Stay Paid Podcast

LIVE CALL-INS: Why Waiting on the Market Is Costing Buyers & Sellers THOUSANDS

Released: February 16, 2026
Hosts: Luke Acree & Josh Stike (ReminderMedia)
Special Guests: Stephen Acree (Acree Brothers Realty), Cody Smith (Director of Sales), Live Callers: Sierra (Baltimore, MD), Lakela (Yorktown, VA)

Overview

In this live-call-in episode of Stay Paid, hosts Luke and Josh are joined by Stephen Acree and Cody Smith to answer real-world questions from listeners about entrepreneurship, real estate, and business growth. This episode focuses on two main themes:

1. The nuts and bolts of building a product-based business as a new entrepreneur, featuring a luxury shoe designer's journey and challenges.
2. How real estate agents can effectively consult buyers and sellers who are hesitant to act in today’s market, showing why waiting might be a costly mistake.

Key Discussions & Insights

1. Entrepreneur Spotlight: Taking a Luxury Shoe Brand from Idea to Sales

Guest: Sierra Garling (Baltimore, MD)
Timestamps: 01:16–18:34

Background

• Sierra is a new entrepreneur with a women’s luxury shoe and handbag line, manufactured in Italy, priced at $224–$275 per item (01:16–01:45).
• She's made ~$10,000 in sales in her first year, mainly through 20 clients (04:16–04:31).
• Her challenge: struggling to get her products into physical retail stores or to find interested buyers beyond e-commerce channels (01:45–03:46).

Business Approach Advice

• Focus on Direct-to-Consumer (D2C): Luke and the team urge Sierra not to get distracted by the allure of retail before validating demand at scale online.

  "The margin is in direct to consumer. The business model can be kind of run and developed … you run ads, you tell the story, you drive the ads to your Shopify or whatever storefront." — Luke (06:17)

• Test & Measure: Before committing to inventory-heavy retail, prove out product-market fit online and with small local boutiques (06:17–06:50).
• Content Creation: Use social media (Instagram, especially) to meet and connect with potential buyers. Document her design story and offer style advice, leveraging her passion.

  "You sharing your love for the product and each shoe and what style would fit with what outfit … more posting, more of you." — Luke (09:27)

• Alternative Selling Approaches: Consider pop-up events, private parties, or direct showcases, similar to the "Mary Kay" model (10:25–11:01).

Business Fundamentals for Growth

• Understand Margins & CAC: Know your manufacturing costs and what you can spend to acquire a customer.
  • "Do you know what your margin is? Like your gross profit margin?" — Luke (12:52)
  • Explain CAC (Cost of Acquisition) and LTV (Lifetime Value):

    "If it cost me $100 to acquire a client, but their lifetime value is $400, that’s good." — Luke (15:22)

• Build an Email List: Use email marketing for product launches, holidays, and promotions to past and potential customers (16:16).

Memorable Moments/Quotes

• Sierra’s hustle is praised:

  “Kudos all day long. You have time to do it, keep doing that." — Luke (11:06)

• "Your passion for fashion you do through your content." — Luke (16:16)

2. Real Estate: How to Advise Clients Not to Wait on the Market

Guest: Lakela, Realtor (Yorktown, VA)
Timestamps: 19:13–35:48

Lakela’s Dilemma

• With 32 years in the business, Lakela sees buyers and sellers paralyzed by market uncertainty (high interest rates, timing fears), often waiting to act, possibly at their financial detriment (19:35–20:15).

Consulting, Not Just Selling

• Luke reframes the agent’s role as that of a true consultant: discover true motivations first, then educate on market realities (21:21).

  "You have to do sales and you have to do marketing. But you’re really consulting people based upon the needs … and their situation economically." — Luke (21:21)

• Dig deep using the “Five Whys” technique to uncover the buyer’s/seller’s emotional drivers (28:26–29:00).

The Logic & Emotion of Real Estate Decisions

• Market Education: Nobody can reliably “time” the real estate market. Long-term, real estate almost always appreciates.

  “If you hold long enough in real estate, are you going to lose money or make money?... Typically, you’re going to make money.” — Luke & Lakela (23:49–23:57)

• Balance Quality of Life vs. Money: Help clients weigh the cost of waiting versus the benefits of moving now, especially seniors.

  “Is that worth your quality of life?... That’s the real question we have to decide, and I’m here to consult you.” — Luke (26:24)

• Use logic (market stats/facts) to reassure, but focus on emotions to motivate action.

  “Remember, people are convinced on logic, but they buy on emotion.” — Luke (29:09)

The Pipeline Principle

• Keep a Full Pipeline: To stay consultative and avoid “commission breath,” always have enough prospects so you can be authentic and client-focused.

  “If you have a full pipeline, you’ll have no fear telling people the truth.” — Luke (34:12)

Notable Quotes & Timestamps

• On D2C vs. Retail (Shoes):

  “You are confusing and conflating two different desires … Your desire to be involved with people and the fashion side … is distracting you from the business that’s in front of you.” (06:17)

• On Product Testing:

  "You’re still at the entrepreneur phase where you’re trying to prove product market fit." (11:01)

• CAC/LTV Primer:

  "The ratio you want in a healthy company is at least usually a 1 to 3 ratio of CAC to LTV." (15:22)

• Agent Consulting:

  "You are really a real estate consultant ... starts with, can you get to the true pain point and the true reason behind them wanting to move?" (21:21)

• On Buyer/Seller Hesitation:

  "What does every major investor tell you? ... You can’t really time the market. That's why the whole term 'date the rate' came." (24:25)

• On Selling With Empathy:

  "People will make decisions based upon the emotional outcome and quality of life they want, but they get so nervous that they're going to make a terrible decision financially." (25:38)

• Pipeline Mindset:

  “You need more leads so you don’t have to feel any commission breath ... just be brass, tax, authentic and truthful.” (34:12)

Key Timestamps for Segments

• Sierra’s Call (Luxury Shoes D2C): 01:16–18:34
• Lakela’s Call (Real Estate Market Waiters): 19:13–35:48

Actionable Takeaways

For Entrepreneurs:

• Prove demand online before chasing retail placements.
• Relentlessly document and share your story/content.
• Know your margins, CAC, and LTV for sustainable marketing.
• Build and market to your email list.

For Real Estate Agents:

• Uncover clients’ real motives with probing questions.
• Educate honestly about market realities—can’t time it!
• Tie decisions back to emotional quality of life, not just financials.
• Keep your pipeline robust to stay in the consultant mindset, not the salesperson mindset.

This episode is rich with practical advice, real-world anecdotes, and motivational encouragement for entrepreneurs and agents alike, blending hard business truths with human-centric coaching.
Recommended for: New business owners, real estate agents, and anyone seeking to build a sustainable, people-focused business.