Stay Paid Podcast: How Andrew Undom Built a Billion-Dollar Real Estate Business

Release Date: July 28, 2025

Hosts: Josh Dyke (Chief Marketing Officer, ReminderMedia) and Luke Acre (President, ReminderMedia)

Guest: Andrew Undom (Co-owner and Managing Partner, The Shore Group at ReMax Sales)

Introduction

In this compelling episode of the Stay Paid Podcast, hosts Josh Dyke and Luke Acre sit down with Andrew Undom, a seasoned real estate mogul who has played a pivotal role in generating over $500 million in residential real estate sales. Andrew shares his journey, insights into leveraging artificial intelligence (AI) in real estate, effective sales strategies, and the importance of personal conviction in business dealings.

Embracing Artificial Intelligence in Real Estate

Luke Acre kicks off the conversation by inquiring about Andrew’s use of AI in his business operations.

• Andrew Undom [01:52]: “If it's a buzzword for somebody, they're on their way out. [...] I've been using [ChatGPT] quite a bit. It’s been and it is kind of freaky the speed at which it can do some of these incredible things.”

Andrew highlights the rapid advancements in AI and its integration into real estate tools like CRMs and digital marketing platforms. He emphasizes that while AI can enhance efficiency, the effectiveness depends on how users interact with it.

• Andrew Undom [03:41]: “I'm sure it can based on tonality, and that'll keep getting better too. But no, of course you use it for listing descriptions. Of course you use it for any written content.”

Andrew underscores the importance of human elements—conviction, certainty, and personal performance—which AI cannot fully replicate. He believes that while AI can aid in administrative tasks, the personal touch remains crucial in real estate transactions.

Crafting Effective Listing Presentations

The discussion transitions to listing presentations, where Andrew shares his strategies for standing out and building trust with sellers.

• Andrew Undom [08:30]: “It's either you know what you're talking about or you don't. And people have a good BS meter. [...] It's called Sell today, Educate Tomorrow.”

Andrew emphasizes the importance of setting the agenda and controlling the conversation during listing presentations. By focusing on the seller’s needs and presenting a clear, structured plan, agents can minimize objections and establish credibility.

• Andrew Undom [11:59]: “So there's no close. You open like that. Now you're in my world. I'm in control.”

He advises agents to listen actively and address concerns thoughtfully, ensuring that the presentation is more about the seller’s goals rather than just listing features.

Handling Objections and Building Rapport

A significant portion of the episode delves into handling objections during sales interactions.

• Andrew Undom [15:02]: “Whenever you get an objection, when I get them, I just say, I don't feel any pressure. Why would I feel pressure? [...] So when they have an objection, I simply just say this. How do you want to handle that?”

Andrew advocates for a curious and non-confrontational approach to objections, encouraging sellers to articulate their concerns fully. This method not only defuses tension but also allows agents to address the root causes effectively.

• Steven Akree [24:08]: “Like someone says, what do you charge? They're not talking about what you charge. They're talking about making the most money, you know, in their pocket.”

Steven Akree and Cody Smith add their perspectives, reinforcing the idea that objections often mask deeper concerns. They stress the importance of affirming the client’s feelings and redirecting the conversation to address the underlying issues.

Influencing Other Real Estate Agents

The conversation takes an insightful turn as the hosts explore how agents can influence and collaborate with other agents to close deals more effectively.

• Andrew Undom [22:30]: “You have to be the person that the cooperating agent likes doing deals with. We don't fight. We're like three ninjas.”

Andrew discusses the balance between maintaining fiduciary duties and fostering harmonious relationships with other agents. He emphasizes the value of clear communication and mutual respect to navigate negotiations smoothly.

• Andrew Undom [24:27]: “Your job is to lead the situation. People will never follow somebody unless they feel like they can learn from them.”

This approach not only facilitates better deals but also builds a reputable network of industry professionals who respect and prefer working with you.

Personal Branding and Social Media Presence

Andrew shares anecdotes about his experiences with personal branding, particularly his unintended resemblance to real estate influencer Ryan Serhant.

• Andrew Undom [29:55]: “I start making the TikToks. I started copying trending sounds. This is years ago. In the first few I do, I'm getting like 500,000 views.”

Andrew recounts how leveraging social media platforms like TikTok helped him expand his reach and engage with a broader audience, despite initial challenges and criticism.

• Andrew Undom [32:28]: “I'm just saying, that's great. That is so good.”

He underscores the importance of authentic engagement and consistent branding in establishing a strong online presence, which is increasingly vital in today’s real estate market.

The Human Element in Real Estate

Throughout the episode, Andrew consistently highlights the importance of human connection and personal integrity in building a successful real estate business.

• Andrew Undom [13:10]: “It’s about dynamic, right? It’s about emotion. It’s about feeling, and that translates to communication.”

He believes that trust and rapport are foundational to client relationships, and these elements cannot be fully replicated by technology.

• Andrew Undom [09:06]: “The difference is it's not being a good closer. It's being a good opener to your point.”

Andrew’s philosophy centers on leading conversations with confidence and prioritizing the client’s needs, ensuring that every interaction builds towards mutual success.

Conclusion and Final Thoughts

As the podcast wraps up, Andrew encourages listeners to take actionable steps and continuously refine their communication skills.

• Luke Acre [37:54]: “Remember, the difference between top producers and mediocre producers in any business is top producers take action. Take action on that today.”

Andrew leaves the audience with a motivational message about the power of adaptation, continuous learning, and maintaining a positive mindset in the face of evolving industry trends.

Notable Quotes

• Andrew Undom [01:52]: “If it's a buzzword for somebody, they're on their way out.”

• Andrew Undom [08:30]: “It's either you know what you're talking about or you don't. And people have a good BS meter.”

• Andrew Undom [15:02]: “Whenever you get an objection, when I get them, I just say, I don't feel any pressure. Why would I feel pressure?”

• Andrew Undom [22:30]: “You have to be the person that the cooperating agent likes doing deals with. We don't fight. We're like three ninjas.”

• Luke Acre [37:54]: “Remember, the difference between top producers and mediocre producers in any business is top producers take action. Take action on that today.”

Connect with Andrew Undom

Instagram: @undom

Team: The Shore Group at ReMax Sales, serving Baltimore

BAM X Membership: Join BAM X – Comprehensive real estate industry resources for $100/month

This episode offers invaluable insights into building a billion-dollar real estate business through strategic use of AI, effective communication, and unwavering personal conviction. Whether you're a seasoned agent or just starting, Andrew Undom's experiences provide a roadmap for achieving remarkable success in the competitive real estate landscape.