

 

And I’ve dealt with all of them. So much of them suck. Steve has helped me a lot too, so I can vouch for him. He’s helped me get some loans go through that. The people were like, we almost lost. So yeah, yeah. So he’s definitely a good resource to have out there. So anyways, with that, you know, for Natalia, Ty and Ashley, like, these are moves that home builder coach highlighted in red that will help you to get a realtor to want to do business with you.