Stay Paid Podcast Summary
Episode: Systems, Scaling & Staying Consistent in Real Estate | Live Call-Ins
Date: November 24, 2025
Hosts: Luke Acree, Josh Stike (ReminderMedia), Stephen Acree, Cody
Theme: Practical strategies for real estate agents to build, systematize, and scale their businessesâanswered through live call-ins from listeners at various career stages.
Episode Overview
This live call-in episode centers on real, tactical advice for real estate agents and entrepreneurs striving to scale their businesses, create effective systems, and maintain consistency. The hostsâleaders from ReminderMedia and successful realtorsâfield questions from agents dealing with overwhelm, establishing processes, and breaking through misconceptions in real estate. Discussions blend immediate action items, deep dives into lead generation, sphere management, and mindset shifts necessary for lasting success.
Key Discussion Points & Insights
1. Caller: Corey â Overwhelm and Scaling as a Growing Team
(Started ~00:59)
- Corey's Situation: Fourth-year agent, transitioning from part-time to full-time with her husband now joining as a licensed partner. Experiencing natural growth but feeling scattered by the many "shiny things" needed for quick success.
- Advice:
- Define Roles in the Family Business: Clearly articulate who does what to avoid confusion and conflict.
- âIt's just very important to define what are the roles, what are the expectations of each role?â â Luke (02:28)
- Database & CRM: Immediate need to consolidate her sphere/database into a CRMâeven if itâs not perfect.
- âThe best one is the one you use.â â Stephen (04:52)
- âOn average, 7% of your database will transact a year. So your goal is, hey, can I get that database up?â â Luke (05:42)
- Tracking Paid Leads: Especially with Zillow, measure cost per lead and acquisition, and only double down if there's at least a 4:1 return.
- âDo you know what youâre converting, what your cost of lead is, cost of acquisition, to your actual income that youâre making? If that is a 4 to 1 ratio at least, then keep doubling downâŚâ â Luke (07:17)
- Third Lead Pillar â Geographic Farming: Identify neighborhoods with high turnover and few dominant agents; farm them with sweat equity if budget is tight, using methods such as circle prospecting and open houses.
- âThose are your indicatorsâŚDonât farm an area where homes donât sell. Farm an area where actually transactions are happening.â â Luke (08:18)
- Systems Over Hustle: Move from pure sales hustle to business ownership by systematizing, tracking, and regularly analyzing numbers.
- âConfidence comes from clarity. Clarity comes from tracking and knowing your numbersâŚLive by your calendar, and you will succeed.â â Luke (14:34)
- Leverage AI and Tech: If stuck, use ChatGPT as a virtual real estate coach for operational advice.
- âYou literally have a coach right there in your pocket that can help you systematize these things.â â Luke (17:10)
- Define Roles in the Family Business: Clearly articulate who does what to avoid confusion and conflict.
Notable Quotes:
- âEveryone wants to scale, but they get so lost because itâs not a balanced industry. So you feel so confused daily and Then you donât get any action done. So it really is that clarity which comes back to the database.â â Stephen (17:52)
- âThe people who win are the ones who just, they just kind of go, well, that needs to be done. I'm going to do it every day.â â Luke (14:37)
2. Caller: Klaus â Advice for New Agents Feeling Overwhelmed
(Started ~18:13)
- Klausâs Background: 30-year veteran, now coaching and supporting other agents.
- Core Question: With so much noise (social, branding, lead gen), where should a new agent or one struggling to get started actually focus?
- Advice:
- Action Over Knowledge: New agents must focus more on lead-producing activities (open houses, calls, door knocking) than endless training.
- âThe only thing people need to hearâŚyouâve got to get to work.â â Cody (24:08)
- Understand Lead vs. Lag Measures: Real estate has delayed reward cycles; donât be discouraged by slow starts.
- âDonât be discouraged if you are six months before getting your first listing because youâre probably doing the right activities.â â Cody (25:09)
- Consistency and Scheduling: Pick 2â3 lead pillars you will commit to weekly (ex: open houses every Sunday, prospecting blocks), put them on your calendar, and stick to it.
- âThe simplification of it is: man, just focus in on three pillars and take action on them. Do them.â â Josh (27:08)
- Act, Track, Pivot: Take action, track your results systematically, and make minor tweaks rather than major overhauls.
- âMy solution always in business is act, track, pivot. So you take action, you track your resultâŚthen you pivot.â â Luke (28:43)
- Action Over Knowledge: New agents must focus more on lead-producing activities (open houses, calls, door knocking) than endless training.
- Real-World Example: Klaus became the top agent by running weekday open housesâa creative, high-action strategy no one else tried at his office.
Notable Quotes:
- â99% of people will not commit and be consistent.â â Luke (28:16)
- âIf youâre going to get into the business, just know that itâs the grindâŚbutâŚthis is a repeat and referral business game.â â Cody (25:56)
3. Caller: Ali Goldwater â Misconceptions in Real Estate
(Started ~29:27)
- Aliâs Context: Agent since 2020, recently achieved a major goalâa $2M+ listing. Asks: âWhat is the one misconception people have about your field, and how would you clear it up?â
- Hostsâ Answers:
- Marketing Side: Primary misconception is instant results; people expect marketing to solve everything quickly.
- âRelationships live and die by expectations. And the expectationsâŚwill dictate not only the experience they have, but ultimatelyâŚthe referralsâŚâ â Luke (31:13)
- Agent Side: Some believe education and licensing alone will bring clients, or that listings sell themselves with little extra work.
- âPeople come in, take the test, and theyâre honestly really smartâŚexpecting business to come their wayâŚfor the consumer, itâs that you can just stick a sign in the yard andâŚit's just going to sell by itself.â â Cody (32:56)
- Combating Misconceptions via Value: Use hard data and clear value proposition in presentations to show expertise and differentiate.
- âWhat value are you bringing? âŚand then you should be showing this is the value that I bring.â â Stephen (34:41)
- Overdelivering: Exceed client expectations with unexpected value-adds, not just the basics.
- Marketing Side: Primary misconception is instant results; people expect marketing to solve everything quickly.
Notable Quotes:
- âNo one raves about getting what they expected because they feel theyâre paying for that. How do you do something that's unexpected in theâŚbuyerâs journey? And that is what will create raving fans.â â Luke (32:41)
- âI need to revamp my listing presentationâŚand the first thing I did was I went online, I grabbed my stats for how many listings we had sold over a hundred percentâŚshowed in the data and got that $730,000 listing.â â Cody (34:10)
Key Takeaways & Action Steps
Systems, Tracking, and Scaling
- Pick a CRMâAny CRMâand build your database. Track how business flows from your relationships.
- Systematize your processes: Donât rely on pure hustle or memory; develop checklists, schedules, and routines.
- Monitor ROI: With paid lead sources, specifically track input vs. revenue.
- Diversify Pillars: Build a business with at least three lead pillarsâsphere, paid online leads, geographic farming, and/or sweat equity methods like open houses or circle prospecting.
Market & Mindset Advice
- Embrace the grind: Early years require massive action, especially in the current market.
- Consistency is king: The difference between top producers and the rest is consistencyâdo what needs doing, even when you donât feel like it.
- Expectations management: Under-promise, over-deliver, and set realistic collaborator and client expectations.
Tools & Tech
- Leverage technology and AI: Use tools not only for marketing but for operations, coaching, and accountability.
- Calendar discipline: What makes a difference is scheduling key proactive tasksâdata entry, lead follow-up, open houses, budgetingâdaily or weekly.
Memorable Quotes & Moments
| Timestamp | Speaker | Quote | |-----------|---------|-------| | 02:28 | Luke | âItâs just very important to define what are the roles, what are the expectations of each role?â | | 04:52 | Stephen | âThe best one is the one you use [for CRMs]. Itâs just so true. You just gotta dig in the one you commit to.â | | 07:17 | Luke | âIf that is a 4 to 1 ratio at least, then keep doubling down on that spin.â | | 14:34 | Luke | âLive by your calendar, and you will, you will succeed.â | | 17:52 | Stephen | âEveryone wants to scale, but they get so lost because itâs not a balanced industry. So you feel so confused dailyâŚâ | | 25:09 | Cody | âDonât be discouraged if you are six months before getting your first listing because youâre probably doing the right activities.â | | 28:43 | Luke | âMy solution always in business is act, track, pivot. So you take action, you track your resultâŚthen you pivot.â | | 32:41 | Luke | âNo one raves about getting what they expected because they feel theyâre paying for that. How do you do something thatâs unexpectedâŚthat will create raving fans.â | | 34:41 | Cody | âI went online, I grabbed my statsâŚshowed in the data and got thatâŚlisting. So it is about that.â |
Key Timestamps by Segment
- Call with Corey: 00:59 â 17:27
- Call with Klaus: 18:13 â 29:14
- Call with Ali Goldwater: 29:27 â 35:37
Final Reminder from the Hosts
- âYour business is really your database. That is the value. You really don't need a ton of people to have an amazing service based businessâŚGo and look at your database and ask yourself, when was the last time I added a new name to this database? That is your action item for this episode. RememberâŚthe difference between top producers and mediocre producers is: Top producers take action.â â Luke (35:49)
For further insights and resources:
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Actionable Step: Go add at least one new real relationship to your database today.