BUILT: Become the one who gets referred

(03) The people

The people behind BUILT.

More about Dan, Shon and Dianna ↗

Dan Stewart

Founder, Happy Grasshopper

Four-time Inc. 500 | 5000 honoree
Author of The Connection Question
Keynote, Century 21 Global ONE21 Conference

Shon Kokoszka

Founder, Icon Coaching

More than 30 years in real estate
Sold over $1B in real estate
Former CEO, MAPS Business Coaching at Keller Williams

Dianna Kokoszka

Creator of the KW BOLD Experience

Former CEO, KW MAPS Coaching & Training
Author of Becoming More

BUILT runs on Happy Grasshopper

42M+relationships nurtured

12,000+agents empowered

15+years delivering results

Recognized by HousingWire Tech100 · Inman 5-Star · Forbes Top Tool

(04) Session One

Take the 10-minuteChallenge.

We generate referrals live, together. You send one message to a few people who already know you, then we start a ten-minute clock. Here’s what the chat looked like last time.

The last live session, replayed

0:00

0 reports in the chat

Live chat

Reported voluntarily by participants in the live Zoom chat.

Your turn

Reserve your seat for Session One.

Wednesday, October 21 · 12:30 PM ET · Free

90 minutes, live with Dan and Shon. Bring your phone and a few people you’d like to reconnect with.

Reserve your seat for Session One

Wednesday, October 21 · 12:30 PM ET · Free

Laura Leigh W.Three listing appointments by the end of the session
Shona B.A buyer appointment and a seller appointment
RickTwo in-person listing meetings booked
Igor N.Two referrals, and a callback from a REALTOR
Anthony E.A past client called right away and offered a coworker’s number
Madeline K.“I’m getting a listing!” at 13 minutes
Luis“I have a client calling me now.” at 12 minutes
JeffA call, several referral prospects and a coffee meeting
Colleen R.A contact’s cousin is looking for land
Matthew M.Two names, and two of three replied fast
Tracy J.An introduction to her friend’s cousin
Tanya B.A past client now wants to buy the lot behind them
Laura Leigh W.Three listing appointments by the end of the session
Shona B.A buyer appointment and a seller appointment
RickTwo in-person listing meetings booked
Igor N.Two referrals, and a callback from a REALTOR
Anthony E.A past client called right away and offered a coworker’s number
Madeline K.“I’m getting a listing!” at 13 minutes
Luis“I have a client calling me now.” at 12 minutes
JeffA call, several referral prospects and a coffee meeting
Colleen R.A contact’s cousin is looking for land
Matthew M.Two names, and two of three replied fast
Tracy J.An introduction to her friend’s cousin
Tanya B.A past client now wants to buy the lot behind them

Results reported by participants during recent Session Ones. Individual results vary.

(05) The six weeks

Six weeks.Your referral business,finally BUILT.

Reserve my free seat

The ten-minute exercise · Session 1

2:00i sent messageThomas L.
3:00Got a yes!Lynne D.
4:00I just sent 3 texts, 3 responses, and I have two new group messages already.Carrie L.
6:00She just sent 2 names!Vernette C.
8:00One of the two group chats just confirmed a buyer appointment with me tonight.Carrie L.

One Session 1: 21 texts started 15 conversations and 7 referrals. Minimum outcomes, reported voluntarily in the live chat.

Session 1 · Free

Calculate your 12:2.

What you do

Take a Relationship Equity Inventory across phone, email, MLS, CRM and social
Calculate your 12:2 and your transaction gap
Decide if BUILT is right for you

Your first session is on us

Before Session 2 · SOI Rehab, done for you

Phone
Email
MLS
CRM
Lead sources
Social media
Spreadsheets

Merged · De-duplicated

Active Clients12
Past Clients86
Sphere of Influence212
Leads131
Other Agents47
Vendors34

Example database. Super Sorter helps you place anyone the software can’t.

Session 2

Becoming BUILT.

Your contacts arrive merged, de-duplicated and sorted into six audiences. Then you set your target with the 15 Minute Pipeline, and your texts go live.

What gets installed

SOI Rehab, completed before Session 2
The 15 Minute Pipeline: income goal to transactions needed
Memory Jogger to 180+ names, with weekly texts live

Text goes live

The touch ladder

1–5 touchesYou're invisible30–50 touchesEmbedded identity

Six ways to be remembered

Familiar
Recent
Available
Repetitive
Unique
Memorable

People refer the agent who comes to mind first.

Session 3

Become the obvious choice.

You build a voice profile, rework your messages live, and your emails start going out in your own voice.

What gets installed

Your voice profile, and email written in your voice
Six ways to be remembered
Keeping Score: lead and lag measures

Email goes live

Multi-channel, multi-touch

TextSession 2
EmailSession 3
Voicemail and cardsSession 4
The eventSession 5
SocialOngoing

Each channel goes live in the session where it’s taught.

Session 4

Velocity and momentum.

You record thirty seconds and send it as a ringless voicemail from your own number, add handwritten cards, and see what a single relationship is worth.

What gets installed

Ringless voicemail, sent from your own number
Handwritten cards, every quarter
What a single relationship is worth over a lifetime

Voicemail and cards live

After the event · the golden window

24 hoursThank them
72 hoursConnect them
Day fourFeature them

From guest to advocate

Guest
Contact
Client
Advocate

The follow-up in the days after the event is where guests turn into clients.

Session 5

Include others.

You plan an appreciation event for your sphere in four phases: plan, promote, run the event and follow up.

What gets installed

The appreciation event playbook
The golden window: thank, connect, feature
The BUILT. 60, your non-negotiable appointment with success

Your event, planned

Your operating rhythm

Daily and weeklyYours

Monthly and quarterlyThe platform's

Once a yearYou fill a room

You leave with the next 12 months of outreach already mapped out.

Session 6 · Graduation

I am BUILT.

You build your 12-month roadmap live, choose your playbooks, and write a letter to your future self.

What you leave with

Your 12-Month Referral Plan
A one-on-one debrief with Dan and Shon

Now the system compounds

Session 1 / 6 · The mathScroll to step through the weeks, or pick one

The BUILT Promise

Come with contacts.Leave with referrals.Guaranteed.

That’s exactly what we mean. During the free first session, we’ll connect you with people ready to buy, sell or invest in real estate.

(06) Is it for you?

Is BUILT rightfor you?

Yes, if you want more referrals from people you already know.
Yes, if you've been meaning to reconnect but aren't sure what to say.
Yes, if you're ready to start those conversations during a live session.

Still saying yes?

Reserve my free seat for Session One

Not an agent? BUILT has a path for you too.

Team leadersInvite your agents into BUILT and help them succeed as they participate.BUILT to Attract ↗BrokeragesA repeatable launch model, and visible agent success stories that help you recruit.Host a launch ↗MortgageRun the numbers on BUILT for your loan officers.Run your numbers ↗SponsorsOne mortgage company and one title company per launch.Explore sponsorship ↗

(07) FAQ

Questions agents ask.

What is BUILT?

BUILT is a six-week live program that helps real estate agents turn the relationships they already have into referrals. It was created by Dan Stewart, founder of Happy Grasshopper, and Shon Kokoszka, founder of Icon Coaching, with Dianna Kokoszka, creator of the KW BOLD Experience.

What happens in Session One?

Session One is a free, 90-minute live session with Dan and Shon. You take the 10-minute Challenge, where you send one message to a few people who already know you and see who replies. Then you decide whether BUILT is right for you.

How much does BUILT cost?

Session One is free. To continue, it’s $149 with SOI Rehab. Your messaging platform, Happy Grasshopper, is included for 60 days, then $119 a month.

Who is BUILT for?

Real estate agents first, along with the team leaders, brokerages, mortgage professionals and sponsors who support them.

What is the 12:2?

It’s BUILT’s planning benchmark. For every 12 genuine relationships you nurture, there are about 2 transactions a year, usually a past client moving again and someone they refer.

How much time does BUILT require?

Plan for six live 90-minute implementation sessions plus follow-through between sessions.

Do I need to attend live?

Yes. Session One is free, and the program is designed for live implementation.

What if my database is a mess?

That is expected. SOI Rehab exports your contacts from every source, removes the duplicates and sorts them into six audiences.

What if I do not have a CRM?

You can still participate. The program helps gather contacts from your phone, email, MLS, CRM and social media.

What gets created for me?

Email, text, ringless voicemail and social touches are scheduled for your most important relationships.

Will the language sound like me?

Yes. Referral language is written in your voice and installed into your touchpoints.

When do replies come back?

Replies come directly back to you as your campaign runs.

Session One · Free

Find out who’s moving in your network.

Wednesday, October 21 at 12:30 PM ET. Ninety minutes, live with Dan and Shon.

Reserve my free seat

Come with contacts.Leave with referrals.Guaranteed.

Real estate is hard.

Most agents fail.

Internet lead gen is broken.

Agents need help implementing.

Feel guilty about not staying in touch?

How growth gets BUILT.

Relationships equal revenue.

Your network is your net worth.

The people behind BUILT.

Dan Stewart

Shon Kokoszka

Dianna Kokoszka

Take the 10-minuteChallenge.

Reserve your seat for Session One.

Reserve your seat for Session One

Six weeks.Your referral business,finally BUILT.

Calculate your 12:2.

Becoming BUILT.

Become the obvious choice.

Velocity and momentum.

Include others.

I am BUILT.

Is BUILT rightfor you?

Questions agents ask.

Find out who’s moving in your network.