📞 LIVE CALL-INS: How to Get High-Quality Leads Without Buying Them

Summary

Stay Paid Podcast – LIVE CALL-INS: How to Get High-Quality Leads Without Buying Them

Podcast: Stay Paid Podcast
Hosts: Luke Acree, Josh Stike
Date: May 4, 2026

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Episode Overview

In this dynamic live call-in episode, hosts Luke Acree and Josh Stike, joined by team member Cody and guest Stephen, tackle real-world questions from agents and entrepreneurs about high-quality lead generation and business productivity. The central theme is how to build a pipeline of solid leads “without buying them,” focusing on community relationships, digital marketing, content strategies, and actionable productivity hacks for new agents.

Listeners get practical advice and encouragement, with live coaching sessions that reflect the authentic, high-energy, and supportive tone of the Stay Paid community.

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Key Discussions & Insights

1. Generating High-Quality Leads Without Buying Them

(Donna from Clarksville, OH | [00:41] - [16:46])

Donna’s Situation

• Family-run insurance agency since 1968.
• Primarily property and casualty; moving into commercial and health/life.
• Current lead sources: Referrals, Chamber of Commerce, website, Google Business page.
• Writes about 30 new policies/month from ~45 leads.
• Looking for digital strategies to increase high-quality, reliable leads—without buying them.

Digital Lead Generation Pillars

A. Paid Digital Advertising

• Google Ads (PPC): Higher quality but more expensive leads.

  • Insurance keywords will be pricey due to competition, but Donna’s strong reputation can help conversion.
  • Conversion rates: Google: 5%; Facebook: 1-3%.
  • "I would probably start [on Google] if I were you, because you already have a flow of leads coming in, which means you have a good profile and people are already naturally searching you." — Luke ([04:14])

• Social Media Ads (Facebook/Instagram): Top/mid-funnel; needs nurturing.

  • Will require consistent follow-up to convert.

B. Organic & Content Marketing

• Instagram & Facebook: Focus more on personal content, not just business.

  • Connection builds trust and engagement.
  • "Your personal life on Facebook...that's how people are going to connect with you." — Luke ([05:51])
  • Recommendation: Build up to 5,000 friends on Facebook; comment and engage, not just post/lurk.

• Educational Content: Share insights about insurance, tips, local knowledge.

  • ReminderMedia’s social library offers reusable articles.
  • Consistency is key.

• LinkedIn: Not yet utilized—opportunity for commercial growth.

• Blog & SEO:

  • Blogging helps with search visibility—recommend using AI tools to optimize posts for SEO and AI engine queries.
  • "Take it to the AI and have the AI rewrite your blog to be AI optimized." — Luke ([07:16])

• YouTube:

  • Highly underused among agents, especially for local businesses; valuable both for SEO and direct discovery.
  • "YouTube I am hearing more and more for local businesses has become extremely valuable from a content standpoint and a legion standpoint." — Luke ([07:56])
  • Video ideas: “What you need to know for home insurance in Cincinnati, Ohio,” major pitfalls, etc. Tie content to specific locations and use local keywords.
  • "Videos like 'what you need to know for home insurance in Cincinnati, Ohio.'” — Luke ([08:27])

C. List Building & Nurture

• The real goal: Build and nurture your database/email list.
  • Every paid or content strategy should work toward collecting emails for nurturing via newsletters or drip campaigns.
  • "One of the main results you're going for is to get people's email addresses so you can build your email list so you can drip on that." — Luke ([12:16])

D. Google Business Profile Optimization

• Get more Google reviews (target 100+, not just 25).
  • Timing: Ask right after a successful transaction.
  • Request clients mention what you want to be known for (your value prop).
  • "Focus on those clients that you've worked with. Usually right after the transaction...you can give them a link directly to your review." — Josh ([09:47])
• Ensure website is correctly linked from Google Profile for trust and conversions.
• Use AI for profile optimization.

Action Steps for Donna

• Run Google Ads; track lead quality and cost.
• Start creating local-focused educational video content for YouTube.
• Increase Google reviews aligned with your brand’s messaging.
• Ensure digital presence (website, social, Google) is trustworthy and up to date.
• Start/expand an email newsletter for ongoing nurture.
• Consistently engage on social using personal and educational posts.

Notable Quotes

• "The goal in business is to get known, liked, and trusted...when the time arises where they need your service, they think of you." — Luke Acree ([13:11])
• "Add these components, and it will take it to the moon." — Luke Acree ([16:05])
• "Too many people just don't do anything. Now...take action." — Luke Acree ([16:46])

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2. Time Management and Productivity for New Agents

(Mahogany from New Haven, CT | [17:39] - [29:03])

Mahogany’s Challenge

• New real estate agent (licensed August 2025).
• Struggles with time management and prioritization.
• Juggling outreach, lead follow-ups, using CRM, and incoming leads.

Solutions from the Panel

A. Systematize with CRM

• Every lead should have:
  • A note
  • A next task/reminder
  • A stage in the pipeline
  • “That is your key to success because you're going to talk to a lot of people and you're not going to remember a lot about what you talked about.” — Cody ([19:24])

B. Time Blocking & Calendar Management

• Block your mornings (8:30 – 12:00) for outreach/prospecting—cement this, don't let it move.
• Schedule appointments in the afternoons.
• Review and adjust your upcoming week every morning and evening.
• "You should have that a week in advance. And then every morning and every afternoon you review it." — Cody ([20:33])

C. Track Your Business

• Log key activities weekly: appointments set/met, clients signed.
• Realize results (lag measures) will trail months behind activity (lead measures).
• Tracking provides emotional encouragement and clarity on progress.
• "You need to track your business...so that it can give you encouragement to know what I'm doing now is actually working." — Stephen ([24:54])

D. Lean on Support & Accountability

• Use team and management for feedback and encouragement.
• Don’t wait to be told what to do—be proactive and ask for guidance or resources.
• "The squeaky wheel gets the grease." — Josh, echoed by all ([27:27], [29:24])

E. Recap: Three Productivity Essentials

1. Keep CRM files/touches updated with notes, tasks, and stages.
2. Use strict time blocks for prospecting/lead generation.
3. Track all key business numbers/metrics.

Notable Quotes

• "If you do those three things, you're gonna feel so much more confident." — Cody ([25:01])
• "Sales solves all pain. So prospect, prospect, prospect. When all else fails, just realize the only thing you really need to be doing all day long is prospecting." — Luke Acree ([28:49])

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Memorable Moments & Advice

• Donna’s realization about YouTube:
  "I've never thought of YouTube using it...[Is it really that valuable for local businesses?]" — Donna ([15:17])

  • Luke underscores: "It's the second most used search platform. Next to Google." ([15:30])

• On taking action vs. waiting for permission or approval:
  "The winners...were just willing to actually ask...They were willing to just say, well, this is what I need, so I'm gonna go ask for it. This is what I'm supposed to do, so I'm gonna go do it. I don't know if it's right or not, but I'm not gonna wait for somebody's approval." — Luke Acree ([27:38])

• Confidence through tracking and structure:
  "You're doing so much, but I don't know how well I'm doing...The thing that gives you the most confidence...is just knowing [your numbers]." — Cody ([25:57])

• Universal sales advice:
  "Sales solves all pain." — Luke Acree ([28:49])

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Important Timestamps

• Donna’s insurance agency background: [00:41]

• Where leads come from & current numbers: [02:13] – [03:34]

• Paid ads discussion: [04:14]

• Social/content strategy: [05:46]

• YouTube for local SEO: [07:56] – [08:27]

• Google reviews & profile optimization: [09:40]

• Value of consistent email marketing: [13:05]

• Action plan for Donna: [16:05] – [16:46]

• Mahogany’s productivity challenge: [17:39]

• CRM systematization: [19:24]

• Action planning with Google Calendar: [20:33]

• Tracking business for motivation: [24:54]

• Recap of productivity essentials: [25:01] – [25:46]

• Cultural wisdom – ‘The squeaky wheel gets the grease’: [27:27], [29:24]

• Sales advice for new agents: [28:49]

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Conclusion & Call To Action

The episode delivers a wealth of actionable strategies for both established and new agents, emphasizing relationship-driven growth, digital optimization, and the power of persistent, organized action. The hosts encourage listeners to take ownership of their business development—don’t wait for permission, track your metrics, and put consistent energy into relationships and valuable content.

Action step from Luke:
"The difference between a top producer, mediocre producer is top producers take action. Take action on that today." ([30:40])

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For more practical episodes, live Q&As, or to submit your own burning question, visit the Stay Paid Podcast at staypaidpodcast.com.

Transcript

[Mahogany]

Foreign.

[Josh Dyke]

To Stay Paid. Today we are answering your burning questions in real estate, business marketing and more of these episodes. We take live calls from listeners of Stay Paid. If you want to have your question answered live on the show, make sure to follow us on Instagram. We are at Staypay podcast. Send us your questions there or you can go to reminder media.com/ask and we'll get you scheduled here on the show. My name is Josh Dike, Chief marketing officer at Reminder Media, joined as always by Luke Acree, president of Reminder Media. And joining us today is Donna.

[Donna]

Hi.

[Josh Dyke]

Out of Ohio. Welcome, Donna.

[Luke Acree]

How we doing, Donna?

[Donna]

Pretty good. And you?

[Luke Acree]

Today we are doing fantastic. Even better now that you are on. What can we help you with? What's your question?

[Donna]

I have recently acquired our family business and for the last four years been working in it full time and we're really well established in the community. My father started our agency in 1968. So we're established. We're using the Reminder Media magazines and sending out to our a, our established book a business. We're getting good feedback from that. But now I want to focus more on some growth and I'm looking to know how to generate some high quality leads, not purchasing them because it seems that those just do not pan out well for people. So with everything evolving digitally, what strategies do you recommend for generating better, more reliable leads today?

[Luke Acree]

I love that question. I love how Josh chuckled when you asked for higher quality leads because I was like, what, what?

[Josh Dyke]

Can we get some of those?

[Luke Acree]

Yeah, yeah, I think everybody wants higher quality leads. Give us a little background on the agency. What, what are you selling? Is it property casualty? Is it health and life? And then how big is the agency? Like how many clients and stuff like that do you have?

[Donna]

Okay. I mainly hope property and casual casualty. Excuse me, homeowners don autos, you know, so I'm, I'm trying to get into more commercial.

[Mahogany]

Okay.

[Donna]

And my daughter just got licensed in her license Health and life and health. Right. For that license. So.

[Luke Acree]

Okay, where do your leads come from right now? Where do they usually come from?

[Donna]

Referrals, person, you know, of our customers. We have the, our website where members of the chamber of commerce people go there and you know, get those types.

[Luke Acree]

So you're doing multiple legion strategies, which is great. And then how many leads would you say you're getting a month

[Donna]

right now? This must have been outstanding. We've gotten like 30. I mean for us, you know, 30. I've written 30 new policies.

[Luke Acree]

That is awesome. So, so 30 new closed deals, that's clients. But do you know how many leads?

[Donna]

Let's see, what have I had? Probably, probably about 45 people, you know, from the. On the leads.

[Luke Acree]

Okay. And when you look into those 45, most of those have come in through referrals or your connections with like the chamber of Commerce and stuff like that.

[Donna]

Yeah. And the website, when they Google, because we have the Google whatever business page and they'll tell us how many people come and go through that and everything.

[Luke Acree]

Love it. Okay, so that's great background. And then I think for all of us, there's a certain amount of ways you can generate leads and then you have variations of those categories that you can go after. So like paid would be a category

[Stephen]

that you could go after.

[Luke Acree]

Right. So you could advertise on meta, Facebook and Instagram. You could advertise through Google's pay per click or keywords. We have found that Google is higher quality, more expensive. I would probably start there if I were you, because you already have a flow of leads coming in, which means you have a good profile and people are already naturally searching you. So that's going to help just even elevate that. So getting on Google and advertising there for keywords, I'm assuming insurance is probably going to be decently expensive, especially property casualty, because you're going to be going up against some of the bigger players. So you have to watch that from a cost of acquisition standpoint. Facebook, if you choose to run ads on Facebook or Instagram, like if we ran the ads for you at Reminder Media are going to be top of funnel to middle of funnel leads. So they were going to require nurturing. So if you choose to go the Facebook and Instagram route, usually conversions for that we see for people with like a Facebook lead would be around 3%, 1 to 3% on Google, you might get like 5% is what we're seeing. So that gives you an idea of you're still going to get a lot of leads that are going to take a lot of work and nurturing. So that's one category you could go down. The second category is what I call is like doubling down on like your content marketing. And specifically like, are you on Instagram posting organically? LinkedIn posting organically? Are you doing that?

[Donna]

We do Instagram, we post out on our website. I have not done LinkedIn yet.

[Luke Acree]

Okay. So like your social and content strategy I think is, you know, probably another pillar that you want to build out. And so the way to think about this is like for your Instagram, for your Facebook. The truth is the majority of what you're going to be posting is just about your everyday life because that's how people are going to connect with you. So your personal life on Facebook, using a Facebook personal profile, have the business page. Just nobody engages with the business page. So that's going to be more of a business card. It's really your personal page.

[Donna]

Okay.

[Luke Acree]

You want to go get up to 5,000 friends on your personal page. And the way to do social well is to share about your life and engage with people about their life. So don't just be a lurker on social, actually engage. And so every day I would spend five minutes engaging with people in your feed, commenting, stuff like that. Because now that's going to get your content out. People are going to start seeing you in the algorithm and then you can also post the classic, you know, educational content. So there's educational content that you know, with insurance for property casualty that you can be posting. I don't know if you use our social media library or not, but we have some educational content and some different articles in there that you can post within your reminder media account that you can share. But the key is there is going to be consistency of your posting. And then if you can, I would also translate this content strategy of like, okay, I'm posting on social, I'm engaging with people to my actual blog and on your website you'll have a blog. And that blog is going to help you from an SEO standpoint in a call it AI, you know, search optimization standpoint. AI has gotten so good that I would encourage you with your blog, take it to the AI and have the AI rewrite your blog to be AI optimized and post it up on your site. And then last but not least, a big pillar that people don't do, and we don't do this at Acre Brothers, but we should is YouTube. So we have one agent on the team that's doing YouTube well, but YouTube I am hearing more and more for local businesses has become extremely valuable from a content standpoint and a Legion standpoint, especially if you own the YouTube channel around your town. So where are you based out of again?

[Donna]

Clarksville, Ohio. It's Wilmington. Wilmington. We are like 30 minutes from Cincinnati.

[Stephen]

Yep.

[Donna]

And 30 minutes to Dayton.

[Luke Acree]

Videos like what you need to know for home insurance in Cincinnati, Ohio. The major traps people fall into for their car insurance in Cincinnati, Ohio. And you're literally adding it's educational content on what you're selling and what you're helping people with. But it's tagged with your actual local place so it helps you show up more and then twofold show up more one in the LLMs from an AI standpoint. But then also naturally when people are searching on Google it's going to show up because YouTube owns Google. But I would to step back and summarize for you. I think you're doing a ton of things well, especially because you've built a great agency off of word of mouth and relationships. So don't stop that. Keep going there. I would add a second two pillars. I would add a paid pillar and I would get up, start paying for Google and track am I starting to generate more leads on Google and for how much money. And then I would start content marketing more than you are today. I would start putting out content and most people get content marketing wrong because they go totally product based. I would go personal. Okay. I would literally go try to friend and be out in my community from a Facebook standpoint, friend wise, that's what I would do. I don't know if you have anything to add, Josh.

[Josh Dyke]

The one thing I would just mention is on your Google profile, I think I have it pulled up here correctly. James Weiderhold, Insurance.

[Donna]

Yes.

[Josh Dyke]

Yeah, definitely focus on your Google reviews. Looks like you have 25. I would get that up to at least 100 plus Google reviews. So focus on those clients that you've worked with. Usually right after the transaction is going to be the best time to get them to give a review because they felt like they've, you've just helped them and you can give them a link directly to your review. Make sure you're calling out what you want to be known for in the review. So this is something we just started doing and I, I've been going through this process of having AI help our business with optimizing for search and what's called aeo. So it's the AI engine optimization and that was a big thing was making sure that your reviews relate to your value proposition or your marketing messaging. So we're really focusing on relationship first marketing and helping our clients with that. Obviously we believe in Legion, we believe in E email nurturing, believe in social media presence. But relationship first marketing is what we are really trying to help our clients with. So we've even begun mentioning that to our clients after we've helped them. And Phoenix, shout out to Phoenix. I know she lists to the podcast. She's been doing a great job at basically getting people to mention some of those things. So our reviews are coming in now saying reminder Media helps me stay top of mind with my past clients. Reminder Media helps me with my referral business and their genuine reviews. But, but they're, they're geared towards, you know, what we want to be found for, what we want to be known for. So definitely work on that because the more that you can get, like, you'll push this one star review. It's one of the featured reviews on your page. You'll push that off that page. Okay, Some real good reviews for people. That's a huge trust signal. The other thing, real quick, just because I have your review, your Google page pulled up your website links to your Facebook page. So that's something to watch out for. A lot of times that lowers people's trust. Facebook is great for, you know, having, being out there and having a social media presence. But when linking from your Google review, make sure you're linking to your actual website. Because I have your website pulled up here and it looks good. That'll just help build trust with people and then get people into your funnel easier. Because Facebook's not for converting, but you can optimize your website for converting. Okay, those are two really big things in the digital space would be just get your, your Google page optimized. You can ask ChatGPT to help you optimize it. And then the other thing would be focus on those reviews.

[Luke Acree]

I am struggling to find you on Instagram as well, but I am typing in your agency name and nothing's coming up. So that's something to look at like in your content strategy. And you know, I didn't tie it like I should have in the sense of, Josh, you mentioned email, your content strategy and everything you're doing. One of the main results you're going for is to get people's email addresses so you can build your email list so you can drip on that. So that's one of the main reasons you would do content or you would do paid. Because not all paid is going to convert, right? Only 3 to 5% going to convert. The rest will be drip contacts for you that you can drip. Do you have an email newsletter that goes out weekly?

[Donna]

No, but I can. That is, can be easily done.

[Luke Acree]

Yeah, I would definitely. I mean, you don't have to start with weekly, but maybe at least bi weekly. Every two weeks have an email that goes out. Because everybody who's listening to this, right. It's like the goal in business is to get known like and trusted to your ideal audience. So when the time arises where they need your service, they think of you and they use you. And so ultimately all you're trying to do to oversimplify it for people and just not overwhelm you is like, okay, all I need to do is build my list and get in front of that list. Well, how do I build that list? Well, there's a multitude of ways. You've done the best way. Let me start with all the people I know and just actually get out in front of them. Let me join the chamber of commerce. Like, you've done amazing in that regard. So now if you turn on paid, the whole purpose of paid is just to build your list. Hey, all the people who come in to paid is going to go into my list and some will convert right away. Some I will drip on with my email newsletter or reminder media, magazines or whatever I have in my drip. And then the same for when I do my content. You know, I'll be doing content and people can subscribe to my blog. People can subscribe, you know, to maybe on Instagram I run a poll and I get people, you know, hey, are you spending less than X on your car insurance or whatever that big pain point is? If you're spending more than Y on your home insurance, comment below, let me know what you're spending. You know, and just you get people to engage on your stories or in your Instagram and now you have a way to talk to them in the chat. Eventually get their email list so you could send them a quote, okay, type idea.

[Josh Dyke]

I don't even know that I would. I mean, I'll be honest, I don't know. I'd focus on Instagram right now. I think you have a lot on your plate. YouTube was a great suggestion because it's so educational based and you have a really big opportunity to improve your digital presence. For what? If you focus on your Google page, get that up to date, get your website in order, get some of this educational material out there, you will build. You already you have a list and you're going to build a list through conversions on your website. And that's where all of that educational content is just going to be gold, you know, for your area.

[Luke Acree]

Yep.

[Donna]

Yeah. That's wonderful. I've never thought of YouTube using it.

[Luke Acree]

That, you know, I'm hearing it more and more as I talk to. Well, it's the second most used search platform.

[Donna]

Is it?

[Mahogany]

Right.

[Donna]

Wow.

[Luke Acree]

Next to Google. So. And Google owns YouTube. But. And people search with intent. You're usually going to YouTube intentionally searching for something versus Facebook. If you run an ad on Facebook or Instagram, you're interrupting them. So that's what I would do, but yeah. Awesome. Donna, really one appreciate you being a client. Appreciate you coming on. Great work building the agency. I mean, I think you have plenty of room. You're already. I mean, you're getting 40 something leads and you're. That means you're doing relationship marketing extremely well already. Add these components, it will take it to the moon.

[Donna]

Thank you so much for giving me this opportunity to ask this question. I've gotten a lot of information down

[Luke Acree]

and, and reach out just because our marketing executives and stuff like that, we can help you start implementing.

[Donna]

Okay.

[Luke Acree]

Stuff. So if you feel like, hey, I need some help implementing them, just let us know. You can hit Chris up, you know, helping you kind of book you on the show and we can get on with you and help you implement some of this.

[Donna]

All right, that was. I just got this plan now. Now you have to work it.

[Luke Acree]

Yeah, exactly. That's always the hard part.

[Donna]

Yeah. We've got a marketing plan, but if we don't do anything with it and

[Luke Acree]

too many people just don't do anything, that's the problem. And too many people just don't do anything now. But yeah, take action. Start like Josh said, start with the reviews. Start with getting some content out there on YouTube. And then I would put some money behind your Google spend. I would say that is what I would do if I were you. If you're looking to get paid leads, that's where I would go.

[Josh Dyke]

Awesome. Good luck. Thank you.

[Donna]

Thank you so much for having me. Have a wonderful day. Thanks for the information.

[Stephen]

Bye.

[Josh Dyke]

Awesome. There you go. Make sure to get your questions answered live here on Stay paid. You can go to reminder media.com/ask and we will get you scheduled here on the show. Joining us next, Mahogany. Mahogany out of. I had your location pulled up. I have to get back to it. Let's see, Mahogany, can we do a Connecticut right?

[Mahogany]

Yes, New Haven, Connecticut.

[Josh Dyke]

I didn't even look. I knew it. I remembered it. Mahogany at Connecticut. Welcome to Stay Paid.

[Mahogany]

Hey, thank you guys so much for having me on the show. This was totally like out of the blue and I'm just. I'm happy to be here.

[Josh Dyke]

That's awesome. It was. It was last minute. I know. Thank you for joining us today. What can we help you with?

[Mahogany]

Well, I'll be honest with you guys. I'm a new agent. I got licensed in August 2025 and you know the number one challenge that I've been facing and I know a lot of people just in Multiple industries are facing this problem. But time management, how does a newer agent prioritize their day, their schedule? I feel like I don't have enough hours in the day, you know, to just keep moving forward. But what should I be doing?

[Luke Acree]

Amazing question, Cody.

[Josh Dyke]

Stephen.

[Luke Acree]

Yeah,

[Cody]

so I always like to ask, so I guess what are you currently doing? So you're saying like, hey, my time's taken up, I'm doing so much and you wear so many hats. So what do you focus on right now?

[Mahogany]

Yeah, thanks for asking that, Cody. Right now I'm focused on outreach, reaching out to first time home buyers and I also with being on the one team working, we have the Zillow flex so I get a lot of incoming pings if you will, for new leads. Just looking in my sphere but reaching out to those people.

[Cody]

Love it. Awesome. And then you guys use a CRM, I assume. What CRM do you use?

[Mahogany]

Yes. Follow up boss.

[Cody]

Follow up boss. Nice. All right. And how good are you at setting task?

[Mahogany]

I am not good at all.

[Cody]

So one thing, just like a quick snippet there would be what we do in our team, every lead has to have a note and a task and a stage on every single lead that you have claimed because that is going to be your guiding system on who to follow up, when to follow up with and what to follow up about. So that is your key to success because you're going to talk to a lot of people and you're not going to remember a lot about what you talked about and you're going to save yourself time but also give yourself the confidence on why you're following up with them. So step number one like today, you know, go through every single one of your deals and make sure they have a good note, a task and you can have to relist it to the call and a stage on each one of them. So that's one way to systematize it. And second, how is your blocking Google calendar blocking abilities right now?

[Mahogany]

They are not perfect. When it's something like this though, it shows up great. I set a couple alerts, I'm good to go. But you know, showings and who to follow up with when, what to follow up with where. I'm not good at like prioritizing my time that way.

[Cody]

Yep. So because I mean you seem mahogany really, really smart and I'm sure you've got like a game plan in your head but you need to put it down on a calendar. So like right. Every single day you should like this week you should already know what Each day looks like. Now, does those days change? Of course they do. We're in real estate, right? Like, we're going to be moving around all the time, but you have a certain game plan every day already mapped out. When things change, we just move the calendar around because we know the most important thing. You mentioned the number one thing you already do is outreach, right? That is the number one thing that we do is we connect with our clients. But now we need to put pen to paper or keystrokes to the computer, right? So we need to put that into a calendar to then have a really set plan. And, you know, my first advice would be your 8:30 to 12:00 clock every day, which should never change, is your outreach and your prospecting time. You put that, you cement it and then you always try to do your appointments in the afternoons. Again, that will change. But your main focus every single day for the rest of your career doesn't matter what stage you're at, should always be prospecting. Now, prospecting will change as far as your sphere or, you know, different lead sources, but at the start for you, it's going to be like, I need to get to know as many people as I possibly can. So I would go in, you set your time block for 9 to 12, at least for prospecting. And then obviously you would plan out the rest of your day, but you should have that a week in advance. And then every morning and every afternoon you review it. So in the morning you do it to see what the day looks like. At the end of the day you go, what did I do in this calendar that I actually did and what didn't I do? And then you're going to update that. And if you do that every day, you can then look back on the past week and say, hey, where did my time go? Because a lot of times I'm in these coachings with agents and they're like, man, I'm so busy. And I know they are. I'm like, I know you're busy, but I can't help you because it shows that you did the prospecting and you didn't. So, like, if you really want me to help guide you on where we're spending our time, I have to be able to track and know that by your Google Calendar. So which is why it's imperative, every morning and every evening, we're checking it and we're setting it the week prior.

[Stephen]

And how new of an agent did you say you were? Mahogany?

[Mahogany]

Thank you, Cody, for that answer. But Steven, So I started August 2025.

[Stephen]

August 2025.

[Mahogany]

Yeah.

[Cody]

So you're brand new.

[Josh Dyke]

Yeah.

[Stephen]

So another thing that you need to do with that, because you need to absolutely take that system, but you're probably not tracking your business, which is pro, you know, all the new agents on our team, this is the struggle point. We tell them when we're interviewing them that, you know, your first six months in the business, you're going to look at your paychecks that are coming in and you're going to go, man, this doesn't even compare to my last job. You know, I mean, I made more money at a stable job than I did in real estate. Right. Which then the emotions of that, you know, come back to you and go, man, I'm lost. Right. So then the time blocking and everything like that just becomes very confusing because you're emotionally drained. And so what you need to do to solve that problem is you need to track your business. Which means that, like, Cody could give an example of this guy on our team, Noah Gato, right. And every single week we would show him, hey, this is how many you have in your pipeline, but they won't be fulfilled for another year. Right. Your lead measures and your lag measures and real estate are so far apart. You do the activity now, you're looking at six to 12 months before the results come in. And so you just need to track as well the number of signed agreements that you have with your buyers, the number of appointments that you've set, the appointments that you've met with, and how many of those turned into actual conversions of contracts so that it can give you encouragement to know what I'm doing now is actually working. Because it may be working and you may just not see the results of it yet. But you would probably say, I have no clue. Right. And so you absolutely just make sure you track everything that you're doing. Not just the Google Calendars, not just the time spent on lead generation, but how many appointments were set, how many appointments you met with, and how many signed agreements you got. That will give you a lot of encouragement going forward.

[Mahogany]

Thank you for that. Oh, my goodness. I feel like I have a fresh new outlook.

[Stephen]

Yeah.

[Cody]

So, like, to simplify it in a really easy way is get your files updated with tasks and notes stages, get your Google Calendar time blocking set. You should have it set for the week. And then lastly, track your numbers. Are you, when you set an appointment, are they showing up, are you signing them and not. And keep that tally. So it's really like, it sounded like a lot like, we just talked for a little bit, but it's really three, you know, three relatively simple things. Note and task your file, Google calendar blocking, and track your numbers. If you do those three things, like, you're gonna feel so much more confident. And like, all right, I'm doing what I'm supposed to be doing. Cause I'm sure that's where you're at now. It's like I'm doing so much, but I don't know how well I'm doing or it feels like I know you're feeling. I've been there. And so the.

[Luke Acree]

The.

[Cody]

The thing that gives you the most confidence of, like, dang, all right, I am doing what I'm supposed to be doing is just knowing that stuff. And if you know that that is going to give you so much confidence to your day of what you need to do.

[Luke Acree]

Love that. Mahogany. Have they told you from the one team what they expect? Like, what you can expect weekly, what you should do?

[Mahogany]

Oh, yeah, definitely. And I still find it just complex, I suppose, to manage the 24 hours that God has given me. And also, you know, the emotions, like, instead of just moving forward and feeling like I'm actually moving forward and not just kind of turning the hamster wheel.

[Luke Acree]

Yep.

[Cody]

Yeah, right.

[Luke Acree]

Sounds like your pain point also potentially could be, is you need to make sure you have kind of the accountability partner walking alongside you. So make sure you take advantage. The squeaky wheel gets the grease, so make sure you take advantage of the management there. I just. I personally know the one thing because I know Byron. Yes, Right. So I know Byron and I.

[Mahogany]

So, you know, like, you guys, you

[Luke Acree]

guys run a killer team.

[Mahogany]

Yeah.

[Luke Acree]

I think you're the number one team in Connecticut. Yes. So you guys run a killer team, but you need to make sure that you take advantage of all the sales management in place and the people there to help guide you. Because a lot of it, it sounds like, is, you know what to do, but it's like so overwhelming and emotional. Am I doing it right? Am I not doing it right? So a lot of it is the probably the just checking in encouragement and don't be shy. People who are shy. Well, I shouldn't say this, but, yeah, the squeaky wheel gets the grease.

[Josh Dyke]

I'll say that.

[Donna]

Yeah.

[Mahogany]

No, I agree, definitely. And yeah, the one team is great. There are a lot of resources, but exactly that. You know, I just feel like, am I doing good things?

[Luke Acree]

Yeah. The biggest people make. I see it at Reminder Media. I see it in all my ventures of life. Is that they're waiting for someone to tell them what to do, and they're waiting for somebody to say it's okay. And the winners, the one who win, they always call it thinking out of the box, but truly what it is is they were just willing to actually ask. They were willing to just say, well, this is what I need, so I'm gonna go ask for it. This is what I'm supposed to do, so I'm gonna go do it. I don't know if it's right or not, but I'm not gonna wait for somebody's approval to tell me that I'm doing it the right way or not. Because guess what? You'll get the approval if you step out and start doing it. They'll tell you right away you are. And so I would just enc. There is that. It sounds like that's probably like a little bit of where your mind's at is like, okay, I'm doing stuff, but I just don't know if I'm actually doing it right or not. Well, definitely, you know, speaking.

[Cody]

I'm sure that's going to resonate with so many people. Like, so many people are exactly where you're at. And you did the first thing that Luke said is ass. And you came on here, so good job.

[Mahogany]

Right in front of all these people. I'm just like, you know what? This is something that we all deal with. Let me just ask this question. Let me. Let me be the person that reaches out. Yeah.

[Josh Dyke]

Love it. Thank you so much.

[Luke Acree]

And remember, sales solves all pain. So prospect, prospect, prospect. When all else fails, just realize the only thing you really need to be doing all day long is prospecting. At this stage of the game, that's really where it's at. So.

[Mahogany]

Yes, sir.

[Luke Acree]

Love it.

[Mahogany]

Thank you guys for bringing me up.

[Josh Dyke]

Yeah. Thank you.

[Mahogany]

Thank you.

[Luke Acree]

Great stuff, boys. It's like you've done real estate before or something. I don't know.

[Cody]

Just once or twice, you know. Just got a million under contract this month. So.

[Josh Dyke]

Did your mom. Did your moms always tell you the squeaky wheel? My mom always said the squeaky wheel gets the great.

[Luke Acree]

My mom used to say that, but I never really understood it until I've gotten into leadership. And you hate to say it, but the people who speak up and push for what they want are the people who get it. And you like. And it's sad because the person who maybe is the better person for it just has not spoken up. And it takes a really strong leader to deny the squeaky crease. The squeaky wheel person. But it's just so true. Speak up. Speak up for yourself.

[Josh Dyke]

There you go. Move. Speaking of speaking up, you can come live here on the show and get your questions answered and speak up. Go to remindermedia.com ask and we will get you scheduled here on the show. Thank you so much for listening. You can dive deeper into this episode. Get the video and any show notes [e-mail] of course you can also get your questions answered live if you go to remindermedia.com ask if you enjoyed this episode and want to show your support, go to YouTube. Make sure you're subscribed to the channel. Give this episode a thumbs up and the best way to help out the show is simply share this with somebody that you know. For this episode of Stay Paid, I'm Josh Dyke.

[Luke Acree]

Guys, I'm Luke Acre. Let us know in the YouTube comments if you like this or not. We want some feedback. We want to hear what you want more of, what you want less of. That is your action item. Go like the YouTube channel. Go. Let us know in the comments how we can improve the show. I would love to hear the difference between a top producer. Mediocre producer is top producers. Take action. Take action on that today.

[Cody]

Sa.