Stay Paid Podcast Summary

Episode: 📞 LIVE CALL-INS: How Long It Really Takes to Close Real Estate Leads
Date: February 2, 2026
Hosts: Luke Acree, Josh Stike, with guests Steven Acree and Cody Smith
Format: Live call-in Q&A with real estate professionals

Overview

This episode focused on answering real estate agents’ questions about converting leads, the timeline for closing online-generated leads, and strategies for nurturing potential clients. The hosts provided tactical advice and mindset shifts necessary for long-term success in the industry. Two live callers, Louis and Tamika, raised relevant issues around lead qualification, effective follow-up, and making the most out of ReminderMedia’s tools.

Key Discussion Points and Insights

1. Converting "Looky-Loos" into Real Clients

[00:54 – 14:04]
Caller: Louis (Queens/Nassau, NY)

• Louis’s Challenge: As a relatively new agent, Louis receives many inquiries but struggles to convert information-seekers into active buyers or sellers.
• Referrals as Primary Source: Nearly all of Louis’ closed listings came from personal referrals, indicating trust built in his community.

Panel’s Advice & Insights

• Know Your Numbers:
  • “Professionals show up, they know their numbers, they know the game.” – Luke Acree [05:03]
  • Agents should track transaction sources and sales volume to better focus their efforts.
• Embrace Long Nurture Cycles:
  • Top-of-funnel leads, especially from sources like Facebook, take a long time (on average 10.8 months) to close.
  • Agents must “stay consistent, drip on them every month, make regular calls,” and approach every lead as a long-term nurture, not a quick close.
• Career-Focused Thinking:
  • “We always say, career focused, not year focused.” – Steven Acree [06:14]
  • Building relationships over time pays bigger dividends than instant conversions.
• Relentless Follow-Up:
  • “Ryan Serhant...said the single thing that has made me in this industry is my relentless follow up.” – Cody Smith [07:03]
  • Ghosting from clients can indicate genuine interest, as clients may avoid sales conversations until they’re ready.
• Tactical Follow-Up Metrics:
  • The team’s Facebook leads require ~36 calls, and generally take 6–12 months to close. (Steven Acree, Luke Acree [09:00])
• On First Calls:
  • Build trust and rapport but always aim for identifying deep motivation and securing an appointment.
  • “You have to set the appointment, because... how are you going to follow up if someone is 12 months out?” – Cody Smith [11:10]
• Motivation & Appointment:
  • Identify clients’ “true motivator” (e.g., downsizing, family needs), not just superficial interest.
  • Reframe the goal: focus on getting an appointment, not closing the listing immediately.

Key Quotes

• “If you want to take it from five transactions to 25 transactions, all those leads that you’ve gotten so far that have been looky-loos... they need to go into a nurture stream and you need to stay consistent with them.” – Luke Acree [05:35]
• “Most people don’t just tell you what they want. You have to pull that information out of them.” – Cody Smith [11:10]

2. Leveraging Print and Digital Magazines for Conversions

[14:29 – 23:06]
Caller: Tamika

• Tamika’s Question: How to convert readers of ReminderMedia’s print and digital magazine into clients.

Panel’s Advice & Insights

• The Gift Principle:
  • The magazine is a "gift-centric" branding piece intended to create reciprocity—a psychological desire to give back when receiving something valuable.
• Using Magazines as Non-Salesy Touchpoints:
  • Call recipients when the magazine arrives—this provides a natural, non-salesy reason to check in.
  • “The magazine’s concept is: I want to give you a non-salesy reason to call." – Luke Acree [17:30]
• Call Script Example:
  • “Hey, just checking in to see if you got the latest issue. I send to all my best relationships. How’s life been?” [16:45]
• Tie Magazine Content to Real Estate Offers:
  • Customize the cover with QR codes or home equity report offers. Use the magazine as a conversational bridge to talk business.
• Planting Referral Seeds:
  • Articulate a specific business goal (e.g., “helping 50 families this year”) and ask if they know someone who could use your services.
  • This “puts them in power” as givers and makes asking again in the future less awkward.
  • “The average person a year knows three to five people that need your real estate help.” – Luke Acree [21:54]
• Long-Term Value:
  • Consistency in outreach, even if met with initial rejection, establishes agents top of mind when real estate needs eventually arise.

Key Quotes

• “You want to leverage that as your trigger event to call that person that you’ve sent the magazine to to check in and touch base.” – Luke Acree [15:47]
• “It’s about staying in touch with your clients... Most people just aren’t making the calls because they have this belief that they’re not providing value.” – Cody Smith [22:35]

3. Mindset, Action, and Measuring Success

[23:06 – 26:04]

• Authenticity Wins: Sharing personal and professional journeys online allows clients to connect and want to help you succeed.
• Tracking Matters: The pathway from activity to results is found in measuring actions—calls, touch points, appointments—and pivoting as needed.
  • “The difference between top producers and mediocre producers in every industry is top producers take action. Take action on that today.” – Luke Acree [25:43]

Notable Quotes & Memorable Moments

• “You gotta know your numbers, right? So you gotta know where your deal is coming from... Professionals show up, they know their numbers, they know the game.” – Luke Acree [05:03]
• “Ryan Serhant... said the single thing that has made me in this industry is my relentless follow up.” – Cody Smith [07:03]
• “You want to leverage that as your trigger event to call that person... check in and touch base.” – Luke Acree [15:47]
• “The difference between top producers and mediocre producers... is top producers take action.” – Luke Acree [25:43]
• “Part of it is just changing your belief around that when you make the call, this is for them.” – Cody Smith [22:41]

Timestamps for Key Segments

• [00:54] Louis describes his challenge: getting a lot of interest but few serious clients.
• [05:03] Luke stresses knowing your numbers.
• [06:14] Steven: “Career focused, not year focused.”
• [07:03] Cody references Ryan Serhant’s relentless follow-up.
• [09:00] Typical lead closure timeline: 6–12 months.
• [11:10] Cody: The importance of going for motivation and setting appointments.
• [14:29] Tamika’s question about turning magazine readers into clients.
• [15:47] Luke’s script for using magazines as a touch point.
• [21:54] Value of referrals from current clients.
• [22:35] Cody: “It’s about staying in touch with clients.”
• [25:43] Luke’s closing advice on action and measurement.

Actionable Takeaways

• Know your numbers: Track sources and conversion rates for all leads.
• Embrace long lead times: Don’t dismiss top-of-funnel leads; commit to long-term nurturing.
• Follow up relentlessly: 36 calls or touches might be required to close an online lead.
• Always build trust and rapport first, but push for motivation and appointment.
• Use “gifts” (like a custom magazine) as a non-salesy reason for ongoing contact.
• Be transparent about your goals with clients; invite them into your journey and ask for referrals.
• Measure every activity and pivot as needed to maximize results.
• Authenticity and relationship-building, online and offline, are essential for top producers.

Summary authored in the informative, motivational, and tactical tone of Stay Paid Podcast.