Stay Paid Podcast: How Olyvia Salyer Sells $40M Solo | Referrals, AI & Relationships That Scale

Podcast: Stay Paid by ReminderMedia
Episode: How Olyvia Salyer Sells $40M Solo | Referrals, AI & Relationships That Scale
Host(s): Josh Dyke, Luke Acree (plus contribution from Steven Acree)
Guest: Olyvia Salyer
Date: November 3, 2025

Episode Overview

This inspiring episode features top solo luxury real estate agent Olyvia Salyer, who reveals how she sells $40M a year as an individual agent in a challenging market. Olyvia discusses the rigorous systems she’s developed around relationship-building, referrals, client gifts (“pop-bys”), and leveraging both her marketing expertise and AI to operate at scale—all while maintaining authentic, high-touch service that clients love.

The conversation is full of actionable advice, practical routines, and cutting-edge strategies for real estate agents and entrepreneurs seeking to deepen their own client relationships, ask for (and get) more referrals, and work with more efficiency.

Key Discussion Points & Insights

Olyvia’s Background and Mindset

• NYC Marketing Roots & Solo Hustle
  Olyvia discusses leveraging her NYC marketing background and “NY hustle” after moving to Williamsburg, VA, blending it with the “southern hospitality” needed for long-term client relationships (01:58–03:53).
  • Quote: “I took my New York City hustle, brought it down to Williamsburg, Virginia, and it has served me well.” — Olyvia (01:58)
• Volume and Operations
  Eight years as a solo agent, aiming to close 60–70 deals and over $40M in volume this year (02:57).
  • Quote: “I am an individual agent...I am Olivia Seller, comma, Real Estate, and that is my LLC.” — Olyvia (01:59)

The Foundation: Referral-Based Relationships

• Buffini System Principles
  Olyvia attributes her business growth to following Brian Buffini’s “Work by Referral, Live the Good Life” system: relationship-building is at the core, fueled by consistent, intentional outreach (06:47).

  • Quote: “I started a year-long pop-by schedule...position myself as an expert. So many of my clients come from my referral program.” — Olyvia (06:53)

• Pop-Bys: Strategic Client Touches
  She executes 4–8 “pop-by” gift rounds per year for her top 40–50 clients, each thoughtfully themed (pumpkins for fall, Girl Scout cookies, Valentines, flags for July 4th, etc.). Gifts are paired with intentional referral asks (06:47–22:35).

  • Quote: “You have to do the direct ask. You must ask for referrals.” — Olyvia (09:07)
  • Quote: “Every single Popeye I do, I get at least five to seven leads. Every single time.” — Olyvia (18:52)
  • Pop-By Execution Tip: “Drop and go...take a picture of you dropping it in their mailbox or on their front door and text it to them.” — Olyvia (09:07; expanded at 18:26)

• Why Asking for Referrals Works

  • Olyvia is strict: you can’t just rely on “good service” for referrals—you have to ask, and people are glad to reciprocate when they feel valued (09:24–10:21).
  • Quote: “If you liked my business, please refer me. Tell your friends, tell your family, tell your neighbors, tell your coworkers. The best thing you could do for my business.” — Olyvia (09:32)
  • Quote (Luke): “I hate these people out there that say you can just do good service and get referrals. It doesn’t work that way.” (09:24)

Community & Chamber of Commerce Engagement

• Leveraging the Local Chamber
  Olyvia strategically integrates into her business community. She describes in detail how the Chamber of Commerce is a major pipeline for leads, visibility, and partnerships, including through events like the massive local Christmas parade. She sponsors and is involved in organizing the parade—which creates natural, memorable touchpoints with both clients and other local businesses (10:54–16:15).
  • Quote: “If you’re not a part of your local Chamber of Commerce as a realtor, you should get involved. That’s been a huge source of leads and referrals and networking for me as well.” — Olyvia (09:46)
• Client Events
  • Olyvia’s home is the first house on the parade route. She hosts a client appreciation event every year, bringing clients and families together for the parade, further cementing loyalty and referral flow (12:25–16:15).

Scaling as a Solo Agent: Systems & Support

• Assistant Structure
  Olyvia employs a part-time, licensed assistant for logistics and an hourly transaction coordinator for paperwork, allowing her to remain the sole client-facing point of contact (24:08–26:45).

  • Quote: “My clients do not speak to anyone but me and they are reassured by that. They want the concierge service—the white glove treatment.” — Olyvia (25:02)

• Morning Routine and Proactive Communication

  • Early mornings (5–6 AM), batch communication, and setting client expectations helps her stay ahead of deals and projects competence (25:02–29:06).
  • Quote: “I like to get all my documents, all my paperwork out of the way in the morning before any other agents awake. If they get an email from me at 6:20am...that’s before they can ask again. You need to be proactive.” — Olyvia (25:02)
  • Quote (Luke): “I know it sounds weird but...send clients a text at 5am, 5:30 in the morning...it says that you’re disciplined, it says that you’re on top of it.” (26:45)

Efficient Use of AI in Real Estate

• AI Tools and ChatGPT
  Daily use of ChatGPT for marketing, proofreading, repetitive email templates, and as a “coach” for prepping tough listing appointments. Olyvia maintains dedicated folders for each transaction, leveraging the tool to reduce cognitive load, improve quality, and save time (29:53–41:12).

  • Quote: “All of my other stuff is AI. I use ChatGPT daily—it is on the phone, it is on my laptop, I use it instead of Google.” — Olyvia (29:53)
  • AI for Listing Prep: She uses ChatGPT and Gamma app to rapidly create custom, property-specific presentations that blow clients away (36:06–37:45).
    • Quote: “It takes 20 minutes...less time than when I would just pull the comps before.” — Olyvia (36:45)

• Wearable AI: Plod Notepen

  • Olyvia wears a Plod notepen to all meetings, transcribing notes which she uploads to ChatGPT for ongoing context and summary. She expects this kind of workflow to become industry standard (41:55–44:06).
  • Quote: “It will transcribe your meeting notes...then give you a summary...I take every single note, every single conversation I have, and I put it into my ChatGPT folder.” — Olyvia (42:13)

• AI as a Negotiation/Listing Coach

  • She practices tough listing scenarios with AI as a “role player” to prepare for any client objection and scenario (40:28–41:12).
    • Quote: “I do like a prep call with my AI before a difficult listing appointment...Ask me every possible negative thing that they could ask me.” — Olyvia (40:28)

Database Size & Social Touchpoints

• Database Management
  Olyvia runs her entire business with a well-managed 500-contact database: 90% of deals originate from these relationships, with the other 10% fueled by content/marketing (31:58–32:26).
  • Quote: “500 people. She’s doing 40 million with 500 people.” — Luke (32:12)
• Social Media as Free Leverage
  Every client, agent, or event attendee gets added as a Facebook friend. Monthly social posts (e.g. open transactions) reinforce her position as a market expert (33:31–34:49).
  • Quote: “The social media that I do just reinforces the pop-bys. All of my clients follow me...it’s just a whole nother touch point. And it’s free, y’all!” — Olyvia (33:31)
• Strategic “Humble Bragging”
  Olyvia highlights her successes openly on social media to demonstrate expertise and inspire client confidence—even if it feels slightly uncomfortable (34:58–35:38).
  • Quote: “You really just like putting it all out there, aren’t you? And I’m like, yes, I am. Guess how it’s coming back around. I’m getting it over you.” — Olyvia (35:17)

Notable Quotes & Memorable Moments

• On the Power of Proactive Pop-Bys:
  “Every single Popeye I do, I get at least five to seven leads. Every single time.” (18:52)
• On Asking for Referrals:
  “If you liked my business, please refer me.” (09:32)
• On Using AI Daily:
  “I use ChatGPT daily...I use it instead of Google. Anything that’s repetitive, I now use AI for. And so I’ve got that database.” (29:53–30:44)
• On Solo Excellence:
  “My clients do not speak to anyone but me and they are reassured by that. They want the concierge service—the white glove treatment.” (25:02)
• On Community Involvement:
  “If you’re not a part of your local Chamber of Commerce as a realtor, you should get involved. That’s been a huge source of leads and referrals.” (09:46)
• On Social Proof:
  “People want to work with the best...so you have to advertise it for yourself.” (34:58)

Timestamps of Important Segments

• Olyvia’s Background & Numbers: 01:58–03:53
• Referral System, Pop-By Gifts: 06:47–23:16
• Chamber of Commerce & Client Events: 09:46–16:15
• Assistant Structure & Workflow: 24:08–26:45
• Morning Routine & Proactive Client Comms: 25:02–29:06
• AI Systems for Scale: 29:53–41:12
• Plod Notepen & Meeting Documentation: 41:55–44:06
• Database/Social Touches & Social Proof: 31:58–35:38
• AI for Listing Presentations: 36:06–37:45

Actionable Takeaways

• Prioritize and systematize pop-bys for your core advocates—ask for referrals, and make it fun and memorable.
• Engage deeply with your community; consider local chamber events for relationship and brand-building.
• Leverage affordable, part-time help for logistics—protect your client-facing time.
• Harness AI (e.g., ChatGPT, Gamma, Plod Notepen) to eliminate repetitive tasks and create a higher-quality client experience at scale.
• Don’t be afraid to (strategically) 'brag' on social media. Demonstrate your success and let clients see you as the clear expert.

Connect with Olyvia Salyer

• Instagram/Facebook: @olyviasalyer (O L Y V I A S A L Y E R)
• Website: oliviasalyerrealestate.com

Closing Thought

“The difference between top producers and mediocre producers in every business is top producers take action. Take action on that today.”
— Luke Acree (45:19)

This episode is packed with practical examples and straightforward advice for scaling a high-touch service business—essential listening (and re-listening) for any real estate agent or relationship-driven entrepreneur.