Stay Paid Podcast — Episode Summary

Podcast: Stay Paid Podcast
Episode: Hyperlocal Farming, Cookouts & Neighborhood Domination
Date: October 9, 2025
Hosts: Josh Stike, Luke Acree (ReminderMedia), with guest Cody Smith (Acre Brothers Realty Team)
Featured Caller: Brahm from Maryland

Episode Overview

This episode of the Stay Paid Podcast is focused on practical steps to “dominating your neighborhood” as a real estate agent or entrepreneur by leveraging hyperlocal farming strategies, community events (like cookouts), and a systematic approach to neighborhood marketing and relationship-building. Hosts Josh and Luke, joined by guest Cody Smith, take live calls from listeners and answer burning questions on marketing, business growth, and client follow-up, sharing real-world stories and actionable insights for agents seeking to boost their visibility and effectiveness in local markets.

Key Discussion Points & Insights

1. Hyperlocal Farming: Where to Start and How to Win

• Evaluating Target Neighborhoods

  • Turnover Rate is Key: Before you market to a neighborhood, calculate turnover rate: (number of home sales in past 12 months / total rooftops).
    • Rule of Thumb: Target neighborhoods with at least a 6% turnover rate.
    • [03:36] Luke: “Just because you live close to a neighborhood doesn’t mean you should market to them... What if nobody ever moves out of that neighborhood?”
  • MLS & USPS Resources: Use your MLS for sales records and USPS or online tools for rooftop counts.

• Frequency of Touches Builds Familiarity

  • Consistency Reigns Supreme: The top agents hit each household 12-24 times per year.
    • [04:53] Luke: “Frequency creates familiarity... 81% of sellers interview one agent before they choose that agent to sell their home.”
  • Tangible Example: Top producers like Frank Cassoldi ($60 million/year) and Jordan Mott ($100 million/year) market to their neighborhoods at least every three weeks.

• Sweat Equity vs. Check Equity

  • Door Knocking: Especially for newer agents without big marketing budgets.
    • [06:35] Luke: “You need to go door knock all your neighbors, bro, shake hands and kiss babies. Exactly. Maybe not kiss the babies... but you need to shake some hands.”
  • Offer Value: When door-knocking, lead with a value proposition, such as a free home valuation, especially after a new listing or sale in the neighborhood.

2. Community Events: Cookouts & Relationship Building

• Host Community-Focused Gatherings
  • Personal Story [07:41] Cody: Hosting events like summer cookouts, chili cook-offs, or neighborhood trick-or-treat nights can accelerate relationship-building.
    • [08:10] Cody: “That just gets people together. And then from there that’s—you’re just building relationship with people...”
  • Events as Conversation Starters: Use event invitations as a “reason” to door-knock and meet neighbors in a non-salesy way.
  • Business Naturally Follows: Real value comes from authentic connection; real estate needs flow organically from trust built at these events.

3. Maximizing Social Media and Partnership Opportunities

• Become the “Local Mayor” on Social Media

  • Content Ideas: Post about local businesses, schools, events, restaurants, cost of living, and fun facts.
    • [10:18] Luke: “What are the restaurants close to you? Give people the top 10... what are the churches?... Where are the local doctor’s offices... parks, school districts?”
  • Use ChatGPT for Content: Let AI help brainstorm and draft posts.
  • Leverage Community Groups: Door-knocking can be an opportunity to befriend neighbors online—start a local Facebook group.

• Strategic Partnerships to Fund Your Farming

  • Ask Vendors for Marketing Support: Lenders, inspectors, and title reps may co-sponsor events or ads.
    • [11:46] Luke: “Ask them if they will chip in 50 bucks for that barbecue... advertise with you on Facebook...”
  • Reciprocity: Be proactive in referring and spotlighting local vendors or businesses.

4. Execution Metrics & Conversions

• Door-Knocking Expectations

  • Normal Conversion: 1-2% appointment rate from door-knocking.
    • [13:04] Luke: “Normal conversion of door knocking is usually 1 to 2%. So just keep that in mind.”

• Other Low-Hanging Fruit

  • Open Houses: Offer to host for other agents, use as a reason to meet neighbors ([14:00] Cody).
  • Expired Listings, FSBOs, Absentee Owners: Target these for quick wins in your area.

5. Building Focus & Avoiding Distraction

• Choose Three Core Pillars

  • [16:17] Cody: “Pick three core pillars you’re going to go after and do them for at least six months.”
  • Time Block for Focus: Dedicate a daily slot (e.g. 9am–12pm) for your growth activity, whether it’s lead calling, door-knocking, etc.
  • Accountability & Mentorship
    • Weekly Review Meetings: Get a coach, mentor, or accountability partner to keep you on track ([18:02] Cody).

• Track Your Numbers (“The Math of the Business”)

  • Replication Over Distraction: Master your activities, track KPIs, and replicate what works to grow predictably ([18:59] Luke).

6. Client Follow-Up: Pet Peeves and Best Practices

• Leave Clear Notes and Set Next Expectations

  • [21:07] Cody: “Set expectation at the end of the call for that client to know when they're calling next.”
  • Leave yourself detailed notes—avoid the awkwardness of “just checking in” calls.

• Don’t Skip Referral Requests

  • [22:59] Luke: “One of my pet peeves is people are calling their past clients and not asking them for referrals... if you don’t ask, you’ll never receive.”
  • Referral Asks = Planting a Seed: Even if the answer is “not now,” you’ll remain top-of-mind.

• Move Beyond Transactional Touchpoints

  • Relationship Touches Win: “A cup of coffee, going out for a drink... just getting together” has lasting impact ([25:53] Luke).

Notable Quotes & Memorable Moments

• Neighborhood Domination Strategy

  • [04:53] Luke: “The big lie is that you have to be the best... The truth is, they work with the people they think of first.”
  • [06:35] Luke: “You need to go door knock all your neighbors, bro, shake hands and kiss babies. Exactly. Maybe not kiss the babies because that might come across really weird, but you need to shake some hands.”

• Cookout Approach to Farming

  • [07:41] Cody: “My encouragement to you in the door knocking, yes, you need to do that. But what’s the add value you can give that's even outside of real estate?... I’m doing a cookout at my house two Saturdays from now—I would love to see you there.”
  • [13:04] Luke: “Normal conversion of door knocking is usually 1 to 2%. Don’t be discouraged. That’s every lead source pretty much, except referrals.”
  • [16:17] Cody: “Pick three core pillars you’re going to go after and do them for at least six months.”

• Follow-Up Philosophy

  • [22:59] Luke: “If you don’t ask, you’ll never receive. But the key to asking is you’re planting the seed... all my other touch points just water that seed.”

• Power of Personal Connection

  • [25:53] Luke: “Don’t underestimate the cup of coffee. Don’t underestimate the relational... touch point you’re sending to people.”

Timestamps for Key Segments

• [01:20] Caller Brahm asks about hyperlocal marketing strategy
• [03:36] Turnover rate explained as the primary factor for selecting neighborhoods
• [04:53] The “frequency” principle and the drive to be top-of-mind
• [07:41] Cody shares his cookout and event-based farming strategy
• [10:18] Social media strategy—how to use it to become “local mayor”
• [13:04] Conversion expectations for door-knocking (1–2%)
• [16:17] How to stay focused when building your business—choose three pillars, time-block, and work consistently
• [18:02] Importance of mentorship/accountability for business growth
• [21:07] Best practices and pet peeves in client follow-up
• [22:59] Importance of always asking for referrals

Episode Takeaways

• Dominate your hyperlocal market by committing to a consistent, multi-channel approach, prioritizing sweat equity if your marketing budget is limited.
• Community events and authentic connection drive relationship-based business—structure these as “value-offers,” not sales pitches.
• Set expectations in all client follow-up, keep clear notes, and always ask for referrals.
• Stay focused by picking a few core growth strategies and sticking with them over a 6–12 month window, leveraging accountability and mentorship.
• Don’t underestimate the power of being visible, accessible, and authentically local—online and in person.

Final Words:
[27:03] Luke: “The difference between top producers and mediocre producers is... you can hear 50 ideas all day... But you gotta take action. That’s what top producers do: take action on that today.”

For more action steps, resources, and all prior episodes, visit StayPaidPodcast.com.