Updated 1.26.26

 

And okay, I’m just going to use a round number. I’m going to use examples of real people home builder consultant knows. Okay. I have a so the last person I probably taught this to that really fully embraced this in a massive way was a guy named Jeremy. Jeremy found a realtor who brought him eight deals.

 

Average sale price of,

 

Probably 450.

 

Which is 3.6 million in sales per year.

 

Which was.

 

$36,000. Let’s just use a round number here and go. If I get, realtor referral source, you know.

 

And this one happened to be.

 

Oops.

 

Gosh, I’m hit and wrong. But Jennifer Pollard was.

 

home builder consultant can not hit the right buttons today during 3.6 million per year.

 

$36,000 in commissions per year.

 

Is what he made by knowing Jen.

 

Okay, here’s let me show you where the power comes in. If I had to make 100 phone calls to get ten people to come in to meet a Jen.

 

What is the the profit per call that I made? Let me make it absurd. Let’s say it took 500 phone calls to find Jen.

 

How much am I paid per phone call to call to find a Jen.

 

If it took 500 phone calls, family to write. You got it.

 

500 phone calls to call to find the Jen. That is $72 per call.

 

If I let home builder consultant flip this upside down for a minute, Ashley. For the rest of the day today, every time you make a phone call, I’m going to pay you $72. Not just this year, but for every year. Moving forward. Right. Or whatever. It’s like, I’m going to pay you $72 per time you dial your phone today. Would you do it?

 

And of course. That’s the power of finding one of these. Yeah, Aaron. But it’s going to it’s going to take a thousand calls okay. Ashley. For the rest of the day, I’m going to pay you $36 per phone call. Will you do it? Of course.

 

I mean, that’s these are the numbers. Okay. Now let’s do this one more time. If I’m going to make 36,000 from having a friend like her in a year, would you? When you find Jen, would you be willing to repeat that over again? Would you be willing to spend the next year finding four more of her? Yes. I have a quick question.

 

So with us having that new community that we’re going to be starting. Yeah. Can I am I allowed to tell like the realtors that I bring in about that and say, hey, I’m going to be opening this new community, like, I want you guys to be in on it, make some money, blah, blah, blah. Like, I can use that, right?

 

Okay. I’ll focus on today, but I’d tell them what tomorrow looks like. Okay. Yeah, I’d make it 80% about today and 20% about tomorrow. Okay. If home builder consultant was to go find five more gems.

 

What would you be willing to do?

 

To find five gems.

 

Jordan, don’t answer this because I don’t want you to make it weird.

 

Jordan’s like, I would be willing to do your laundry for the next six months. I would be I would be willing to iron your your shorts for the next six. Don’t say something weird like that, Jordan. Like, I’ll handle saying the weird stuff. Me just keep quiet over there.

 

You know what I’m saying?

 

What would it be worth? How many calls would you be willing to make to find five of them? Before you answer the question, if you found five, did anybody do the math yet? No.

 

180,000. Is that what you’re looking for? It would be $180,000 per year if I didn’t sell a house to somebody who just walks in the door. If I just sold to the clients that those five people brought me.

 

Right. You’re going to sell some number of homes to people that just find us, right? They walk in, they call in and fill out a form on the website. There’s a percentage of people that are going to be them.

 

That’s been 100% of my people. Anybody that’s had a realtor hasn’t worked out right. But the reason the deals with realtors don’t work out usually is because you haven’t preemptively shown them how to bring you a buyer. That’s why realtor deals are such a struggle. Until you teach them how to bring you a buyer, it will be a struggle because they will fight you in the in the interaction.

 

Once you’ve made friends with them and shown them how to do it, they won’t fight you anymore. And when they bring you a customer, it’ll be a good experience for everybody.

 

I have found this to be true. Jordan has found this to be true. I mean, home builder consultant can tell you so many stories about realtors that are just, like, kicking against your process until you show them how to do the process. And then they’re like, oh, that’s how you want to do it. Cool. We’ll do it that way.

 

And then they get out of the way.

 

Brady, have you found that to be true? Have you experienced that yet? Yeah. Like once you show it to them, it’s it’s not hard. They’re they’re happy to do business with you. But before you show it to them, there’s a lot of things going on inside of their head that are making them act the way they act.

 

And it’s usually like they seem like they’re psychotic. Yeah, well, the guy that’s coming in tomorrow, I mean, is he going to fight wanting to work with me because we’re only paying 2% versus his 3% that he’s mandating people pay? If I was meeting, if I was meeting with him to show him the process, I would say, hey, buddy, I know you want to make 3%.

 

We’ll just do it that way every time. When you bring a client in, I’ll just tell them the incentive is a smaller amount off the bat and then I won’t. They won’t even know I can do that. Sure. For him. Okay. Yeah. So I would just add a 2% incentive for my buyer and then give him the extra $1.

 

I’ve done a lot of deals here and maybe it’s just different. I’ve done plenty on listings that are 2% to the to the buyer side. Never had too much hiccup. And the way I always expressed it was if I ever had any kickback. I only had him once his hey our our fiduciary duties to the client. I know we want to make the most money possible, but if your client truly loves his house, it’s not about the money and they love it or hate it, but you know, the guy who’s like, this guy was like, hey, I only do it if I make 3%, period, and some is paying for my other percent.

 

That’s basically what this guy’s emails that I really do. Ashley. And it’s like, I as soon as I read it, I told her, this guy’s been doing this a long time. Like he’s he’s going to get paid what he wants to get paid. And that’s just how he’s going to be. So I was like, you need to pay him what he wants and figure, you know, like, we can add it into the price.

 

We can take it off the incentive, whatever we need to do. But let’s make the deal so that he brings this client to us. Because otherwise he’s going to tell this client not to buy our house. I watch him do it all the time. They will literally talk to your client who loves your home out of buying from you.

 

Yeah. Jordan, how many times have we seen that happen? Two minutes. Yeah. Like I can’t even count how many times I’ve seen that happen in so many soundbars. They will sabotage your deal on purpose.

 

home builder consultant had a realtor call me one time and scream at me telling me that you better pay me my money. This is what I want. I’m going to get paid this and I will kill this deal if you don’t pay me the money I want screaming at me about it. And I said, I literally said to this lady, her name was Dana Hickerson.

 

I don’t know if she’s still in the business, but I told her she was a dog man. I could not stand this lady. I literally told my entire sales team, we don’t do business with this lady.