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 businesses—answered 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 hosts—leaders from ReminderMedia and successful realtors—field 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 – 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.
    • “It's just very important to define what are the roles, what are the expectations of each role?” — Luke (02:28)
  • Database & CRM: Immediate need to consolidate her sphere/database into a CRM—even if it’s not perfect.
    • “The best one is the one you use.” — Stephen (04:52)
    • “On average, 7% of your database will transact a year. So your goal is, hey, can I get that database up?” — 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.
    • “Do you know what you’re converting, what your cost of lead is, cost of acquisition, to your actual income that you’re making? If that is a 4 to 1 ratio at least, then keep doubling down…” — Luke (07:17)
  • Third Lead Pillar – 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.
    • “Those are your indicators…Don’t farm an area where homes don’t sell. Farm an area where actually transactions are happening.” — Luke (08:18)
  • Systems Over Hustle: Move from pure sales hustle to business ownership by systematizing, tracking, and regularly analyzing numbers.
    • “Confidence comes from clarity. Clarity comes from tracking and knowing your numbers…Live by your calendar, and you will succeed.” — Luke (14:34)
  • Leverage AI and Tech: If stuck, use ChatGPT as a virtual real estate coach for operational advice.
    • “You literally have a coach right there in your pocket that can help you systematize these things.” — Luke (17:10)

Notable Quotes:

• “Everyone wants to scale, but they get so lost because it’s not a balanced industry. So you feel so confused daily and Then you don’t get any action done. So it really is that clarity which comes back to the database.” — Stephen (17:52)
• “The 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.” — Luke (14:37)

2. Caller: Klaus – Advice for New Agents Feeling Overwhelmed

(Started ~18:13)

• Klaus’s 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.
    • “The only thing people need to hear…you’ve got to get to work.” — Cody (24:08)
  • Understand Lead vs. Lag Measures: Real estate has delayed reward cycles; don’t be discouraged by slow starts.
    • “Don’t be discouraged if you are six months before getting your first listing because you’re probably doing the right activities.” — Cody (25:09)
  • Consistency and Scheduling: Pick 2–3 lead pillars you will commit to weekly (ex: open houses every Sunday, prospecting blocks), put them on your calendar, and stick to it.
    • “The simplification of it is: man, just focus in on three pillars and take action on them. Do them.” — Josh (27:08)
  • Act, Track, Pivot: Take action, track your results systematically, and make minor tweaks rather than major overhauls.
    • “My solution always in business is act, track, pivot. So you take action, you track your result…then you pivot.” — Luke (28:43)
• Real-World Example: Klaus became the top agent by running weekday open houses—a creative, high-action strategy no one else tried at his office.

Notable Quotes:

• “99% of people will not commit and be consistent.” — Luke (28:16)
• “If you’re going to get into the business, just know that it’s the grind…but…this is a repeat and referral business game.” — Cody (25:56)

3. Caller: Ali Goldwater – Misconceptions in Real Estate

(Started ~29:27)

• Ali’s Context: Agent since 2020, recently achieved a major goal—a $2M+ listing. Asks: “What is the one misconception people have about your field, and how would you clear it up?”
• Hosts’ Answers:
  • Marketing Side: Primary misconception is instant results; people expect marketing to solve everything quickly.
    • “Relationships live and die by expectations. And the expectations…will dictate not only the experience they have, but ultimately…the referrals…” — Luke (31:13)
  • Agent Side: Some believe education and licensing alone will bring clients, or that listings sell themselves with little extra work.
    • “People come in, take the test, and they’re honestly really smart…expecting business to come their way…for the consumer, it’s that you can just stick a sign in the yard and…it's just going to sell by itself.” — Cody (32:56)
  • Combating Misconceptions via Value: Use hard data and clear value proposition in presentations to show expertise and differentiate.
    • “What value are you bringing? …and then you should be showing this is the value that I bring.” — Stephen (34:41)
  • Overdelivering: Exceed client expectations with unexpected value-adds, not just the basics.

Notable Quotes:

• “No one raves about getting what they expected because they feel they’re paying for that. How do you do something that's unexpected in the…buyer’s journey? And that is what will create raving fans.” — Luke (32:41)
• “I need to revamp my listing presentation…and the first thing I did was I went online, I grabbed my stats for how many listings we had sold over a hundred percent…showed in the data and got that $730,000 listing.” — Cody (34:10)

Key Takeaways & Action Steps

Systems, Tracking, and Scaling

• Pick a CRM—Any CRM—and build your database. Track how business flows from your relationships.
• Systematize your processes: Don’t 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 pillars—sphere, 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 consistency—do what needs doing, even when you don’t 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 tasks—data entry, lead follow-up, open houses, budgeting—daily or weekly.

Memorable Quotes & Moments

| Timestamp | Speaker | Quote | |-----------|---------|-------| | 02:28 | Luke | “It’s just very important to define what are the roles, what are the expectations of each role?” | | 04:52 | Stephen | “The best one is the one you use [for CRMs]. It’s just so true. You just gotta dig in the one you commit to.” | | 07:17 | Luke | “If that is a 4 to 1 ratio at least, then keep doubling down on that spin.” | | 14:34 | Luke | “Live by your calendar, and you will, you will succeed.” | | 17:52 | Stephen | “Everyone wants to scale, but they get so lost because it’s not a balanced industry. So you feel so confused daily…” | | 25:09 | Cody | “Don’t be discouraged if you are six months before getting your first listing because you’re probably doing the right activities.” | | 28:43 | Luke | “My solution always in business is act, track, pivot. So you take action, you track your result…then you pivot.” | | 32:41 | Luke | “No one raves about getting what they expected because they feel they’re paying for that. How do you do something that’s unexpected…that will create raving fans.” | | 34:41 | Cody | “I went online, I grabbed my stats…showed in the data and got that…listing. So it is about that.” |

Key Timestamps by Segment

• Call with Corey: 00:59 – 17:27
• Call with Klaus: 18:13 – 29:14
• Call with Ali Goldwater: 29:27 – 35:37

Final Reminder from the Hosts

• “Your business is really your database. That is the value. You really don't need a ton of people to have an amazing service based business…Go 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. Remember…the difference between top producers and mediocre producers is: Top producers take action.” — Luke (35:49)

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Actionable Step: Go add at least one new real relationship to your database today.