Stay Paid Podcast Summary: "Stop Chasing Trends: Find the Marketing That’s Right for You"

Release Date: November 11, 2024
Host: Luke Acre & Joshua Steich
Guests: Cody Smith & Stephen Akery (Acre Brothers Realty Team), Ann Morgan (Top Producing Realtor in Stillwater, Oklahoma)

Introduction

In this compelling episode of the Stay Paid Podcast, hosts Luke Acre and Joshua Steich delve deep into effective marketing strategies tailored for real estate agents and entrepreneurs. Featuring insights from seasoned professionals Cody Smith and Stephen Akery of the Acre Brothers Realty Team, alongside Ann Morgan, a top-producing realtor from Stillwater, Oklahoma, the discussion centers on moving away from fleeting trends to establish sustainable and personalized marketing practices.

1. The Power of Networking and Conferences

The conversation kicks off with reflections on the Tom Ferry Conference, highlighting the immense value of networking and collaboration within the real estate community.

Joshua Steich shares his exhilarating experience:

"It literally felt like a concert or something like that or Black Friday or something. Real estate agents just trucking it."
[00:43]

Ann Morgan recounts the chaotic yet rewarding environment:

"I did run. I will admit that I did run... one of them was like, if you want a good seat, you've got to run."
[02:24]

The hosts emphasize the importance of such events in fostering connections and learning from high-performing agents.

2. Adapting to Commission Shifts and Buyer Consultations

A significant portion of the discussion revolves around the recent shifts in commission structures and the introduction of buyer consultations. Ann Morgan candidly discusses her initial hesitation and eventual adaptation:

"I was kind of one of those last ones that, you know, went about doing it... it only took you like five minutes to do it and you don't understand why you've put it off for so long."
[04:24]

Cody Smith and Stephen Akery add that while awareness of these changes is growing among consumers, transparency remains key:

"It's 6% and 6% to the listing agent. No, it makes it easier."
[06:28]

They highlight the challenges newer agents face in explaining these changes without an established brand.

3. The Dominance of Referrals and Repeat Business

Ann Morgan reveals the cornerstone of her business success:

"I'd say about 80% is repeat and referral."
[09:45]

This segment underscores the unparalleled value of building strong relationships and maintaining consistent client satisfaction. Cody Smith echoes this sentiment by sharing experiences from high-performing teams:

"That's the name of the game. Every team we hear is events, events, events, like, throughout."
[10:16]

4. Strategic Marketing: Social Media and Postcards

A pivotal highlight of the episode is Ann Morgan's comprehensive marketing strategy, which seamlessly integrates digital and traditional methods.

• Social Media Engagement:

  Ann leverages Instagram extensively, focusing on authenticity and community support:

  "I'll go and take pictures with the managers... Faces behind the Places."
  [19:10]

  This approach not only promotes local businesses but also humanizes her brand, fostering deeper connections with her audience.

• Postcard Campaigns:

  Combining monthly database mailings with targeted postcards for listings and closings, Ann ensures consistent visibility:

  "I really think that that helps... All of my listings and closings."
  [13:47]

  By customizing the messaging to highlight her role in each transaction, she reinforces her value proposition to clients.

5. Event Marketing: Quality Over Quantity

While Ann Morgan faced challenges with event turnout, the discussion pivots to the strategic importance of events for touchpoints rather than mere attendance.

Cody Smith shares a transformative perspective from a top-producing agent:

"That's kind of my goal. I just need the touch points, you know what I mean."
[12:27]

This mindset shift emphasizes the broader impact of events in maintaining brand presence and facilitating follow-ups, regardless of immediate attendee numbers.

6. Leveraging CRM Systems for Effective Follow-Up

The conversation touches upon the critical role of Customer Relationship Management (CRM) systems in nurturing leads and sustaining client relationships.

Ann Morgan discusses her transition to a new CRM post-conference:

"I'm in the process of that because that's not an easy transition and stuff."
[20:23]

Meanwhile, the hosts and guests advocate for robust follow-up strategies to complement marketing efforts, ensuring no lead is left unattended.

Notable Quotes

• Joshua Steich on the value of networking events:

  "And it's just the relationships that's the name of the game."
  [29:59]

• Ann Morgan on overcoming marketing setbacks:

  "You just have to look at it as. You got to keep moving, because if you get stuck on that one thing, that it's just going to set you back."
  [11:04]

• Cody Smith on focusing marketing efforts:

  "Cause we see it all the time. People have such good ideas, but it's the execution of those ideas that's gonna pay you the result."
  [27:07]

Conclusion and Key Takeaways

This episode of the Stay Paid Podcast serves as a masterclass in personalized, sustainable marketing for real estate professionals. Key insights include:

• Prioritize Relationships: Building and maintaining strong client relationships through referrals and repeat business remains paramount.

• Strategic Marketing Focus: Concentrate efforts on select marketing channels like Instagram and postcards, ensuring consistent and authentic engagement.

• Value of Networking: Leveraging events for touchpoints can significantly enhance brand presence and lead nurturing.

• Adaptability: Embracing industry shifts, such as changes in commission structures, with transparency and confidence is crucial for sustained success.

As Joshua Steich aptly summarizes:

"Remember the difference between top producers and mediocre producers. In every business, it's top producers Take action. Take action on that today."
[31:36]

Listeners are encouraged to implement these strategies, emphasizing consistency, authenticity, and relationship-building to elevate their businesses beyond transient trends.

Connect with the Guests:

• Ann Morgan:

  • Instagram: @sellingsilly
  • Facebook: Selling Silly Stillwater

• Cody Smith & Stephen Akery (Acre Brothers Realty Team):

  • Instagram: @acreebrothers
  • Contact: 434-216-5306 | stephen@acreebrothers.realty.com

For more insightful episodes, subscribe to the Stay Paid Podcast on Apple Podcasts or Spotify, and leave a review to support the show!