📞 LIVE CALL-INS: The 26-Touch Rule: How to Stay Top of Mind ALL YEAR

Summary

Stay Paid Podcast - Live Call-ins: The 26-Touch Rule & Staying Top of Mind All Year

Episode Date: March 2, 2026
Hosts: Luke Acrey, Josh Stike, Stephen Acrey
Guests/Callers: Michelle (Virginia), Debbie (Louisiana), Jocelyn (Nevada/Colorado/Wisconsin)

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Episode Overview

In this dynamic live-call episode, the Stay Paid team answers real-world questions from listeners—agents, entrepreneurs, and business owners—around business growth, client communication, burnout, marketing strategies, and maximizing relationships. The main theme revolves around staying top of mind all year using the “26-Touch Rule,” hiring and leverage, battling burnout, marketing for buyers, pricing strategies, and deploying effective omnichannel touches to delight your database.

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Key Discussion Points & Insights

1. Caller #1: Michelle (Virginia)

Topics: Burnout, Communication, Leveraging People/Systems, Hiring Admins

• Michelle’s Background:

  • 30 years in credit repair, 21 years in real estate, 10-15 real estate deals per year
  • Also starting a ministry, feeling overwhelmed and burned out due to communication gaps with clients

• The Treadmill & Leverage

  • Luke: “I think Dave Ramsey would call this the treadmill stage. You’re the solopreneur, the rainmaker... you also have to service the business, and you’re trying to scale. Leverage comes from two things: people or systems. Both cost money, and people require leadership skills.” [01:28]
  • Action Point: Assess net profit to determine if you can afford help (admin or virtual assistant).
  • Hockey Stick Effect:
    Stephen: “When you hire an assistant, at first your income may drop (the stick goes down) while you train and build systems, but it should bounce up long-term if you release control and hire right.” [04:32]
    • Quote: “If you do it well, you build out the SOP... stay with them the first three months, and then you start to actually release.” [04:32]

• Exercise: Green-Yellow-Red Task List

  • Luke: “Write down, through the lens of what makes you the most money: green (highest value), yellow (important but not primary), red (low value/admin). The red is your job description for the hire.” [07:42]
  • Use ChatGPT to draft a job description from the ‘red’ list.
  • Luke: “You’ve got to take that leap from treadmill operator to owner. You might go through three people... Kiss a lot of frogs to find the prince. But stay in the trench with them until they can show you they know what to do.” [07:42]
  • Notable Moment: Michelle starts doing the exercise live:
    Michelle: “I’m doing it right now.” [09:59]

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2. Caller #2: Debbie (Southwest Louisiana)

Topics: Generating Buyers, Open Houses & Pricing, Marketing Mix

• Debbie’s Background:

  • 20 deals/year, strong in networking, BNI, social media, pop-bys, mailouts, billboards/magazines
  • Struggling to find buyers despite many sellers/listings (has 18, soon 21, listings)

• The Buyer Dilemma: Open Houses and Product (Listing) Choice

  • Luke: “Open houses are the driver of most buyers. How many are you doing?” [14:29]
  • Stephen: “Product is what sells. If the home is overpriced, no amount of marketing will solve low buyer traffic.” [16:53]

• Pricing Reality & Hard Conversations

  • Luke: “You’re too soft... not having the hard convo up front to set price expectations. Demand drives price, and you need the right price to drive demand—simple economics.” [19:19]
  • Tactic from Top Team: Bring Zillow, Realtor.com, and Redfin price estimates to the listing appointment, and ask the seller which they think is most accurate—and why. Get their thinking before offering a professional opinion. [21:47]
    • Quote: “When you show them those prices, none of them are the same... you’re validating your value to the marketplace.” [21:47]
  • Stephen: “The consumer is dying for you to tell them the truth... It’s better for the seller if you price competitively and go up, than if you price too high and come down.” [22:37]
  • Luke: “The fault is, you can’t control the market, you control the marketing. But you do control the advice you give them. Set proper expectations upfront, and price reductions don’t become a problem.” [24:25]
  • Lead Gen Tactics: Facebook & Google ads for buyer leads (list-of-homes downloads); ReminderMedia offers services and webinars to manage or DIY the process. [25:57]

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3. Caller #3: Jocelyn (Nevada, Colorado, Wisconsin)

Topics: 26-Touch Rule, Omnichannel Marketing, Staying Top of Mind, Content Selection

• Jocelyn’s Challenge:

  • Owns a care business (home care for special needs, elderly, etc.), operates in 3 states
  • Wonders about the best product/touch (magazine, email, etc.) for staying top of mind, getting referrals, and growing both clients and care worker team

• Staying Top of Mind: The 26-Touch Rule

  • Luke: “Whether magazine, email, calls, social... it’s not one thing; it’s a system of things. You want 26 touches to each client a year—magazine, calls, emails, events, Facebook ads—it all matters. Omnichannel is key.” [42:59]
  • Luke: “The principle is: who am I trying to reach, where do those people spend their time, and how can I get my unique value proposition up in front of them as many ways as possible?” [51:15]

• Surveying Clients for Retention and Referrals

  • Luke: “You need a system, a survey at 30/90 days... where answering the questions, you get their true feelings. You need a data benchmark to see at-risk clients.” [34:40]
  • Stephen: “One of those questions should be ‘Would you refer us out?’ On a scale of 1–10, 10 being definitely.” [36:38]

• Marketing Channels & Messaging

  • Choose the Start Healthy magazine for health-aligned branding, but as relationships develop, match interests (e.g., Good to Be Home) [45:11]
  • Luke: “Magazine is just one component—the audience and omnichannel matters more. For your database: magazine quarterly or bimonthly, phone calls quarterly, email 1x/month (preferably 26x/year), and regular social posts.” [42:59]
  • Luke: “Have a call to action with a QR code in the magazine—ask for referrals, reinforce with your calls, and make every touch about watering the seed of your ‘ask’.” [36:58]

• Notable Moment: Jocelyn’s son, Donovan, jumps on camera:
  Michelle (Jocelyn): “This is my why.” [50:12]

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Notable Quotes & Memorable Moments

On Hiring & Leverage

• Stephen Acrey [04:32]:
  “When you hire (an assistant), you’re going to have more time poured into them... for the first three months. If you build out the SOP and do it right, they will triple your business—like you alluded to.”
• Luke Acrey [07:42]:
  “Kiss a lot of frogs to find the prince. Show them what to do, let them show you, then let go.”

On Pricing Listings

• Stephen Acrey [16:53]:
  “Product is what sells... If I overprice a listing and do the best marketing in the world, I still am not going to have traffic.”
• Luke Acrey [19:19]:
  “You want to get them the highest price you can, but the reality is you want to make them the most money possible... I think you have to have some harder conversations.”
• Luke Acrey [24:25]:
  “You control the marketing, but you do control the advice... When you have the conversation and set proper expectations, then price reductions do not become a problem.”

On Staying Top of Mind / 26-Touch Rule

• Luke Acrey [42:59]:
  “It’s not one product that’s the end all. It’s omnichannel. For your database: magazine, calls, emails, events, Facebook ads. The audience matters more than the product.”
• Luke Acrey [51:15]:
  “The hardest part for business owners—you think there is a thing you should be doing... It’s actually a system. Where winners win is in that cadence, the brick every day.”

On Messaging & Referrals

• Luke Acrey [36:58]:
  “[On the magazine:] ‘If you know of anybody that could use my help, I’m totally open. Here’s the QR code. Actually, do you have anybody right now?’ All the marketing is watering the seed of that ask.”

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Important Timestamps

• 01:28–07:42: Hiring your first admin and the green-yellow-red exercise for delegation
• 12:41–16:53: Debbie’s marketing activities, open house strategy, and choosing listings
• 19:19–24:25: Tough pricing conversations, bringing data to seller appointments
• 32:32–36:38: Jocelyn’s question on product selection, staying top of mind, and survey systems
• 42:59–51:15: 26-Touch Rule explained; omnichannel touches for maximum retention/referrals

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Episode Takeaways

• Burnout comes from lack of leverage—build it via hiring (admin/VA) or systems
• Expect a “hockey stick” effect: initial setbacks, long-term scalability
• List/prioritize tasks (green-yellow-red), delegate the red, focus on your unique value
• The right pricing matters more than the amount of marketing for listings
• Open houses, priced right, are still a top way to generate buyers
• For service/relationship businesses, stay top of mind with a cadence of omnichannel touches (mail, email, phone, events, social)
• Implement routine surveys to identify at-risk clients and prompt for referrals—don’t be afraid to ask
• Every touch should reinforce your value and your ask (referrals/connections)

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Practical “Action Steps”

1. Do the green-yellow-red exercise on your current activities.
2. If experiencing burnout, seriously consider hiring admin or VAs—even if there’s a short-term dip.
3. In listing presentations, use multiple price estimates (Zillow/Realtor.com/Redfin) to anchor the price discussion and set expectations.
4. Don’t shy away from tough pricing conversations—advise what’s best, not what’s easiest.
5. Establish a 26-touch calendar: combine print, digital, and calls.
6. Survey clients at intervals to get honest feedback and leverage NPS-style referral questions.
7. Have a clear, conversational ‘ask’ for referrals—use every communication as a gentle reminder.
8. Clarify your unique value proposition, tailor messaging, and select mediums accordingly.

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Closing Sentiment

Luke Acrey [51:15]:
“Winners win by constantly taking action and having a cadence. It’s not about finding the magical tactic—it’s about doing the right things, every day, in front of the right people.”

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For more, follow the Stay Paid Podcast on Instagram [@staypaidpodcast] and visit ReminderMedia.com.

Transcript

[Luke Acrey]

Foreign.

[Josh Dyke]

Today, we are answering your burning questions in real estate, business marketing and more. On these episodes, we take live calls from listeners of Stay Paid.

[Stephen Acrey]

If you want to have your questions

[Josh Dyke]

answered live here on the show, make sure to follow us on Instagram @staypay podcast. Send us a message or you can go to remindermedia.com Ask Submit your question there. Our team will reach out to you and schedule schedule you hear on the show. My name is Josh Dyke, chief marketing officer at Reminder Media, joined as always by the stars of the show, Luke Acrey.

[Luke Acrey]

Thank you, Josh. Thank you. Finally get the recognition we deserve.

[Josh Dyke]

And from the Acree Brothers Realty team, Stephen Acrey. Unfortunately, we lost the first couple of minutes of our first caller here, but Michelle, Michelle had called in. She's in Virginia as well. She's got 30 years in credit repair. She's got about 21 years in real estate, doing about 10 to 15 transactions a year in real estate. So a lot going on. She's starting a ministry also. So she's.

[Luke Acrey]

Yeah, she said she was in ministry. Yeah, yeah, but dealing with burnout.

[Josh Dyke]

Dealing with burnout. So unfortunately, we missed the first couple of seconds there, but she's just kind of talking about, hey, I have a concern with, with communication in my business. I'm not able to communicate enough to help support my clients, which is ultimately leading to burnout. And then that's where we're going to pick up with Luke kind of responding and giving his advice for the rest of the conversation.

[Luke Acrey]

So that, that makes sense. So you need leverage in your business. I think Dave Ramsey would call this the treadmill stage. Right. You're on the treadmill, if I'm not mistaken. Right. So you're the solopreneur, you're the rainmaker, the one bringing in the business. You also have to service the business, and you're trying to scale. And leverage in your business comes from two things, people or systems. Right. So you have people that you can hire to do things for you, or you have systems that you can implement to do things for you. Both of those tend to cost money, which is why. And the people side requires emotional intelligence and leadership skills, which makes it even harder. So how much net profit does your businesses do your business? Like, does it make a year? Because that gives us the idea of, do you have the ability to, to go hire somebody right now? Are you making a couple hundred thousand dollars a year out of your business? Are you making, you know, a hundred? Like, what does that look like to help give you the right advice around

[Michelle]

to Give the right advice. I would have to say it fluctuates. But I will say, on an average, maybe between real estate itself, between 80 to 100.

[Luke Acrey]

Okay.

[Michelle]

And credit business, anywhere from 40 to 60.

[Stephen Acrey]

Okay.

[Luke Acrey]

So on a good year, you're making $160,000. So if you were communicating better with inside your business, with your clients, would that result in more business for you?

[Michelle]

Absolutely.

[Luke Acrey]

How much more do you think?

[Michelle]

Oh, probably more than half of what I just said. More than. Probably triple that because.

[Luke Acrey]

Well, you just answered your question then. So you're answering your own question. Michelle, you're literally going, which is a thing.

[Stephen Acrey]

Right.

[Luke Acrey]

Kudos to you. You're making, on a good year, 160,000. Right. On a poor year, maybe 100. And so then the question to you would be, and this is like all growth. It's like a hockey stick. A lot of times you have to go down before you go up. And so you have to go, will I spend, let's say, hiring an admin? And you could even go virtual assistant, which would be even less than this. But will I hire an admin for 35,000 to $50,000, somewhere in that range that can help me communicate and service my clients better, to take off those tasks off my plate so I can go, then make that money up by going and generating that, and my quality of life is better. My clients are served better. So it's really taking that leap to go. I'm willing to go hire an assistant, a virtual assistant, someone that can help me do the communication, and I will go down in income. I won't make 160. I'll make a hundred if I was looking out at 12 months. But the reality is, you and I both know you just said you can get half the more business, and so you can make up for paying for that admin. But the beautiful thing is now you've implemented leverage into your business, and then more importantly, your clients are served better, which is the most important thing that helps you build the brand long term. Steve, you want to share the story of when you hire Kelly, like your first assistant, and what you had to take that leap of faith and what that felt like.

[Stephen Acrey]

Yeah. So, I mean, hiring any assistant now, right, is like this, the hockey stick effect that Luke just mentioned, which is when you get them, you're trying to fill out an organizational chart. Right. So you have this vision for the future. Hey, I need a coo. I need a director of ops, I need a director of sales. I need an assistant. And what most entrepreneurs think is that they can just fill that, the organizational chart and all of a sudden it's just, you know, that person's going to take off and go, go, go, and they're going to triple my business, like you just said. And in reality, it's a hockey stick effect. You've got to go in, you're going to have more time poured in to them while still keeping these other businesses going for the first three months. Because what you have to do is you have to dig in and train them exactly how you would operate the business. And you have to put that into actual systems and SOP that's written out for them that they can actually do day to day. So what I would say, the advice I would give, that's what it looked like for me hiring Kelly, which is like, you take a leap of faith and to be honest, when you don't know what you're doing, the first three months are like, what have I done? You know, my income, my income dropped drastically, right? To go, oh my gosh, is this really going to save me time? But what happens is if you do it well, like I said, which is you build out the SOP for that person and then you are with them, you're in, you know, the war, the battle with them for the first three months and then you start to actually release. Another thing that entrepreneurs do is they don't actually release because they are OCD about their business and their control freaks. You have to eventually release. And what I would say is, you know, hire slow fire, fast. If you know, in that three month period, you know, they're not going to be able to take it over. Do not spend any time trying to save them. It actually will hurt them in the

[Luke Acrey]

future by deliver them out of your business.

[Stephen Acrey]

But you have to, you have to do it that way. So that a little bit of advice there. But I would just say be expecting for your money to drop a little bit. Make sure you can do it for the first three months. But eventually, if you've done it three months and it built up the S P, they will triple your business. Like you alluded to. The good thing that one of the things you said is the real estate business that you're doing is truly an ancillary. Most people start other companies to where they think it's ancillary to each other, but yours is actually ancillary because you're not doing any additional work to get that real estate client. And the good thing is if it's true that you can triple your business on the credit side Then you should be able to triple your business on the real estate side organically. And so the money, the opportunity cost that you're missing out on on that side is also really great. So you hire one admin to take that off your plate to where you can triple your business. You're also going to triple the real estate side. And it seems like the real estate side as well is actually a lot of your profit. You know, that's coming through. So I think it's really good thing. You know, most of the advice I give is, hey, get rid of that business. You don't have enough focus. It's not truly ancillary to each other, but yours is. Seems like it's truly ancillary to the credit side of the house.

[Luke Acrey]

Here's your activity, Michelle, that I want you to do after this call. It's called basically green, Yellow, red. So imagine like a stoplight, right? And I want you to write down through the lens of what makes you the most money, the green activities. So green is all the activities that make you the most money. And write those down in yellow. These are activities that have to be done there. There may be one removed from making money, but you write all those down. And then red. These are all the things that have to get done, but they don't. They're just administrative things. They don't really make you tons of money because it's. It's removed. That red becomes your job description of what you're hiring the person for. The other way to look at it is through the lens of what you enjoy or what only you can do. So green is what Michelle enjoys and what she's the best in the world out that only she can do as owner of the business. Yellow is the things that you need to stay attached to, but you can add, you know, maybe you don't have to do the task the whole time. And then red is the things that you really don't need to be doing at all. So like as a real estate agent, you don't need to be putting yard signs in the yard. You don't need to be doing, you know, a lot of this administrative work. You need to be doing what the listing presentation, you need to be doing the closing. And so that's. If you go through that exercise, what you'll end up with in the red category is your job description. Throw those tasks into Chat, GPT or Gemini and have it work out a job description for you. But that's the exercise I want you to do because you really are, I mean, You've been in the business 20, 30 years, right? In these two businesses, you know what you're doing. You've got to take that leap of faith and start building your business. You need to go from treadmill operator to an actual owner, and that means you got to hire somebody which is going. You're going to learn. Like, you might go through three people. Hopefully not, but you might go through three people before you find the right person. Don't be scared of that. Kiss a lot of frogs to find the prince. And then most importantly, stay with them in the trench. Show them what to do, then let them show you that they know by you staying with them. And then finally, last but not least, do what Steve said. Let go. But I appreciate you coming on. The show was awesome. And such a relevant question to everybody who's trying to grow their business and jump from the solopreneur to the next. Are you going to go do that exercise, Michelle?

[Michelle]

I'm doing it right now.

[Luke Acrey]

I'm going to hold you to that. Yeah, we'll have to have you back on, but make sure you friend us on Instagram and stuff like that. I would love to connect social. Yeah. And let's stay in touch. And you're in Virginia. We're in Virginia with Acre Brothers and stuff like that. So if we can help you more, we'd love to, but thanks for coming on the show.

[Stephen Acrey]

Okay.

[Michelle]

Well, I take that advice and I'm running with it right now.

[Stephen Acrey]

Awesome.

[Luke Acrey]

Thank you, Michelle. Appreciate you.

[Stephen Acrey]

Good luck. Thank you.

[Michelle]

Have a good one. Bye.

[Josh Dyke]

Bye.

[Luke Acrey]

I think you nailed that, Steve. Spot on. Of like, originally, I would say stop doing the other businesses because you're not making enough money, but they're really connected. So I don't think she has to stop. She just got. She has to be more organized. She could probably find just that. She probably doesn't even have to hire somebody. She could probably find. Find that leverage just in system implementation. But the reality is, is if you're not good at systems, then you'll. You'll spend yourself.

[Stephen Acrey]

If she gave us the right data, which was they were all organic, they came from the credit, you know, side of the house. That's your vertical. You know, take that really high as far as it can go. And if that's true, then, yeah, she definitely should triple her business on the real estate side, which is fantastic.

[Luke Acrey]

Love it.

[Josh Dyke]

Awesome. There you go. Make sure to get your questions answered live here on Stay Page.

[Stephen Acrey]

Stay paid.

[Josh Dyke]

You can go to remindermedia.com ask and submit your questions there. Next we have Debbie. Debbie calling in. Debbie, how you doing? How can we help you?

[Debbie]

Good. I'm actually on hold with y'.

[Michelle]

All.

[Debbie]

I wanted to make sure I was on the right place.

[Luke Acrey]

Oh, I love that you're calling in from where, Louisiana.

[Michelle]

Debbie? Yes.

[Debbie]

Southwest Louisiana.

[Luke Acrey]

Awesome. Did you guys get a bunch of snow too?

[Debbie]

No, it. We're actually like 30 minutes from the Gulf, so it didn't come this far down. We didn't even hardly get any ice, so.

[Luke Acrey]

Okay. Some people that I follow on social, they're in Luigi. I don't know what part though, but I saw a bunch of snow. There are ices.

[Josh Dyke]

Valley area.

[Stephen Acrey]

Is it okay? Yeah, yeah.

[Luke Acrey]

We got like crazy amount of snow. But hey, we appreciate you coming on state. What's your question? What can we help you with in growing your business?

[Debbie]

Okay, so I'm glad y' all emailed me my question because I forgot it in the meantime.

[Luke Acrey]

But that's why you gotta love show producers. They keep us on track.

[Debbie]

Yes, thank goodness. And I accidentally just hung up on her, but y' all popped up and right at the right time. So I wrote to y'. All. In this market, after pouring everything I know to do marketing wise, because I have a marketing and PR background. I do ads. But what other ideas do you have for gaining buyers in this market? I have a plethora of sellers. Not at any kind of. What do you call it, lack of sellers. But the buyers have been really lacking in our area.

[Josh Dyke]

We're kind of heard this problem about

[Debbie]

a hundred thousand population in my area.

[Luke Acrey]

Okay, awesome question. So can you walk us through? Well, one, walk us through how many kind of deals you do on average a year or volume? And then also, what have you been trying to do marketing wise?

[Debbie]

Probably average, about 20 deals.

[Luke Acrey]

Nice.

[Debbie]

A year.

[Luke Acrey]

Okay.

[Debbie]

I consider myself full time, part time, because I am a mom and my child comes first. But I don't turn any business away either. But I have done. I'm very big on networking because our town is a little big town and it's a little fickle. So if you're not out and about, people tend to forget you. But I think that's real life as well. So I do a lot of networking. I'm part of a BNI group and then we have a few other networking groups that meet in town. I do pop buys. I do cards, notes, obviously, reminder media, mail outs. I have billboards and then local magazine ads that my husband and I do because he has a related home business.

[Luke Acrey]

Love that.

[Debbie]

And I do a lot of Social media. I make my own videos and content. I'm on every platform I can think of.

[Stephen Acrey]

So how many buyers out of the the 20 transactions are there and how many sellers?

[Debbie]

Lately it's been more sellers that I have. I, I. Right now I'm at about 18 listings or 18 sellers, and I have about four coming in in the next week. I'm, I'm submitting one today and about three more next week. So I' Incredible. Thank you.

[Luke Acrey]

Well, the number one way we see across the nation, and I think we also see this for the, for our own team, Stephen, but correct me if I'm wrong, is open houses are the driver of most buyers. How many open houses are you doing?

[Debbie]

So that's another thing. I do them, but I don't get a big turnout even for Halloween. I did this huge, really funny video for like two weeks up to Halloween where I did skeletons in place of me showing the house.

[Luke Acrey]

I love that idea.

[Debbie]

And I only had about five agents show up and most of them were my office, so. Well, that was an agent and public open house.

[Luke Acrey]

Can you walk us through how you select the, the listing that you're going to run the open house for and then walk us through how you advertise it?

[Debbie]

So I usually try to rotate because

[Michelle]

obviously,

[Luke Acrey]

sorry, that's, that's a buyer right there. Answer it live on the show. Let's go.

[Debbie]

It says reminder Media.

[Luke Acrey]

Hey, guys, we're relentless. There's probably calling you back for being on hold.

[Debbie]

Come on.

[Michelle]

Thank you.

[Luke Acrey]

Want to buy any property? Reminder me? Yeah, that's like, I love it. So, okay, so you, how do you choose the listing? Because that's really what we find is the most important part of getting a good open house is the listing that you've chosen.

[Debbie]

But how do you think that I try to. As soon as I get a listing, I try to do that home within the first week or two to get that out. Either agent, open house or public or both. We market it on all social media platforms. We have our own association that sends out email blasts for the week to everyone. And then we have, you know, flyer, not flyers, banners that we put out the week of in front of the house and leading up to the house, like open house, you know, with arrows.

[Stephen Acrey]

So one identifying question, Debbie, that we didn't answer. So you're in a buyer's market then I'm assuming, like, what's the average time on the market where you're at?

[Debbie]

It's been a lot longer, thankfully. A lot of my sellers have been very Loyal. And I do have a wide range of different listings, but we're looking at, you know, a year for some of these listings.

[Michelle]

Okay.

[Stephen Acrey]

Yeah. So, I mean, that's why. Because you're doing a lot of things right for the open house. But don't mistake. You have a marketing background. Right. But product, the product is what sells. And so that's what Luke was alluding to on choosing the right open house. Because if something is priced correctly or it's priced as a good deal, that coupled with the marketing is what's going to bring clients through. It's not just the market. If I overprice a listing and I do the best marketing in the world, I still am not going to have traffic, you know, come through the door. And so it is super essential that you choose the property. That one, you know, does it. Does it speak to the consumers? It's something that's within maybe the median home price that's there. Is it something that's actually a good deal? That's what you identify. So it's good that you hold it within a week because, you know, obviously it's new to the market. It's going to get that engagement. The algorithms are going to be up, you know, from the, the first week that it's on the market. But it's not the only thing. You need to make sure you also choose something that is within that median home price that's selling. And you need to choose something that is priced super well, because that's what coupled with that marketing that you're doing, because all that was great stuff. That's what's going to attract the consumer through there. But those are the right activities. But yeah, if you're a year on the market, that's. That's why you're not generating a ton of buyers. But you've stacked, you know, you've stacked those listings. 18 listings is incredible. So part of your game plan might be to keep stacking, you know, on the listings on that side, because eventually will pour out into the, you know.

[Luke Acrey]

Do you believe you have priced them too high, Debbie? But you're doing it because the clients make. I say making you, but wanting that. Yeah.

[Debbie]

So I always tell my clients what I believe, their range or what they're going to sell for. And obviously, we all know that they want to try and get highest, best, or they think that their homes are worth more than what we tell them. Most of the time, I tell them, you know, if we go by a whole week and we don't get any calls any Showings any kind of motion, we're going to talk about lowering the price. And I always tell them, like when I say that, I'm not talking about we're going to lower it 10 grand right away. We're going to do some gradual changes. But also, you know, I try to tell them, look, I understand you were thinking here, but the market saying this, so some of them I do feel maybe could have adjustments, but I don't feel like they're grossly overpriced.

[Luke Acrey]

Okay. So, yeah, it's like you're leaning on the high side and that's hurting you. And we know also, you know, across the nation, like, if you, if a house sits on the market and you lower the price, the buyer psychology is, something's wrong with this house and now you've lost. Right. And your job as the, the real estate agents to make the person the most money possible is not. It's like you want to get them the highest price that they can, but the reality is you want to make them the most money possible. And that's really the advice you're trying to bring to your combo. It sounds like to me that you're probably not aggressive enough with your clients when you are put like you're, you're too soft to want to earn the listing. And so you're not having the hard convo up front. Now, I just spoke at a mastermind in California and one of the number one team, I believe in Orange County, Janelle was there. Shout out to her, I'm going to have her on the show. But she does this really cool thing where in order to address price, she brings the realtor.com estimate, the Redfin estimate, and the Zillow estimate to all printed out to the actual listing presentation right in the appointment. And when she goes to talk about price, what she does is she shows those to the people and goes, which one do you think best represents what your home is worth and why? And she puts it on them first so she can hear what they think. Before what the normal real estate agent does is say, hey, your price is worth this. But she showed in an example of one of the listings she had that realtor.com had it for like 300k more than Zillow had it. And she said, so isn't it a massive difference if you knew that the client's been [e-mail] versus the client's been looking at Zillow? Because she, she came in and priced it like it was more actually just a little bit above Zillow but you know, it was not realtor.com and she said, imagine if I would have come in and said, I think it was like a $3.5 million listing. Imagine if I would have said 3.5, but realtor.com has it at like 3.9. Does the consumer feel good or bad? But imagine if they were looking at Zillow, and Zillow had it priced under 3.5. And if I said 3.5 and Zillow had it at 3.3, they're going to feel great. So you want to get from the consumer what they're thinking and why they think their house is worth that. And then also what you're doing when you show them those prices is. What are you doing? No, none of them are the same.

[Michelle]

Yeah.

[Luke Acrey]

So you're. You're immediately validating your value to the marketplace, and then you can actually show them obviously, comparable listings, because that's how we tend to price things. Right. Based upon what's moving.

[Josh Dyke]

Yes.

[Luke Acrey]

In the area. But I think what's happening to you a little bit is that you have to have the harder conversation up front. Front, because it's the deal that drives the traffic. Demand drives price. Okay. More demand, higher price for an item, more items, lower.

[Stephen Acrey]

Right.

[Luke Acrey]

Lower demand. It's gonna. People the price is going to come down. It's like simple economics of supply and demand. And so the reason why you want to price right is to drive traffic. Like, this is a deal that drives demand, that then drives price up in the bidding war and all that stuff. So I think you have to have some harder conversations. I don't know, Steve, if you have other tactics that you've used.

[Stephen Acrey]

No, that's 100% right. And to change kind of your own belief, that's super important in this because you mentioned that they want the highest price. Right. They want to [e-mail] estimate instead of the Zillow estimate, as Luke's example is. But the consumer really wants the highest price possible. And they want to have trust in you that you're actually fighting for that highest price possible. And so, like, it's not good for a consumer to go on the market at too high of a price where they have a price reduction. Because Luke just mentioned it. If you have a price reduction and you've been sitting on the market, that's coupled with a lower price coming in for the purchase. Right. From the consumer. And so I just change your belief to go. The consumer is dying for you to actually tell them the truth. But like, you gotta believe it. It's better for the seller if you price competitively and go up than it is for you to price too high and come down. It just always is. And so I change your belief. But he identified it because you have 18 listings. I mean, you should be getting, you should be getting signed calls from them. You definitely should be getting people coming through the open house and still picking up buyers. I'm not saying your average will look like our average here because our median home price is 270, but you should still have a good amount of people flowing through the open house throughout the year, and you definitely should be getting signed calls. So it means, Luke, identifying it, that you're probably pricing the properties too high and just not having as much of an aggressive conversation upfront. And that aggressive, that's going to save you so much time, by the way, on the back end. We all know that when it sits longer, our jobs become infinitely harder. Because it means the longer you sit, the more conversations you actually have to have. Because the consumer sit back and they're

[Luke Acrey]

more emotional or they start doubting. Exactly. Because.

[Debbie]

Because you're a failure.

[Stephen Acrey]

Yes.

[Luke Acrey]

Like you're. It's your fault. And we know it's not your fault, but the fault is ultimately, look, you can't control the market. You control the marketing, as you say, Steven. But you do control the advice that you give them. And you're better off because you have a full pipeline, because you always want the listing. Everybody does. I want the listing too. But you got to believe in yourself to have a full pipeline where you can look at Debbie the client and go, hey, Debbie, what makes me different than most agents is most agents will just cave to try to get your listing even though they don't believe it will sell.

[Stephen Acrey]

That's right.

[Luke Acrey]

And at the end of the day, I only want to work with you based upon it making sense. And my role in this is to advise you. And here's why I say what I say. Here's the Data from Redfin realtor.com Zillow how it's all different. Here's the comps that have happened the last 10 transactions in your area. Here's the days on market. Then you showcase your knowledge and your confidence of here's all the facts. And ultimately what's great is that we can put it on market and see the demand and that will drive, you know, our next conversation still doesn't mean you're going to be perfect, but now you can attack it head on versus having to come behind the other thing I'll wrap up with for you, that will also attract buyers. From a marketing standpoint, at least. What we've seen, number one, is obviously open houses, but you got a price right in order to do that is Facebook advertising. And Google advertising brings us a lot of buyers. And so we, you know, last year I think it was what, 26 from Google, Steve? 14 from Facebook closed last year. And we spent, I think on Google we spent like $27,000 for the Google spend, and on Facebook we spent 20. And it was like 600 leads came in from Google. I can't remember if it's 1200 or what came in from Facebook. That was majority buyers, though. The ads that were running for, like, Facebook is a list of homes ad. So get access to this exclusive list of homes in a price range. If you want, we can walk you through that at Reminder Media. We run those for people, but we also have webinars where you can set it up yourself. So if you don't have the money to spend on us managing or something like that, no problem. You can walk through the webinar and set it up literally yourself and manage it yourself. That has attracted buyer leads for us because they're looking for that exclusive list of homes. So that's another kind of avenue for you of creating buyers. But to me, it sounds like you're, you're a great agent.

[Stephen Acrey]

Yeah.

[Luke Acrey]

But you're, you're too nice, you're too strong. Like, like. And it's hard because it's also your skill set and you're like, what? You know, I've done a good job in my career of lowing the price and then getting it done. So I don't want to miss it, miss out. I think you will up your game tremendously if you get a little bit more confident and, and a little harder towards the seller.

[Stephen Acrey]

Okay.

[Luke Acrey]

But because you have their best interest,

[Stephen Acrey]

it's going to make your life so much easier, I'm telling you. Yeah. When you have the conversation and set proper expectations, then price reductions do not become a problem, you know, like, because, like, it's not like you're going to win every single conversation on price. Yeah. If the seller still wants to be there, I'm fine with that. But I'm only fine with that if I've had the conversation up front. Expectations. Right. Because then I can come back and go, hey, it's, it's time. Like, hey, we both agree you're in it to make the most money, right? Yeah, they are. They've agreed. You've got the buy in.

[Luke Acrey]

It also proves that you were right in the beginning. So you need to set up the leverage that, hey, I will do this. But you got to prove that you were right in the beginning. Don't do, like, the range is even a soft way to do it.

[Stephen Acrey]

Yeah.

[Luke Acrey]

So be careful of the range. Like, be careful. I'm not against, like saying, hey, look, nobody knows perfectly, but you gotta hone in on, like, this is what I believe will drive the demand based upon. It's like when you go shopping for a car. Right. I'm looking at all the different cars and everything on the market. And if you're. Because I bought a minivan recently for my wife and I'm just all looking at all these. I say for my wife because I don't want to claim I drive a minivan.

[Michelle]

No, we don't talk about that.

[Luke Acrey]

Exactly. But I ended up knowing every minivan on the market. Right. And you start seeing them selling and you start getting really confident that, look, minivans in this year with these miles, these brands sell for X, like, this is what they sell for with a little bit of wiggle room. And then you get confidence in what you are presenting and what you're buying and the offer and stuff. And so it's the same for real. Say, you know the market way better.

[Debbie]

Yeah.

[Luke Acrey]

Than any of your clients that you're talking to. So keep crushing it. I. I really feel. I mean, 18 listening is ridiculous. They're just sitting too long.

[Debbie]

So I have 21 by next week.

[Josh Dyke]

Yeah.

[Luke Acrey]

Get out of here. Yeah. Start having. You have a full pipeline. Start having those hard conversations.

[Debbie]

Okay.

[Luke Acrey]

Because you have their best interest in mind.

[Debbie]

Thank you.

[Luke Acrey]

Thank you, Debbie. Really appreciate. And thank you for being a client too. I really appreciate you being a client. Connect with us on Instagram. We always want to make sure we're connecting with you guys. And if we can help you more, just chat us, we're more than happy to jump on calls and stuff like that to help you.

[Debbie]

All right. Appreciate Joe.

[Luke Acrey]

Awesome. See ya.

[Stephen Acrey]

All right.

[Josh Dyke]

There you go. You can get your questions answered live on Stay paid. Go to remindermedia.com ask yeah, she.

[Luke Acrey]

You nailed it, Steve. It's like that was not a marketing problem. That was a pricing problem is what that was. And obviously we don't have all the details of the 18, but anybody who has 18 listings, when she said some were sitting for a year, it's like, ah, yeah, you've priced these for sure.

[Stephen Acrey]

Yeah. And she's gonna generate so many buyers just Organically through that, that conversation.

[Luke Acrey]

And she probably has. I didn't ask her this. I should have. She probably has, like, has a bunch of listings of people who are like, well, I'll sell if I get this price. Kind of the make me move type listing. Almost like an off market type listing. And that's not a terrible thing because you can market and you can do stuff like that. But when you get up to 18, you're just.

[Stephen Acrey]

Yeah, it's funny how the conversations go to. Because like, 18 listings is so incredible. And a normal conversation would be like, I'm kicking ass, 18, you know, listings. But you can tell it's price problem because it's like it's an over, you know, haul for her to do 18 listings. And I can imagine work for a year sitting on the market for some of these. That's a lot of work.

[Luke Acrey]

Yeah, a lot of work. And then the, the seller, I mean, I hate to say this to everybody, but guys, they will never take the blame. Yeah, the buyer and the seller will never take the blame. And they should. And they shouldn't. Exactly. Right. And so that's why it's just so critical to be willing to say no and to also say, hey, this is what it's worth.

[Josh Dyke]

All right, next we have Jocelyn. Jocelyn calling from Nevada.

[Luke Acrey]

Yes, welcome.

[Michelle]

Hi. How are you guys doing today?

[Josh Dyke]

Doing fantastic. How are you?

[Michelle]

Pretty good.

[Luke Acrey]

So, Jocelyn, how can we help you? What's your question?

[Michelle]

So my question is in regards to using the right product, so the right product at the right time. And I always want to know, like, what is the best product to use? So I'm in Nevada now. I'm building a business in Nevada in Colorado. But my business started three years ago in Wisconsin. And the type of work that I do, I provide. I'm a care director. So I direct care for persons inside of their home for respite care. So they have, you know, developmental delays, special needs, elderly, you know, people who need assistance caring for their loved one. And we also provide daily skills training. And so I always want to know, okay, is it better to send them a magazine, to send them something digital? Which magazine? Which compilation of magazines? Yeah, and I don't know, I have a little bit of history with the company, so I'm like, what works? And am I using the right product for the right goal or even.

[Luke Acrey]

Yeah, great question. Well, tell us a little bit about your goal in terms of, like, what is the result you're after that you're hoping the marketing will produce?

[Michelle]

So, number one, I want to Stay top of mind because there are a lot of providers out there who, even though many of them don't necessarily do what we do, as far as being in our niche of serving special needs children as our top priority, but there are a lot of options for home health care or responding. There are a lot of options for that.

[Luke Acrey]

Okay, so do you lose business a decent amount? Like a client going somewhere else?

[Michelle]

I have a decent amount of turnover. Not necessarily that they're going somewhere else. It's just for some of them, they may not know of another company. I cannot be transparent to say sometimes they don't always come to you and say, hey, I have this problem with this caregiver, or, you know, I need someone different. It's like, you could just tell me that. So I'm always reaching out, saying, you know, how can we help you? How are things going? And they'll say, things are going great. And then all of a sudden it's ghosting what happened? And my caregiver's like, I don't know. I just, I. They just won't answer the door anymore. And so I'm like, okay, so. But ironically, they'll ghost us, but they'll come back. And so I'm just like, okay, number one, let's make sure we're top of mind. And number two, let's get other referrals. Like, I need a way to let them know how much I value them. And even though I come off as being extroverted, I'm very introverted. So that is, you know, that's the thing. I'm trying to bridge that communication so that we stay top of mind and we get referrals.

[Luke Acrey]

Yes, that makes perfect sense. Well, you've come to the right place because that is what our describing our business. Yeah, exactly. That's what. That's what we want to do. Okay. So, you know, I totally understand, like the pain point that you're going through as they kind of almost sidebar. But I think is plays into the touch points is I would encourage you in your onboarding process, you need to get a system that you have, whether you call it a survey that happens at 30 days, 90 days, you need something that you can do where you ask them questions or get them to fill out questions, that in the answering of those questions, you actually get their real feelings. And because if you call somebody and put them on the spot, it's the classic. You walk into a retail store, can I help you with something? And they say, no. It's like, well, you walked into the Store, of course, you, you need something.

[Michelle]

Yes.

[Luke Acrey]

And so when you're calling and saying, Stephen, how's Josh doing? He doesn't want to be rude. Oh yeah, doing great. But they're never going to tell you the truth. So you need to develop and you could use AI to do this, Jocelyn, where you go and say you need to develop three to five questions that you can ask the people 30 days in, you know, 60 days in whatever you believe is the appropriate time frame. And then now you have those answers from every one of your clients which gives you a benchmark. And now you can have benchmark scoring and you can start seeing that the clients who left scored at X point when we surveyed them in 30, 60 days. And that will give you an idea like that will start identifying for you data wise. Oh wow, at 30 days if they grade us 7 or less or hey, at 30 days if they answer, you know, this question this way they're actually at risk. And so that's what like, I think what's missing in your process is you need a data benchmark that will help you identify if somebody's actually unhappy.

[Stephen Acrey]

And by the way, one of those questions should be would you refer us out? One of those questions be, would you refer us out? Because then there's an immediate, well, one that answers all of those questions. You know, if it's seven and they would refer you out, you're still good. If they wouldn't refer you out, it's a 10, it don't matter. Right, so there's a problem there.

[Luke Acrey]

And I would do exactly on a scale of 1 to 10 because the data of the numbers will help you. Like on a scale of 1 to 10, 10 being you would definitely and 1 being you would never, where would you mark of your willingness to refer? So now you actually get some nuance in the numbers, knowing that most people always drift to the middle. That's just how human beings naturally are. So my second kind of tip I would give you, Jocelyn, is like the first one is how do you develop some type of touch point within 30 days that gives you some measuring stick of how well you're doing service wise. And then what you're saying about referral and repeat business, you're already on the right track with the magazine. That's the whole design of it is to give you something nice that you can send that's non salesy but keeps you top of mind. We see our shelf life be four to six weeks. The one I would use in your case would probably be the health one. So start healthy. Yeah, because it ties in health and, you know, wealth and you're caring about their health. Like it's just a reminder of the value that you bring to the relationship and trying to add on more value. It fits in brand wise. And then I would make sure that on the magazine you are linking and this you could do without the magazine, you could do with other marketing that you do as well. But you've got to have a call to action that drives the question that you want to ask, which is, do you know anybody else that I can help? And so on the front cover, I would put a referral call to action on the front cover of how you're looking to help more people if they knew of anybody. Scan this QR code and that can link to a landing page which we can provide for you, which they can enter in whoever they want. And that would be a lead right to you. But the real reason you want to put that is because when you call Steve and your client to check in, you should reference the magazine and say, oh, by the way, I'm also sending you kind of my Start Healthy magazine. I send it all my best relationships. Yeah, I love having a relationship with you and being able to serve you guys and I just want to make sure you got it. I try to put like healthy recipes in there, things that I think people will enjoy. But I just want to touch base, let you know that also catch up. How are things going? How's life going for you right now? Are you liking your caregiver? So boom, it's a non salesy call where you're talking to Steven, your client. And then here's the key. You now can reference that question that you've put on the magazine as your transition to ask for referrals. So then you can easily say, hey, Stephen, one of the things I wanted to point out, a lot of my. I'm realizing that a lot of my current relationships and clients have other friends and family that also need help. But they didn't know if I had time because, you know, or if I, you know, had the capabilities to help them. And so I actually put on your magazine if you know of anybody that could use my help, I'm totally open. I'm actually looking to expand and grow and I want to help more people. It's really my passion in life. You can scan that QR code anytime and put in anybody that you would want to refer. But I don't know, do you have any family members or friends that you know, you could think of Even right now that you go, yeah, they could probably use your help, because I really want to try to help more people. Anybody come to your mind, Stephen? So, boom. It's really a nice, smooth transition to where you're pointing and referencing something on the thing that you sent them just as a. Oh, by the way, I also wanted to point out. But you are asking them the question you want to ask them, which is, I want to help more people. A lot of my clients, they. They don't know if I actually have the bandwidth to or not. So they. They sometimes are like, I'm not sure she could. I want you to know I could. So you're taking away that objection and then you're asking them right on the spot, who do you know? Now, here's the key. The next time their second magazine comes in, what is it reminding them of? It's reminding them of that con. That convo you had. And that's the piece that I think a lot of people miss within business is you have to have the ask. And all the marketing is watering the seed of that ask. So it's like McDonald's needs to show you the juicy burger on TV, on the commercial, and go, hey, you should go get a Big Mac. And that's the first time. Okay, but maybe you don't want a Big Mac. But every time you're seeing the commercial, they're trying to water the seed that, hey, you should go get a Big Mac. You should go get a. Like. It's the same with what you're doing with your marketing if you start Healthy Magazine, but you've got to identify the ask. And that's where most people go wrong. They just send the magazine, but they never do the ask. And the ask is the calling the client. And it seems like you're already. Even though you're introverted, kudos to you. You're stepping out and you're actually calling your clients and asking them, you know, how's the service and what can you do better? I don't know if you are asking directly for referrals, but if you're not, you need to start. Like, you need to start. And now all your other marketing would work. I would say that the magazine is just one component to answer your question of what marketing should I use? You should use it all, meaning omnichannel marketing. So take reminder media, for instance. We have how many emails going out a month?

[Josh Dyke]

Six million.

[Luke Acrey]

Oh, well, yeah, that's for our clients, so. Not for us.

[Josh Dyke]

Oh, for us,

[Luke Acrey]

3 million. Yeah, but so. And then we have thousands of magazines going out that we touch on my database with. Right. We have Facebook ads running, we have phone calls, thousands of phone calls being made. And the point is, like, for our business, we're doing it all. You look at Acre Brothers Realty, we're going to do 42 plus touches to their database for them this year. There's two thank you notes going out, there's four client events happening, there's Facebook ads being run, there's magazines going out, there's some postcards hitting. So it's not one product that's going to be the end all, be all. It's really the audience that defines what you want to do. And so for your database, what I would do is go, let's get a magazine going out quarterly or bimonthly phone calls happening quarterly, bimonthly. Then let's get a email going out at least one time a month. I would prefer 26 times a year. Every two weeks you have an email newsletter going to your clients.

[Michelle]

Okay.

[Luke Acrey]

Are you on social? Jocelyn, are you on Facebook?

[Michelle]

I am on social media.

[Luke Acrey]

Okay. Are you posting every day?

[Michelle]

No, I'm on Facebook. I post every week, but I don't every day.

[Stephen Acrey]

Good.

[Luke Acrey]

Let's get you posting, let's get you posting on your stories. Let's get you posting on, like, we can throw you some free months of our digital platform where you have all the health content and stuff like that, where you can just post it up. Okay. But get you posting every day. And it's that omnichannel effect that will build the brand because you want the people to say, I see Jocelyn everywhere, but she's never overbearing. And you then that all accumulates around what? It's around the ask. I asked Josh, do you know anybody? And now when he sees my email, when he sees my social post, when he sees my magazine, when he gets my phone call, he's just reminded I'm just watering those seeds. And that's the difference maker. Like reminder media doesn't have one magic marketing funnel. We have dozens of marketing funnels that are happening. And this podcast is a marketing funnel. Right? Like we're putting out content consistently about our topic of sales and marketing. And amazing people like Jocelyn are watching and they call in and they get interested in our products and services. How could you put out content about taking care of your loved ones and health tips that are happening? And that's just one of your funnels that you're doing.

[Michelle]

Okay, so I have a follow up question to that. Like, is it the Same whether I'm gearing that referral and that relationship to the client versus, say, my care workers. Because I need a lot of care workers as well. So does that. Should I. I guess 1.

[Luke Acrey]

Same mediums, different content.

[Michelle]

Same mediums, same mediums, different content. Okay, now, what do you recommend for the Good to Be Home? Because I thought I. I personally love. And maybe that's why I personally love the Good to Be Home magazine. Why. Why would you recommend Healthy Start as opposed to Good to Be Home or American Lifestyle or Business in Action? Like, is there a certain client that appeals to each of those differently?

[Luke Acrey]

No, I recommend it because I think it ties better into your overall brand that you want to build in the mind of the consumer. So I'm. Your brand is a health brand ultimately. Like, you're taking care of people in their homes. Right. Based upon their disabilities and needs. And so they need to see you as the caretaker, the. The person who cares about their. Their health. Now, I will tell you this. As you develop relationships with your clients, it's very easy to go to. Hey, if Jocelyn prefers Good to Be Home because she's my friend, I'll send her Good to Be Home because the relationship has been developed. But from an overall brand standpoint of what I want to signify to my clients. So what you're getting at, which I think is still critical for people to get, is that if you can get down to the likes and interest of your client, that's amazing. And do that. But I'm just assuming for you being in the three different states with your database size that you have. What's more important for you at this moment in time is building the brand that when people think home care, they think, Jocelyn, good vibes is it. Good vibes is what the business is called. They think good vibes. It's like, hey, if you need home care, you think good vibes. And so how do you get that brand association going? To me, that's more of a health brand than it is a home services brand, like H VAC or Realtors or stuff like that.

[Michelle]

Okay.

[Luke Acrey]

That. That's where my brain goes. So because you've got to establish, like, your. What do you call it? Value prop. Your. Your unique value prop. So it's like if I were coaching you through the exercise, I'd coach anybody through this. Who's your ideal target audience?

[Debbie]

Yes.

[Luke Acrey]

That's number one thing. You have to define. Who are they? What age are they? Where do they. They hang out? Like, you need to build that Persona in your mind and Then that ideal target audience leads you to what you know, well, what is my unique value proposal prop to that ideal target audience? What do I bring to the table that helps them that other people can't do, or that I do better than anybody else and try to define that. And then when you get that, then that turns into, well, how do I share that unique value prop with my ideal target audience? And that comes down to messaging. So you take your ideal target, your value prop, and you can throw it into AI, right? And say, take on the role of an expert marketer and break this value prop down into messaging that I can share on what mediums of distribution? Social media, email, print text, seminars like you, you go, oh, these six kind of degrees of medium distribution. Now I can take my messaging and use mediums of distribution to hit my ideal target audience. And then the most important thing that brings it all together because that gets you visibility. But what you really want is credibility, right? So you got visibility happening because you're hitting your ideal target audience on all these different mediums. But you need credibility and credibility comes from the impact of your content. And so now that's where you get to thinking, okay, if my unique value proposition is I do a custom magazine for, you know, home services or healthcare based companies like we do at reminder Media, that's my unique value prop. Most people don't have their own ability to do a custom magazine. We can do this custom magazine for your business and I can post it on social. I can do all these things. Well, how do I bring value to the marketplace that gets people into my funnel to even check out the custom magazine? Hey, I could do a podcast, podcast on marketing tips. I could do marketing tips and things around coaching around marketing and that gets people into my funnel and then they want to check out what Luke Acre does and then they see he has a custom magazine. So translate that to you. Hey, I could do tips on how to help take care of your son with disabilities or your child with disabilities. I could do tips on, you know, the things you need to prepare for if you need at home care. I could do content and tips out there to the marketplace and I could post those on social, send those through email. You know, all these different mediums, that's kind of the key. Does that make sense what I'm saying? Kind of that breakdown?

[Michelle]

Yes, I understand it better now because that was part of my question was what do I use and how do I use it? So, yes.

[Luke Acrey]

So awesome. So I love your business, by the way. Thank you for doing that we need more people doing that. I know that's a need, you know, in the. Well, because we work with a lot of assistant living companies and stuff like that. And so I know there's a big need out there. So thank you for doing that. And then I would just encourage you. Yeah. Develop your core audience. Seems like you have it. Develop your unique value proposition. We can obviously start you with the Start healthy, but you need to get your cadence of touch, like your big takeaway. Jocelyn is how do I get my cadence of touch? Luke wants me minimum 26 touches a year to each client in my database. So six of those can be a magazine. Four of those can be a phone call, 12 of those can be an email. Right. And now you're already at, what, 22 touches there, and you just need four more touches. Oh, look at that.

[Stephen Acrey]

Love it.

[Michelle]

This is my son. He's like, look, get me on camera.

[Luke Acrey]

Yeah, love it. What's up, brother?

[Michelle]

I'm not going to let you go until you put me in.

[Luke Acrey]

Yeah, love it.

[Michelle]

This is my why.

[Luke Acrey]

That's your why. That's what I'm telling you. There you go. You already have the most important thing, but that's your goal. Jocelyn is like, this is a lot of info I'm throwing at you, but your goal is step away and go. Luke Acrey has told me if I have my ideal target audience that I'm trying to reach, I need to develop my cadence of hitting them and my cadence of hitting them. I should try to get 26 touches over the course of a year going to my database and then from there, that's when you start picking. Well, I could do a magazine six times a year. I could do an email once a month. I could do a phone call to everybody in my database once a quarter and I could post on social media every week. And now all of a sudden, you have a cadence happening. And now we can start refining your messaging within your cadence.

[Michelle]

Sounds great. Thank you, guys.

[Luke Acrey]

Love it.

[Josh Dyke]

Thank you.

[Luke Acrey]

All right, Jocelyn, go crush it. Love it. And love the why. Thanks for coming on. What's his name?

[Michelle]

Donovan.

[Luke Acrey]

Donovan. Thanks for coming on. Stay paid, Donovan. You got a great mom.

[Josh Dyke]

That was amazing.

[Luke Acrey]

Yeah, that was so good. Love her. That is the hardest part, I think, for business owners is you think there is a thing you should be doing and you're searching for it like a diamond or needle in a haystack, and that's actually not true. There's not just one thing you should be doing. There are. It's like system of things. Yeah, it's a system of things. But the principle is truly, who am I trying to reach? Where do those people spend their time? And how can I get my unique value proposition up in front of those people in as many ways as possible to get them to know, like, and trust me, like, that is ultimately the name of the game. And when you look at it that way, it frees you because you can do. You can do a client event, you could do an email, you could do a text message, and none of those things are wrong. None of those things will be magical, but none of them are wrong. But it's in the lane of the brick every day where you're. Where you have a cadence going. That's where winners win. And this is what we see in top producers on this show. They just do the activity. They just constantly take action with those activities, and that's what creates, you know, greatness from them.

[Stephen Acrey]

Love it.

[Josh Dyke]

Well said. Thank you so much to all, everybody who called in and thank you all to listening. If you like this episode and want to show your support, head on over to YouTube.com reminder media. Make sure you subscribe to the channel. Give this video a thumbs up. Make sure to follow us on Instagram. We are at Stay Paid podcast. Luke is at Luke Acrey. Stephen is at Stephen underscore Acrey for this episode of Stay Paid. I'm Joshua Steich.

[Luke Acrey]

Guys. And I'm Luke Acrey. Hey, you heard me say it already. Difference between top producers and mediocre producers. As top producers take action, you probably heard something today that resonated with you from one of these people's questions. The question is, will you actually implement it? So go take action on that today.

[Stephen Acrey]

Sa.