Podcast Summary: Stay Paid Podcast

Episode: 📞 LIVE CALL-INS: Agents, STOP Wasting Money on Marketing — Here's What Actually Works

Release Date: December 8, 2025
Hosts: Luke Acree & Josh Stike featuring Stephen Acre and Cody Smith
Format: Live call-in Q&A with real estate and business professionals

Episode Overview

This special live call-in edition of Stay Paid explores the real-world marketing and business challenges facing agents and entrepreneurs. Hosts Luke Acree and Josh Stike, joined by Stephen Acre (Acree Brothers Realty Team leader) and Cody Smith (Director of Operations), answer live questions from agents striving to grow wisely without falling prey to wasted spending or ineffective tactics. Through practical advice, operational insights, and motivating authenticity, the episode aims to arm listeners with clear, executable strategies for marketing, client retention, and handling complex sales obstacles.

Main Discussion Themes

• Avoiding Wasted Marketing Dollars: How to invest in marketing that actually pays off—over the long run.
• Operationalizing Lead Sources: The crucial role of processes and accountability in converting leads from platforms like Facebook Ads and Google Ads.
• Non-Paid Lead Generation: Maximizing open houses and circle prospecting for deal flow.
• Nurturing & Patience: Why success (especially with paid ads) often comes much later than expected.
• Professional Partnerships: How and when ancillary professionals can add value in real estate transactions.
• Client Conversations: Tactics for guiding clients toward reality-based decisions regarding pricing and offers.
• Overcoming Fear of Annoyance: Why agents shouldn’t worry about being “annoying” when lead generating.
• The Power of Follow-Through: Success hinges on consistent execution—not just good ideas.

Key Segments & Insights

[00:04] – Introduction & First Caller: Nancy (Hot Springs, Arkansas)

Topic: How to Choose Effective Marketing Strategies Without Wasting Money

• Nancy’s Context: Seven years in business, leading a successful team ("Doing quite well... 103 transactions this year, $32M volume").
• Pain Point: Overwhelmed by constant marketing pitches; uncertainty over what’s worth spending money on.
• Hosts’ Core Advice:
  • Marketing works—but only with time ("the float") and consistent nurturing.
  • “Everything you do in this business should be about how do I build up the database and build my brand to that database.” – Luke Acree [03:10]
• Paid Lead Wisdom: Deals often close years after leads are generated. Example: Four Facebook deals closed this year came from ads run over three years ago.
• Operational Discipline:
  • Track lead sources rigorously.
  • Don’t adopt a lead platform unless you can systematize follow-up and accountability.
• Specifics on Paid Channels:
  • Facebook Ads: Expect to spend $20–30k/year; patience is essential—returns often lag 24 months.
  • Google Ads: Shows better results this year but requires significant spend ($2–3k/month).
• Sweat Equity Pillars:
  • Open Houses: Acree Brothers team closed 21 deals this year (required activity for new team members).
  • Circle Prospecting: 23 deals closed this year through targeted outreach within neighborhoods.

“The hardest thing about marketing is the, what I call the float ... You spend money, and ... a year in and you’ve gotten nothing. ... But some leads come in from three years ago and close only now. That’s the killer in this business—it really is a database game.”
— Luke Acree [01:59]

• Memorable Moment: Luke congratulating Nancy—“You’re a rainmaker. You’re incredible... especially in this market. This is one of the worst markets in 40+ years, so you’re doing really, really well.” [04:23]

[Actionable Takeaways]

• Pick a few lead sources and commit to them for 24 months, focusing on building and nurturing your database.
• Measure everything—if you can't track ROI or don't have strong follow-up systems, don't invest.
• Don’t give up early: “Most people just quit too soon ... imagine you’re going to spend $20k and not get anything back for two years. Are you willing to do that?” — Luke Acree [08:50]

[15:01] – Second Caller: Laura (California)

Topic: Adding Value as an Insurance Broker at Open Houses

• Laura’s Context: Insurance broker and licensed real estate agent in California. Facing fallout from deals in escrow due to insurance difficulties (wildfire zones, increased premiums, etc.).
• Her Frustration: Agents not letting her add value by being present at open houses; often too late in the transaction to help save deals.
• Hosts’ Advice:
  • Don’t try to insert yourself during open houses—agents’ goal is to get appointments, not discuss granular insurance issues then.
  • Instead, partner up with agents and—crucially—their preferred lenders outside of open houses. Be ready with collateral and resources that agents can share, but don’t try to take the stage prematurely.

“Seeking permission is to seek denial in sales. ... You’re offering but not doing. ... Instead of saying, ‘Hey, do you want to do this?’ Say, ‘We need to do this.’”
— Luke Acree [19:07]

“I wouldn’t want an insurance person at my open house ... My goal is not to ... sit down, [but] to get an appointment set and then walk them through the details.”
— Stephen Acre [21:18]

• Action Plan for Ancillary Partners:
  • Focus on winning relationships with agents and (especially) their lenders for referrals at the right time in the process.
  • Use collateral during open houses to add value, but save in-person consults for later in the funnel.
  • Demonstrate your value through stories of deals saved by timely insurance action.
• Memorable Quotes:

  “I’m not everyone’s cup of tea. So I understand that—because I’m champagne, darling.”
  — Laura (Caller) [30:05]

[33:18] – Write-In Question: “How Do You Not Annoy People While Effectively Lead Generating?” (from Kayin)

• Hosts’ Unified Response:
  • You will annoy some people—it's inevitable in lead generation.
  • The process is often: Curiosity → Annoyance → Resentment → Respect ("CARR")
• Key Point:
  • Great salespeople break through annoyance and resentment; the respect and business often come afterward.
  • “We believe in what we’re doing ... we’re willing to inconvenience you a little to make you make the right decision for your business.” — Luke Acree [35:26]
• Operational Tip: Always close calls with a clear next action and scheduled follow-up—this minimizes perceived annoyance.

[39:04] – Third Caller: Karen (Florida, Fort Myers)

Topic: Managing Difficult Sellers and Stale Listings

• Context: Condo listed 116 days, 11 showings, offers below asking, seller resistant to market realities.
• Panel’s Guidance:
  • Every unsold listing comes down to: Pricing, Promotion, or Presentation.
  • Sounds like this is a pricing issue; reinforce to the seller that holding out almost always results in a lower sale price.
  • Approach price reductions as an effort to maximize their net proceeds, not as “talking them down.”

“You’re not talking him down to $185k—you’re actually talking him up to $185k. ... I want you to make the absolute most money on this property. ... Houses sell for more when they spend less time on the market.”
— Stephen Acre [44:22]

• Additional Tips:
  • Tie the price conversation to the emotional pain point (in this case, a hostile HOA and threat of financial losses).
  • If the client remains fixated on a high price, you’re doing your job by having the tough conversations—even if it means letting them walk away.
  • “You’re hurting everyone [if you don’t have the tough conversation].” — Luke Acree [49:28]

Notable Quotes

• “Most people just quit too soon ... imagine you’re going to spend $20k and not get anything back for two years. Are you willing to do that? And I’m telling you—it’s worth it. Think bigger.”
  — Luke Acree [09:17]

• “If you don’t have the operational execution nailed down for handling the lead, don’t do it. Fix that first and then do it.”
  — Luke Acree [13:48]

• “[In lead gen:] You’re always going to annoy people ... but it really does start with your belief. If you have that belief, there’s nothing that stops you.”
  — Stephen Acre [35:51]

• “You’re in this business for a reason, and you’re doing great things ... Go have that conversation.”
  — Luke Acree [49:51]

Actionable Takeaways

• Marketing: Invest only in what you can track, systematize, and commit to for the long haul (especially paid ads and mailers).
• Nurturing: Every lead is an asset—don’t stop nurturing, even if you haven’t seen results after a year or more.
• Accountability: Every new channel or lead source requires explicit plans for follow-up, management, and measurement.
• Leverage Relationships: Ancillary service pros (insurance, mortgage, etc.) should focus on building relationships at the right stage—not crowding the top of the funnel.
• Seller Conversations: Address price reductions as a way to maximize sellers’ profit, not as a loss. Tie recommendations to real pain points and market realities.
• Lead Generation: Don’t be afraid of being persistent. Respect—and results—follow persistence and clear value.
• Above All: Action and execution trump theory or intent: “Top producers take action.”

Timestamps of Key Segments

• 01:08 – Nancy: Navigating marketing ROI and “the float.”
• 05:09 – Stephen Acre: Building and tracking lead pillars.
• 09:52 – Cody Smith: Open houses and sweat equity strategies.
• 14:32 – Onward: Laura: Insurance in the transaction and open house value.
• 33:18 – Answering: “How do you not annoy people in lead gen?”
• 39:07 – Karen: Pricing tough listings, client conversations.

Tone and Style Highlights

• Voice: Direct, motivational, sometimes playful (“You’re champagne, darling!”), and always rooted in actionable, boots-on-the-ground experience.
• Vibe: Honest, relational, focused on real-world challenges—no magic bullets or sugarcoating.
• Host Approach: Deeply empathetic with both listeners and callers; willing to share their own business successes and stumbles in service of truth.

Summary for Non-Listeners

This Stay Paid episode is an essential listen (or read!) for agents and entrepreneurs frustrated with “shiny object” marketing, slow ROI, or tough sellers. You’ll come away with clear frameworks for evaluating marketing spend, maximizing both digital and community-based lead sources, and building operational discipline into your business. Through candid live Q&A, the hosts bring tactical know-how, humor, and, above all, the encouragement to stop overthinking and start executing for long-term success.