Stay Paid Podcast – Episode Summary

Episode Title: 📞 LIVE CALL-INS: How Agents Should Use AI, Convert Leads & Break Into Commercial
Release Date: January 26, 2026
Hosts: Luke Acree & Josh Stike
Format: Live call-in Q&A

Episode Overview

This live call-in edition of the Stay Paid Podcast features real estate agents and professionals calling in to ask the hosts, Luke Acree and Josh Stike, their toughest business questions. The hosts provide actionable advice on breaking into commercial real estate, leveraging artificial intelligence (AI) in real estate, and optimal strategies for converting and nurturing leads—especially through digital marketing. The episode is packed with tactical tips, memorable quotes, and authentic, relatable conversations for agents aiming to elevate their business in 2026.

Key Topics & Insights

1. Breaking into Commercial Real Estate (Olivia, California)

[00:43 – 10:43]

Olivia’s Question:

What’s the quickest path to get into commercial real estate and become a top producer, beyond certifications and classes?

Insights & Advice:

• Mentorship is Key

  • "Find someone who's been where you want to go and attach yourself to them either from a mentorship perspective or even better, kind of like a team business perspective." – Luke ([02:23])
  • Offer to take on tasks senior agents may not want to do (e.g., underwriting, cold outreach) to learn the business inside out. — Josh ([05:16])

• Leveraging Existing Networks

  • Olivia already has a strong position as Director of Community Events for her Chamber of Commerce.
  • Build and engage a list of local business owners from chamber contacts.
  • "You are super well positioned... step three is really: what's your outreach strategy to these business owners?" – Luke ([04:52])
  • Use personal calls to share your new specialized offering and ask for help/referrals.

• Direct, High-Volume Outreach

  • Call every connection using scripts that directly announce your commercial real estate services.
  • "Everybody wants to help you achieve goals. You just gotta make people aware of that." – Luke ([06:00])

• Utilize Social Platforms

  • Maximize LinkedIn for connecting with chamber business owners.
  • Share relevant updates across LinkedIn, Facebook, and Instagram.

• Host Your Own Networking Group

  • Organize local business owner meetups or BNI-style events where you become the go-to commercial agent.

Standout Quote:

"People severely underestimate the volume of work that is required to be successful... it's just volume. It's a volume game and consistency game."
— Luke, quoting Alex Hormozi ([10:17])

2. Integrating Artificial Intelligence in Real Estate (Mitch Johnson, Virginia)

[11:09 – 25:18]

Mitch’s Question:

How should agents use AI today, and how will ReminderMedia adapt to AI in the future?

Insights & Advice:

• AI as a Tool for Trust & Convenience

  • Focus on what won’t change: trust-based relationships, convenience, quality service.
  • "This will still be a trust-based business... and you should be thinking about with AI: how do I use AI to help me build better relationships?" — Luke ([13:35])
  • Use AI to enhance rather than replace personal connection.

• Practical AI Applications for Agents

  • Use ChatGPT or Gemini (Google's AI) to:
    • Write listing descriptions,
    • Craft market analyses and buyer personas,
    • Develop targeted marketing plans.
    • Respond to leads instantly (AI chatbots and automated follow-up).
  • "No excuse for any of us to not be every day at least testing out and using AI. It's free." — Luke ([17:42])

• AI for Digital Presence Audit

  • Ask AI to evaluate your presence compared to local competition on platforms like Zillow, Fast Expert, Google, etc.
  • Direct example: Hosts prompt ChatGPT for top agents in Mitch’s market and analyze why Mitch is or isn’t listed.

Notable Moments:

• [22:07] AI’s reasoning on Mitch:

  "Mitch Johnson is exceptionally strong in Virginia Beach, but his brand and production are more geographically concentrated...not as region wide mega team presence. Not weaker, just more specialized."

• [24:11] Getting Reviews Tactic:
  • Use client events (ice cream socials, pie days) to ask for reviews on the spot, incentivized by raffles.

3. Converting & Nurturing Lead Lists with Digital Advertising (Nancy, California)

[26:10 – 45:14]

Nancy’s Question:

Best way to convert long-term nurture leads? Is it better to use Google, Facebook, or YouTube ads? Should I call, email, or mail these leads, and how do I create a powerful nurture campaign?

Insights & Advice:

• Multi-Channel Nurture Approach

  • Email is a baseline (monthly market updates, CMA offers), but shouldn’t be the only touchpoint.
  • Consider using postcards for high-potential leads (not the entire list).

• Direct Outreach Strategy

  • Don't hesitate to call; use proactive scripts even for leads acquired through intent data.
  • Position calls as local market inquiries or offering to provide an offer value range:
    • "I would treat it as a circle prospecting script..." — Luke ([30:34])
    • Sample call: "If you were to get an offer on your home, would you be interested to look it over?"

• Advertising Tactics

  • Facebook custom audiences: upload lead lists and create targeted impression campaigns.
  • Consider geographic targeting or “geofencing” as additional digital strategy (e.g., via El Toro).
  • YouTube and Google Ads: great for branding, but costs and conversion rates may vary. YouTube is often less costly if people don't watch the full ad.
  • "Start off doing it for impressions. Get your brand in front of people, especially if you're calling through them..." — Josh ([42:06])

• Lead Conversion Realities

  • Expect long nurture cycles (10.8–18 months) for digital/cold leads before conversion.
  • Concurrently, sphere and referral business convert much faster, but building a pipeline from cold nurture leads is an investment.

Actionable Steps:

• Call all leads who open your emails (“Not sure if you saw my email...").
• Use drip email plus targeted Facebook ads and periodic mailers for layered touchpoints.
• Regularly analyze campaign ROI, and stay consistent with both outreach and advertising.

Standout Quote:

"The expectation you got to have is you're going to have to nurture. This is a branding campaign and you’re going to spend for probably 18 months in order to get the trickle effect in."
— Luke ([36:32])

Notable Quotes & Memorable Moments

• "Nobody truly knows what the future is going to look like ... This will still be a trust-based business." — Luke ([13:35])
• "The consulting industry is probably going to go away ultimately because AI is going to become the consultant." — Luke ([24:11])
• "Most people know the things they need to be doing, but they don’t do it at the volume they need to do it at ... Up your volume." — Luke ([46:12])

Timestamps for Important Segments

• [00:43] Olivia calls in about breaking into commercial real estate.
• [04:18] Discussing Olivia’s Chamber of Commerce role and leveraging her network.
• [05:16] The importance of mentorship in commercial real estate.
• [10:17] Alex Hormozi quote about underestimating the volume of effort.
• [11:09] Mitch’s question about AI’s impact.
• [13:35] Trust and relationships in the AI era.
• [17:42] Practical ways agents should start using AI today.
• [22:07] AI analyzes why Mitch isn’t ranked as a top agent.
• [24:11] Getting client reviews via events and raffles.
• [26:10] Nancy’s question on nurturing and converting purchased leads.
• [30:34] Circle prospecting and cash offer scripts.
• [36:32] Setting expectations: nurture leads need months of consistent effort.
• [42:06] Facebook custom audience setup for real estate agents.
• [46:12] Final action item — "Up your volume."

Final Action Item

“The difference between top producers and mediocre producers in every industry is top producers take action.”
– Luke ([46:12])

Summary:
Agents should relentlessly increase the volume and consistency of their outreach—whether it’s networking for commercial real estate, using AI to streamline marketing and relationships, or layering calls, emails, and ads to nurture leads. The right activity at high volume, matched with evolving technology, is the key to future growth.

Resources Mentioned:

• ChatGPT & Gemini (Google AI)
• Real Intent and Real Scout (lead nurturing & scoring tools)
• Facebook Ads Custom Audiences
• ReminderMedia marketing platforms

Connect with the hosts & get more resources:

• Instagram: @StayPaidPodcast
• Show notes: staypaidpodcast.com
• YouTube: youtube.com/remindermedia

For actionable business-building advice straight from the real estate trenches, this episode is a practical must-listen and a motivation boost for agents seeking lasting, scalable growth.