Stay Paid Podcast

Episode: 📞 LIVE CALL-INS: The EXACT Scripts to Handle Unrealistic Sellers

Date: December 22, 2025
Hosts: Luke Acree (President, ReminderMedia), Josh Stike (CMO, ReminderMedia), Cody Smith (Acree Brothers Realty)

Overview

This live call-in episode tackles agents' real-world challenges with price-holdout sellers, effective property relaunch strategies, leveraging AI for real estate, building meaningful client communications (without being salesy), and creative marketing for non-traditional businesses. Hosts Luke Acree, Josh Stike, and Cody Smith answer listener questions with energetic, honest advice, revealing actionable scripts and mindset shifts to move deals and relationships forward.

Key Discussions and Insights

1. Handling Unrealistic Sellers & Stale Listings

Caller: Phyllis, Florida agent (00:38–15:32)

Challenge:

• Phyllis describes a luxury country estate (22 acres, 1.35M) where the seller demanded an unreasonably high price (originally 1.95M), resulting in minimal offers, repeated price drops, and missed opportunity in a cooling market.

Key Discussion Points:

• Market vs. Marketing:
  “You don’t control the market, you control the marketing.” (03:05, Host)

• Seller Psychology:
  Overpricing leads to listings going stale, ultimately selling for less.

  “Do houses usually sell for more the longer they sit on the market, or sell for less the longer they sit on the market?” (03:11, Host)

  “You’re not selling him down to 1.3, you’re actually selling him up to 1.3… the longer he stays at 2 [million], the less he’ll get.” (04:31, Host)

• Advice on Relaunching the Listing:

  • Treat price correction as an opportunity for a fresh launch.
  • Take the property off-market for 30 days (as per MLS rules), then return as a “new listing” with renewed energy.
  • Plan a comprehensive marketing push: targeted social media, postcards, email campaigns, outreach to agents, neighborhood door-knocking, and a “mega” open house.
  • Use a local TV feature (paid) as a high-value content piece in the relaunch.
  • Timing: Wait until the New Year for the relaunch to avoid the slow December period.

• Scripts for Seller Conversations:

  “The reason why people work with me is I don’t tell people what they want to hear, I tell people what they need to hear... We both agree we need to relaunch this listing and do this upgrade it type strategy.” (08:55, Host)

  “Let’s do a New Year relaunch… Make it a REAL event and get the seller excited again.” (10:16, Luke Acree)

• Risk of Losing the Seller:

  “You should have a high degree of trust from him now because he was wrong and you were right... If he’s going to go with someone else, he already made up his mind.” (08:35, Host)

• Tactics for Standing Out:

  • Present a multi-point relaunch plan with confidence and enthusiasm to maintain the client relationship.

  “Who's going to hustle like that for him? You have this natural degree of trust because he didn't trust you and he ended up in a rough spot.” (12:43, Host)

• Pro Tip: Use AI (ChatGPT/Gemini) to formalize the relaunch plan as a one-pager to present to the seller.

Memorable Quote:

“The confidence and the energy you have toward this relaunch will be huge.” (15:05, Luke Acree)

2. Leveling Up Listing Marketing & New AI Tools

Hosts introduce ReminderMedia Labs beta tools (16:13–19:09)

Key Announcements:

• ListingLaunch App: Simplifies Facebook ad creation for real estate listings using AI; no ad experience needed.
  • Automatically builds listing pages, writes ad copy, connects to MLS — all in under a minute.
  • Includes seller report to show clients tangible marketing ROI.
• Promo: “Use code ‘stay paid’ for $50 off your first listing launch” (17:20, Josh Dyke)

3. AI’s Impact on Real Estate Efficiency

Write-in question from Courtney, Montana (19:15–22:53)

Insights:

• AI is Automating Everything Except Relationship-Building:

  “AI plus human is the superpower… it’s going to automate every function in real estate besides showing houses and directly talking to the client.” (19:26, Host)

• Efficiency Use Cases:

  • Use AI to write listing descriptions, build buyer profiles, create marketing materials, summarize inspection reports, and highlight key items in HOA documents.

  “AI will save you time to do what’s most important, and that’s get connected to your people.” (20:58, Luke Acree)

• Bonus: Nano Banana/LM Arena for free AI thumbnail/image generation (22:35, Josh Dyke)

4. Building Client Relationships Without Being “That Salesperson”

Caller: Elisa, Georgia (23:33–39:00)

Challenge:

• Staying in touch with a familiar, community-based network without being “pushy” or seen as too sales-oriented, especially when discussing ReminderMedia's magazines or digital content. Also, making promotional digital magazines and events digestible and on-brand.

Key Scripts & Mindset Shifts:

• Reframing “Bugging” Your People:

  “It’s almost impossible to hit your clients too many times. It’s so easy to hit them too little.” (30:34, Host)

• Ford Framework for Relationship Calls:

  • Family, Occupation, Recreation, Dreams
    • Use these as conversation starters to make outreach feel natural and caring.
    • Call just to say hello, reference family or interests, THEN casually mention your magazine or item of value.

• Give Calls a Reason:
  Host events and use invitations as your reasons for outreach instead of direct asks for business.

  “Every call just has, like, a reason for it. So then it doesn’t seem buggy—because I’m inviting them to something coming up..." (28:30, Luke Acree)

• Value-Add Triggers:

  • Offer items of value (home equity report, contractor recommendations, private client events).
  • Use the magazine as a “just because you’re important” gesture — no hard pitch needed.

  “I hope you’re enjoying [the magazine]. If you ever try one of the recipes, let me know what you think about them.” (34:30, Host/Luke Acree)

Branding Advice:

• You can change digital magazine event colors to fit your brand—contact support for help.
• Consistency and relational communication trump frequency concerns.
• “If they know you, they won’t mind frequent touches. If they don’t, it’s just spam.” (38:00, Host)

5. Marketing a Therapy Practice: Physical vs. Digital in a Referral-Based Business

Caller: Hyatt, California (39:03–57:45)

Challenge:

• Mental health therapy office with stagnant client pipeline; insurance referrals drying up; DIY digital marketing (SEO, boosted posts) failing to expand reach; considering shifting to physical/manual marketing like flyers.

Strategic Insights:

• Identify Revenue Drivers:
  Focus on what’s working—majority of revenue is from couples and young adults therapy.

  “There’s riches in niches... When you’re everything to everybody, you’re basically no one.” (43:06, Host)

• Targeted Approach:

  • Double down on the most successful client segments (couples, late adolescents).
  • Build referral partnerships (churches, local professionals, community orgs).

• Messaging:

  • Use pain/result-focused language; highlight specific services and outcomes.
  • Use AI (ChatGPT, Gemini) to brainstorm effective copy and test multiple ad angles.

• Content Strategy:

  • Consistent, frequent organic posting (Facebook, Instagram), especially on personal profiles for trust-building.
  • Record YouTube videos addressing real FAQs—education over overt promotion.
  • Share personal and values-based content to forge genuine connection.

• Advertising:

  • Shift from boosting posts to running proper Facebook/Meta/Google paid ads with segmented audiences.
  • Run A/B tests on messaging and images to find winners before scaling spend.

• Email Drip:

  • Stop manual emails; leverage Mailchimp or Constant Contact for automated, branded touchpoints.

• Mindset:

  “You have to get comfortable… marketing is sharing your knowledge, it’s not QVC or a commercial.” (57:36, Host)

Memorable Quotes:

• “Broad does not sell—niche sells. Couples therapy around money or intimacy will do more than just ‘therapy for everyone.’” (55:05, Host)
• “You’re not selling. You’re educating. You’re sharing how you can solve a pain or bring a result.” (56:26, Host)

Notable Quotes by Segment & Timestamp

• “You don’t control the market, you control the marketing.” (03:05, Host)
• “You’re not selling him down to 1.3, you’re actually selling him up to 1.3… the longer he stays at 2 [million], the less he’ll get.” (04:31, Host)
• “The confidence and the energy you have toward this relaunch will be huge.” (15:05, Luke Acree)
• “AI plus human is the superpower…” (19:26, Host)
• “It’s almost impossible to hit your clients too many times. It’s so easy to hit them too little.” (30:34, Host)
• “If they know you, they won’t mind frequent touches. If they don’t, it’s just spam.” (38:00, Host)
• “There’s riches in niches… when you’re everything to everybody, you’re basically no one.” (43:06, Host)
• “Broad does not sell—niche sells.” (55:05, Host)
• “You have to get comfortable… marketing is sharing your knowledge, it’s not QVC or a commercial.” (56:26, Host)

Important Timestamps

• [00:38] – Phyllis’ luxury listing overpricing dilemma
• [03:05] – Market vs. marketing explanation
• [10:16] – Planning the new year relaunch
• [12:43] – Convincing a seller with a confident, multi-pronged plan
• [16:13] – Launching simple Facebook ads with AI tools
• [19:26] – AI’s future in real estate
• [28:30] – Scripts for non-salesy touchpoints with client databases
• [30:34] – Frequency vs. relationship in client contact
• [43:06] – “Lead with revenue” and “riches in niches” for business
• [55:05] – Niche messaging is crucial
• [56:26] – Mindset: Marketing as sharing, not “selling”

Takeaway Action Steps

1. Re-launch staled listings as “new” with focused, energetic multi-platform campaigns after correcting pricing—and communicate the plan with clarity and confidence.
2. Don’t fear proactive communication. Prioritize relationship-focused outreach, using value-driven touchpoints and consistent triggers (like magazine mailings or event invites).
3. For both real estate and service businesses, niche down on what’s working, message to pain points/results, and invest in simplified AI-powered marketing where possible.
4. Replace scattered or infrequent content with a deliberate, frequent, and personal content plan.
5. Automate and personalize email communications for higher efficiency. Validate all efforts with seller/client reporting.
6. Leverage AI (ChatGPT/Gemini) for scripting, brainstorming, and structuring marketing plans.

Final Thought (Luke Acree, 59:10):
“The difference between top producers and mediocre producers in every business is top producers take action. Take action on that today.”