Podcast Summary: Stay Paid Podcast – "The Database Goldmine, Social Media Conversions, and Fixing the #1 Agent Mistake"

Date: September 1, 2025
Hosts: Luke Acrey & Josh Stike (ReminderMedia)
Guests: Stephen Acrey & Cody Smith (Acree Brothers Realty Team), Callers: Barbara, Courtney, Keith, Frank

Episode Theme Overview

This episode is a live "call-in" format where the ReminderMedia team discusses real business challenges with real estate agents and entrepreneurs. The focus is on actionable strategies for leveraging your database, evaluating the real value and role of social media, and overcoming the most common mistake agents make: neglecting proactive outreach. Listeners get both motivation and practical, tactical advice for immediate implementation.

Key Discussion Points & Insights

1. The "Database Goldmine" – Unlocking Referral Potential

Caller: Barbara from California (Starts at 00:40)

• Situation: Barbara has $8M in business this year, mostly from her sphere (SOI), but feels stuck and uncertain about diving further into social media for lead generation.
• Key Insight: With a database of ~1,000 contacts, Barbara is sitting on huge untapped potential, yet only converted 6 transactions (well below industry averages for SOI).
• Advice from Hosts:
  • Proactive > Passive Marketing:
    • Don’t rely solely on email, social media posts, or mailed magazines ("passive touches").
    • The real game-changer: Direct calls and direct asks for business or referrals on a set cadence.

    "If you don't ask, you'll never receive. The key to asking is you're planting the seed of how they can help Barbara... Now all your other marketing reminds them of that ask." – Luke Acrey (08:50)

  • Database Segmentation:
    • VIPs (top referrers/clients): Call monthly
    • Tier 1: Call quarterly
    • Tier 2: Call annually (on home anniversaries, etc.)
    • Layer passive marketing (e.g., magazine or email drip) but anchor it all in direct calls.
  • Social Media's Real Role:
    • Not a direct response lead source for most agents – better used to influence and reinforce your sphere relationships, not as a primary lead pillar.

    "Social media would be probably the last thing that I would go to... I would choose the one that's going to bring the most money." – Stephen Acrey (09:59)

2. Social Media Engagement --> Actual Clients

Write-in: Courtney, New Agent in Richmond, VA (Starts at 15:33)

• Question: How do you turn social media engagement (likes, DMs) into real clients or referral partners?
• Expert Tactics:
  • Engage Back Instantly:
    • When someone engages, DM: "Hey, thanks for commenting, how's life?" Use "FORD" pillars (Family, Occupation, Recreation, Dreams) to deepen connection.
  • Go to Their Content:
    • Proactively comment and interact with their posts – people are more responsive when you care about them.
    • "If you're a new agent, the focal point should be on people you already know on social." – Stephen Acrey (20:06)
  • Convert DM to Conversation:
    • Use engagement as a bridge to market updates, valuations, or local offers.
    • Utilize tactics like polls ("Are you in your dream home?"), quizzes, or giveaways to prompt DM conversations and qualify interest.
    • "Social was created to be social." – Luke Acrey (16:16)
  • Daily "5 for 5":
    • 5 minutes, 5 people: comment, like, or DM for solid relationship-building.

3. Overcoming Lead Follow-Up Frustration – Relentless Persistence

Caller: Keith, Independent Medicare Agent (Starts at 23:36)

• Challenge: Too few clients and low response rates from paid lead sources.
• Action Plan:
  • Grow & Leverage Your Database:
    • 100 contacts isn’t enough; systematically expand via referrals, partnerships, and targeted lists (e.g., T65 lists for Medicare).
  • Multi-Touch Cadence:
    • Double/Triple Dial: Call leads repeatedly—don’t give up after one attempt.
    • Always leave voicemails; follow up with a short, curiosity-inducing text ("Hey, is this Keith?").
    • Minimum Contact Cadence: Every day for two weeks, then every other day, then weekly.

    "You got to make drastic action towards these leads to get the results that you're looking for." – Stephen Acrey (35:05)

  • Email Drip: Set up a consistent monthly touch for every lead, regardless of immediate response.
  • Local Partnerships: Build strategic relationships (pharmacies, doctors, elder care attorneys) for mutual referrals.

4. The #1 Agent Mistake: Failing to Work Your Own Sphere

Caller: Frank, Cape Cod Contractor Turned Part-Time Agent (Starts at 39:00)

• Situation: Large network from 30 years as a contractor, but hesitation to "be that guy" who asks for business.
• Hosts' Tough Love:

  "Anybody who says 'I don't want to be that guy,' they already know the guy they need to be, but they don't know how to do it in a way that makes them feel like they're not taking." – Luke Acrey (41:42)

  • Reframe the Ask:
    • You're providing value, not just selling; people want to help you if you position it as a service.
    • Offer CMAs "a day" as value-adds to your sphere – educate and empower them.
  • Simple Process:
    • Call 150 contacts a month (quarterly touch), send 1-2 emails/month, and offer 5 home equity reviews a day.

    "You just got a gold mine. You need to start reaching out to these people, and the CMA is the best approach." – Stephen Acrey (48:35)

  • Mindset Shift:
    • Being proactive isn’t intrusive – it’s professional and valuable.
    • "Don't rob the people around you from the joy of giving." – Luke Acrey (44:31)

5. Key Takeaway – Act, Track, Pivot

Final Thoughts:

• Most agents know what to do – the real problem is execution.

  "Your number one issue is that you’re not doing it. Usually that stems from paralysis by analysis. The key to entrepreneurship and the key to any business is 'act, track, and pivot.'" – Luke Acrey (54:21)

• Don’t wait for perfection, start acting, and then refine based on results.

Notable Quotes & Memorable Moments

• On leveraging your database for referrals:

  "You don't really need another lead pillar if you have a thousand in your database. You just need to find out why you're not getting all 70 of those transactions." – Luke Acrey (06:37)

• On social media as a lead source:

  "Social media would be probably the last thing that I would go to." – Stephen Acrey (09:59)
  "You're not doing social to get brand new leads; you're doing it to influence your sphere." – Luke Acrey (11:17)

• On being "that guy":

  "You need to be that guy. But you gotta change your impression of what that guy is." – Luke Acrey (41:42)

• On execution:

  "Ready, fire, aim... In business, you actually need to fire, and then that will refine your aim." – Luke Acrey (54:21)

Important Timestamps

• 00:40 – Barbara asks about social media content vs referrals
• 06:37 – Luke explains the statistics behind SOI and opportunity in database
• 09:59 – Stephen emphasizes traditional tactics ("pick the lead source that's going to produce results")
• 13:18 – Cody outlines database segmentation for relationship management
• 15:33 – Courtney asks about converting social engagement to clients
• 16:16 – Luke details tangible DM and engagement strategies
• 23:36 – Keith discusses struggles converting digital leads in Medicare
• 34:06 – Cody and Stephen share call cadence and follow-up system
• 39:00 – Frank talks database size, hesitancy in outreach, and developing a value offer
• 44:31 – Mindset shift: "Don't rob the people around you from the joy of giving."
• 47:17 – Providing value through CMAs as a contractor/agent
• 54:21 – "Act. Track. Pivot." – the ultimate business mantra

Episode Structure

• Live calls with real business context and detailed tactical feedback
• Segment breakdowns with roleplay and scripting for calls, texts, and DMs
• Group synergy with Luke, Josh, Stephen, and Cody each contributing unique viewpoints
• Focus on encouragement, accountability, and real-world implementation

Final Takeaways

• The biggest opportunity is often right under your nose – your database. Systematize your touches and ASK.
• Social media is a supporting pillar, not a primary lead driver for most agents; use it to nurture your sphere, not chase cold leads.
• Follow-up is a numbers game and a grind. Relentless, multi-channel effort is required. Most agents quit far too soon.
• Your mindset is the foundation. Don’t believe outreach is "pushy" if you're genuinely offering value.
• Don’t get stuck in analysis – ACT, then refine your process.

For more resources and detailed scripts mentioned in the episode, visit staypaidpodcast.com. To submit your questions for a future show, go to remindermedia.com/ask or follow @staypaidpodcast on Instagram.