KGCI: Real Estate on Air - 3 Pillars of Lead Nurturing to Keep Clients Engaged with Luke Acree

Episode Date: October 7, 2025

Summary:In this episode, guest Luke Acree from ReminderMedia breaks down the three essential pillars of an effective lead nurturing strategy for real estate agents. The conversation emphasizes the importance of building genuine relationships and staying top-of-mind with your database. The pillars discussed are: an automated long-term nurturing campaign, a hyper-personalization strategy, and a consistent content distribution plan. The episode offers a clear, actionable framework for agents to create a systematic and authentic follow-up process that keeps them engaged with clients and generates repeat business and referrals.

Have you ever gotten a lead that just wasn't quite ready to go yet? And so you told him, no worries. I'll follow up and I'll be here when the time is right for you. Only to turn around and see them close on Facebook with another agent. Well, today's guest is Luke Acri and his entire business revolves around making that not happen. So if you want to learn how to systematically nurture and convert every lead that comes your way, this show is for you. Luke has helped over 100,000 entrepreneurs close more deals through his lead nurture

process, and his methods have been featured in Entrepreneur Magazine, Forbes, Yahoo, Finance, and Inman News. And here's what to expect to learn in today's show. How often you should follow up. The different channels you can use for those touchpoints, exactly what to say so you don't sound repetitive or annoying, and stick around to the end for the number one best thing you can do to automate the follow-up without making it feel automated. You're listening to the Real estate rock stars podcast, the show for agents who've been around the block and are ready to build sustainable, scalable businesses they actually love. My name is Shelby Johnson. I'm an army veteran turned real estate entrepreneur and I've closed hundreds of transactions as a solo agent,

team leader and investor. And now after years, I'm back in production, Lexington, Kentucky, guys. If you've got referrals, hit me up at the Shelby Show on Instagram. And let me know where you're located because I will gladly share any I get back your way. And with that, let's get ready to learn how to convert every lead. Rockstars, welcome Luke, Akery. Okay, Luke, everyone talks about lead generation in the agent space. It's all focused on how do we generate more leads. But I feel like agents talk about the lead nurture piece far less. And so I know that that's your specialty. So why, hypothetically, if I'm one of those agents who really cares about generation, less about nurture, like, why should I care about nurturing leads as much as generating them?

happy to be here. Thank you for having me on your show. So I think it comes down to conversion, right? It's like Legion. Legion is good, but if you can't convert the lead, it doesn't matter because you'll never get the commission check. And so lead nurturing is all about conversion. How do you actually convert the leads that you get? And I have found in my years now of doing marketing that it's been interesting, Josh, my CMO and I, so we've been at this for over a decade, have worked with about 150,000 real estate agents doing lead nerds. nurturing, and I don't say that to impress anybody, it's just to impress upon you. What we were looking at was, what was it about the campaigns and marketing that worked

to successfully nurture a lead and get it converted versus the ones that didn't work? And we found that basically successful marketing campaigns tend to have three pillars. And because I'm a marketer myself, I love this stuff. I can't help it. I put it into an acronym called Fit, which stands for frequency, impact, and trust. and more than happy to kind of break down tactically what I mean by frequency, impact, and trust. But it really comes down to that. So do you want me to go into that?

Because, you know, I don't want to just talk for 30 minutes, but you want me to go to that. I freaking want to. I'm just here. You know, you don't even, I don't even need to be here. Just tell us about fit. I'm excited. Okay. So if your marketing is out of shape, right, you got to get it fit.

But frequency impact and trust, I chose these words specifically because if you think about frequency, for instance, it has two meanings. It's just, it's not just the number of frequencies, like number of touchpoints, but it's also the channel of communication. So just like you get into a car, you turn to the frequency of the radio station you want to listen to. Marketing is no different. There's different channels of marketing. Your clients or prospects are going to respond to different channels based upon their likes and interest. So the magic is really how many touch points should you have in your nurture system?

And let's just narrow down because, you know, you have Facebook marketing for lead gen. you have Zillow leads, you have your database. So let's just focus in on your database. That's where I spend the majority of my time because I believe most of your business should be driven through referral and repeat business. How many touch points do you need in order to generate referrals?

What's your guest, Shelby? Oh, I'm interested to hear. 17. 17, I love it. So pull up the magic 17. I'm surprised you didn't say 33. A lot of people say 33 from the millionaire real estate agent.

Oh, got you. So, yeah, I do this all the time when I speak to different conferences and stuff. It's like, what's the magic number? And I'll get 17. I'll get 12. I'll get 33. I'll get a bunch of different numbers. And I'll say, hey, look, there's no magic formulas in business, but this is the one

thing there is a magic formula to. And if you want to know the number, write this down. Here's the number. It's more. M-O-R-E. More. You must have more touch points than you're doing today. What do I mean by that?

If you're doing 17, you should be doing 18. If you're doing 100, you should be doing 101. Why can I say that? with such conviction, it has been amazing to watch over the years these marketing campaigns, not only that I do for our clients, but I do for my own business. And I've realized that it is almost impossible to do too many touch points, but it is so easy to do too little. I'll give you two examples. So my brother, Stephen, gotten to real estate about six and a half years ago, almost seven years now. And it's top 1% real estate agent in the nation, runs the number one team in Lynchburg, Virginia now.

they'll probably do 250 to 300 transactions this year. He does over 200 touch points a year to his database, 200 touch points. And most people when they hear that, they go, that seems way too much. Oh my gosh, it's like, man. I have another client in a different industry, right? Because this teaches you about how consumers are. So this client is Brian Harris. He's a financial advisor in Annapolis, Maryland, top 1% in the world in financial advising, just a stud of a person. He does 275 touchpoints a year to his database. 275. And so here's the key, though, with this frequency is Brian Harris doesn't do 275 emails.

He doesn't just do 275 pieces of direct mail. Brian Harris capitalizes on the frequency channel of marketing as well as the number of how frequent he is. So there's six different frequencies in marketing. that you can do. So I would encourage people if you want to audit your touchpoints for lead nurturing, write this down, go, do I have the direct mailbox? That's a frequency. Do I have the email inbox? Do I have social media? Do I have face-to-face? That's a frequency. Client events. Maybe you're doing a pop-by as Brian Buffini would say. Do I have voice-to-voice, which is a phone call? And then do I have

screen-to-screen, which might be a text message? It might be a FaceTime, a Zoom. If you think about that, that's six different frequencies of marketing that you can do. What Brian Harris, Stephen, and thousands of other agents that I'm working with are capitalizing on is called Omnichannel Marketing, where they're not just doing 200 touchpoints on one frequency. They're doing 200 touch points across six different frequencies. And they get the result that every small business wants, which is I see Stephen everywhere. And there's a stat out there that basically says consumers will choose about 76% of the time. the first business that pops into their head. So you have to ask yourself as a real estate agent today,

how do I become first in the mind of the client? And I would encourage you with this frequency, there's this thing that Jason Pantana taught me. He's one that you should have on the show. He's a freaking rock star in marketing, but he taught me this thing in psychology called the frequency illusion. Have you heard about this, shall be the frequency illusion? No, I'd love to hear it.

You're going to love this. Okay, so- I love this already. This is so good. So I love this stuff. So psychology is obviously what, you know, the human brain and how it works. And all we're trying to do is tap into how do we as a real estate agent become first in the mind of the client. Well, we've all had the experience before where we bought a car or even thought about buying a car.

And we see that car everywhere. And people have come to know this as what happens is the human brain receives about 100,000 or so, you know, input. a day and you can't process all that. So you have this RAS system, particularly an activating system that allows you to focus on only the things that matter. So when you decide it, you're interested in buying this car, your RAS system basically said it's important to you. So now it allowed you to actually see all those times that you actually saw that car before that you never processed. You now process it and you see it. Well, the frequency illusion is a similar phenomenon. It basically states that when someone sees you on two or more frequencies, so you see me on social,

then you see me in the mailbox. So you see me on social, you see me in email. Your brain makes you think you've seen me more than you have, which makes me feel more important to you, which makes me actually become relevant. Why is that important? Well, NAR just came out with their most recent stat, 81% of sellers only interview one agent. 81% of sellers only interview one agent. you have to be first.

So any advantage you can get for lead conversion to be first in the mind of that lead, you're going to elevate up. So what I teach my agents to do all the time is, hey, you want to be marketing and you can't do too many touch points. If you think about your closest relationships, I think about my wife, Megan,

how many touch points do I have with her? I see her all the time. I'm texting her all the time. I see her every day. Thousands over the course of a year. And that's my closest relationship. Now, I don't want my clients to be like my wife.

But I want them to be like, friends, so I'm going to, I need multiple touch points with them. So you can't really do too many touch points. You just need to make sure your touch points are spread across multiple frequencies. So you are never overbearing and you also tap into a frequency illusion. The number I give to people as a good benchmark to start is I say 26. I say every two weeks, if you can be in front of your database, it's a good starting point for you of what you can build upon. to make sure you always have that top of mind awareness. Now, here's the thing.

I told you there's three pillars, right? Frequency, impact, and trust. You can't just be frequent because you can be frequent with junk and have the opposite effect that you want in the brand or in the mind of the client. So you have to have frequency with impact. And this one is one of the harder ones to pull off successfully in any business, but in real estate specifically. because impact really comes from what I've seen two things.

One is the quality of what you're giving. And then the second is personalization. So quality comes down to what you're sending, the types of content you're sending, the types of gifting you're doing, that type of idea. And then you have personalization. If you think of like Facebook and Google,

why do they make billions of dollars? They make billions of dollars because they're tracking everything that you're reading, Shelby, everything you click on, how long you spend on it. Then they build a profile on you. Go to your Gmail account.

Look at your privacy. It will show you the profile that Google has built on you. And they sell that profile to advertisers so they can serve up relevant content based upon your likes and interests. And because it's personal, because it's relevant, you pay attention. And because you pay attention, I can serve you a message. Like that's Marketing 101. Relevancy drives attention.

And so you as a real estate agent have to think, how do I do? I can't pull off the Facebook and Google necessarily from a tech standpoint, although we're getting there closer and closer these days. But how do I drive personalization? And what I tell people is it's not as hard as you think. Really, you know, this business is a relationship business. It's a contact sport. I encourage people.

What's CRM do you use right now, Shelby, for you and your team? What CRM do you guys use? Go high level. Go high level. Awesome. So like in Go High Level, I'm sure it gives you the ability to create fields or have custom fields and maybe they have these fields in there. I would encourage you take your database and ask yourself if Luke Acreys in your database. Do you know the Ford method on Luke Acre? Family? Who's his family? Occupation. What does he do for work? Recreation. What are his hobbies?

And then dreams. What is he trying to accomplish? Where is he going? You as a real estate agent play a huge portion in like my dream of home ownership, right, or my dream of being an investor and buying properties. I encourage agents all the time. If you know those four pillars on somebody, chances are you have a good relationship with them and you are probably their real estate agent. So your goal should be, how do I, throughout my touch points in the year to convert this lead, do I learn about these four pillars? Do I market to them on these four pillars? An easy one that you could execute on right today, not spending any money on marketing. Go to your Facebook, go to your LinkedIn, whose birthday is it today?

And actually, instead of just being like everybody else who goes, happy birthday, happy birthday, happy birthday, actually pull out your phone, shoot a little video message and say, Shelby, was thinking about you today. Happy birthday. I hope your days filled with love and attention from your family and your friends. Just want to say, I appreciate you and shoot that video message to Shelby. I challenge people all the time and the easiest thing to do, but it's hard because a discipline, do what I call as a five for five. Take five minutes each morning, pick five people

in your database, pull them up and shoot them either a message on Instagram, a message on Facebook, a message to text message, and hit them with a personal message. It could just be thinking about you. Our clients use our content library of social where they'll grab an article, they'll grab a piece of content, they'll DM it to somebody. Hey, I was thinking about you thought you might enjoy this. And what happens is you'd be so surprised. You're planting seeds. I interviewed a guy the other day, Sean Carpenter, he's been in the industry 27 years and he talks about being a farmer as a real estate agent. Most real estate agents know with farming, a farmer doesn't wake up, plant the seed and expect a crop tomorrow. They know they're planting seeds so eventually they can reap a harvest. The same in real estate. How are you planting seeds today?

You should wake up every single day and go, man, I at least need to have five hits where I'm planting seeds where I take five minutes and I just connect. And then here's what happens. Do that for 21 days in a month. Do that for 30. days in a month, you've hit your whole core client base with a personal touchpoint that they actually could engage with. And that is what ultimately drives real estate business. This is why if you go talk to any top producer, you find that they are an incredible relationship builder and they're an incredible networker. And when it comes down to it, yes, they build their brand and they do all this social and they do marketing and I'm a marketer. I want people to use my marketing programs. But at the end of the day, what they're phenomenal at is building relationships. And so if you think about this impact that

I'm talking about. Think about your 26 touch points. How do I create impact? I call it the three ease of content. Education, entertainment, and endearment. Education, entertainment, endearment. If you think about what you're sending right now to Luke Acree, most of probably what you're sending me is probably real estate driven. And the problem with that is if you send me 100% of the time real estate information, I get to the point where I tune it out because put yourself in the consumer shoes, you've bought insurance before. When your insurance agents send you 100% insurance information, what do you do with it? You throw it away, right? You tune it out. And we do the same in real estate all the time. So what you need to do is you got to go,

out of my 26 touch points that I'm doing, 60% of those should be education. I'm educating you on my industry. Market reports, just listed, just sold, things in real estate. But then you need at least 30% of what you're doing to be what I call is entertaining content. Entertaining content is things like one of our most popular emails we do for agents is an email of local events that are happening in your area. So where are you based out of now, Shelby? Lexington, Kentucky, as of not that long ago. It's new. Okay. So Lexington, Kentucky. So we would curate the events happening in Lexington. And then we brand it to you as the agent, but it's not just, it's not anything really to do with real estate. It's just here's what's happening, the local bar crawl or the yoga in the park or the,

you know, Philly Fest, you know, type idea because I'm based in Philly. It's those type of events. And we find that it gets the highest open rates, the highest engagement. But every two weeks, it's like, here's what's happening in Lexington. They see your brand. You're giving them something entertaining, keeps you top of mind, but it's value driven. And then last, when you think of the impact, do endearing content. So this is my brother's number one marketing campaign. So he's done, I think, 152 pending and sold right now. And it's what we're just in July. So his most popular campaign he does every year is he partners with the Agape House in Lynchburg, Virginia. and he basically sends out a postcard to his sphere and his farm.

He farms about 4,000 homes. And he does a food drive and raises awareness for the Agape house. So something he's passionate about, someone on his team is passionate about. And he basically hits his farm with an endearing piece of content, meaning he's endearing himself to something that's bigger than his business in the local community. And he raises awareness. Here's where this campaign is amazing. He runs this postcard, but then he reaches out with his team.

He goes and he door knocks on the doors in his farm and with his sphere, and he basically is popping by to collect the canned goods that they want to donate. And he also encourages people to drop it by his office. So now he's getting a postcard in the mailbox, a face-to-face at the door frequency, and it's non-sailsy. So now he's getting in front of Shelby, the homeowner, in a non-salesy way. And again, getting back to psychology, there's this thing in, psychology called the halo effect that when someone sees you doing something good, they associate

that good with everything else you're doing. So if you, if I saw you giving to the homeless in Lexington, I associate that good you're doing with how you run your real estate business. So I always give a caveat and say, look, don't give the charity because you want the halo effect. It's a natural good thing that happens. Give to charity because you're passionate about it. But here's what I know about consumers. If marketing is my passion, you can tell because I literally talk way too much. I love this stuff. So hopefully I'm not over talking. But here's what I would tell you.

Study the Fortune 50 companies, Fortune 500 companies. Why does Nike have a charity they give to? Why does Microsoft have a charity to give to? Why do they spend harder in marketing dollars to advertise that charity on TV? Here's why. Because they understand human psychology. They're beholden to the shareholder. They want their share prices to go up.

Don't fool yourself. But here's what they know. They know consumers want to do business with businesses of purpose, not just businesses of profit. So how do you as the local real estate agent showcase to your community that I'm your local educator because 26% of my touch, or 26th of my touchpoints, 60% of them are going to be education. I'm the person who also gives value and not just asking to receive because 30% of my touchpoints of the 26 are going to be entertaining. But I'm also the person who likes to give back and does more than just business. And 10% of my touchpoints are going to be endearing touchpoints.

And it doesn't have to be the food bank. It could be the SBCA, Boys and Girls Club, the church that you're involved in, the PTA, little league teams. How do you place yourself in the community to give back? And all of a sudden, and if you look at this, you have frequency of both Touchpoint and Channel. You have impactful content, education, entertainment, and deerment. And then last but not least, you've got to have trust. Because I always joke with people, if you're frequent and you're impactful,

you're going to end up with a bunch of best friends and no business. And I don't know about you, the older I'd get. the less friends I need, the more business, you know, that I would prefer. So how do you turn it into business? You've got to be viewed as the person I would trust with my real estate. And there's a multitude of ways to build trust, I think, in business. You know, I'll share this. I think there's four really common ways in marketing that we try to help people with.

One is through showcasing your accolades. So how do you in your 26 touchpoint campaign that you're doing that I'm laying out for you here? How do you showcase your accolades? So, for example, for me right now, like, how can I showcase the people that Luke Ackrey loves marketing, but he is good at marketing? Well, one way I can do that is to show my accolades, right? So I can tell people, hey, I've worked with 150,000 clients, that my marketing company has been on the Inc. 5,000 list for four years, fastest growing companies in America, that I,

you know, I have 4.7 star review and a 5 on Facebook. a lot of competitors won't even show the reviews. I can share accolades that will, it's not the end-all, be-all, but it's like, okay, Luke didn't create this in his mom's basement yesterday. He's actually worked with people. He's been in the business for over a decade. These small little accolades build trust in what I'm saying. So you as a real estate agent should be thinking,

how do I build accolades? Meaning, like, how do I showcase to people, how long I've been in business, how many clients that I've helped, any awards that I've won, Don't underestimate those local awards. I know to us real estate agents, we all joke about them, but they mean something to a consumer. So accolades are one way to build trust.

Second way to build trust, which is even better is your testimonials. Clients care what you think about yourself, right? Your accolades, but they care way more what your clients say about you. So like I mentioned Brian Harris at the beginning as he does 275 touch points. Brian Harris, the reason I found out about that from my client perspective, because we have a lot of clients. is I was at a conference in Arizona at a booth, at our booth, and our booth started to get a bunch of people running to it. And I was like, man, this is amazing what happened. I found out Brian Harris spoke that day. And part of his talk was the marketing that he was doing. And he had a slide

about us on his talk. And because Brian Harris was up on stage showcasing who he was and what he was doing and he gave a testimonial about us, it drove traffic to our booth for people to sign up. So how do you showcase your testimonials to clients. And if you don't have a Google business profile right now full of testimonials, you need to get that. So like a tip I give to everybody because this is what I did for my brother, Stephen, is he didn't have any Google business profile testimonials a few years back. But he had been in business for years.

And he had Zillow reviews. He hadn't translated that to Google Business Profile. So he started his Google Business Profile. And what we did is we threw a pie event. we invited all of his past clients or I shouldn't call them past clients, really current clients, to come and get a pie. And we were ready when they came to get their pie with our laptops out, our phones ready. And we asked people when they got the pie if they had done business with us in the past,

hey, would you mind writing a review for us on Google? And he ended up getting that day, I think it was like 67, 69, five-star reviews on his Google business profile. So if you're looking for a way to get reviews, consider throwing a client event, which is another frequency, right, face-to-face, and then how, your computer ready to when your clients come, ask them at the write a review. Take out your phone, film a testimonial of what they say and then use that. Third way to build trust is do partnerships. So this one's great for not only building trust, but growing your brand. So I would sit down if I were you and I would write out who are my synergistic partners that are non-competitive,

serve the same clientele that we can grow together. So the obvious in real estate is your lender. title company, insurance, inspectors, financial advisor, state planning attorney, list all those small businesses. Do you have that rule of decks of partnerships where you guys are marketing together? Have you created your own B&I network if you're familiar with B&I? So, you know, with us, we encourage clients go in every Friday, get on a live, and invite one of your synergistic partners to go live with you. The reason why this powerful is because you get to reach their audience and they have trust with their audience, which is associated to you. So, you know, like you guys have me on this. Go ahead. What is BNI? What is that saying for? It's a business network.

It's a business, local business network where basically all these local businesses, there can be one person per industry per group, I believe, come together. And they basically meet. once a month to share ideas and to share referrals. So if you think about you as a real estate agent, you should create your own little local B&I. So who's the financial advisor you recommend? Who's the insurance agent you recommend? Who's the home security company, the lender, the title company? You have them naturally. You've run into them. How do you guys come together and go, hey, on Friday, I'm going to go live on my Instagram and I'm going to invite the, let's say the lender, onto my life. So that notification is pushed out to his following.

It's already pushed out to mine. And his following has trust with him. My following has trust with me. And we now by association have earned trust together with each other's followings. And this can translate like our flagship product is a custom magazine, as you know. So what we encourage agents to do. So if you were a client of our Shelby with the magazine, we would say, hey, go take the magazine to the local financial advisor and say, hey, I love what you do. I try to bring the best in the business in front of my clients as a resource. I would love to feature you on my local magazine here. And all of a sudden, you're leading and giving to this financial advisor.

And guess what they want to do? They want to send that magazine to their sphere, which gets your brand in their brand in front of his sphere. They want to keep that magazine in their office. So it's like, how do you figure out ways to build partnerships so that trust that they've worked so hard to build with their sphere can be naturally translated to you. And I think there's a huge opportunity with partnerships. And if you go back to my point on endearing content, so my dad's a pastor, as you probably remember. So he, you know, local church here in Flavana County, he's a local

influencer, not because he wants to be by any means. Definitely not from a social media standpoint, but he knows everybody in the county because he's involved in all this charitable work. He's serving people, if you give to these local charities and you support them from a partnership standpoint, that person is a local influencer that their brand and the trust that they have earned is going to be associated on you and you can reach the people that they know. So partnerships is a huge way to build trust. And then last but not least, and I'll wrap up. You can build trust through education.

So this podcast that you're doing right now is a perfect example of that. You are consistently putting out high quality educational content on the subject matter that you want to be known for. And you now have credibility built with your audience that sees it being posted consistently, where they have trust in Shelby. because, man, who knows about real estate? I got to go to Shelby. Man, she's posting all the time about real estate. She's always talking about it.

She could probably help me be successful in real estate and I could check her out and what she's doing and I could learn about what EXP has or whatever. And it's like you are showcasing just in what you're doing here with this podcast, which is just one frequency, one medium of if I consistently put out educational content, it elevates the trust on the subject matter that I talk about all the time. And if I do it over long periods of time, people will see me as that person.

So to summarize and put a cap on it, it's like, hey, if you want to convert your leads, how are you frequent? Are you at least 26 touches on multiple frequencies, at least two or more? And there's those six frequencies. Do you have impactful content? Are you doing education, entertainment, endearing content over those 26 touches? And then last but not least, are you showcasing accolates, testimonials, partnerships, and also educational content consistently.

And if you do that, I've just seen it win over and over again. Luke, I feel like you just kicked me in the teeth, like in the best way. Okay. I love that. I took so many notes. Amazing. Also, potentially overwhelming if, you know, someone's listening to this and they're running a business and they're like, oh, gosh, I need to implement all of these

different things. And I know as a part of your business model, you help agents do that. And we'll get to that in just a second. But hypothetically, do you have any recommendations for someone who's trying to implement this from the ground up? And of course, they're doing, they already listened to you. They wrote down. They're doing five for five or whatever you called it. They're going to do that.

What else do you think that listeners should know when trying to tackle this? Like, I want to do the things that Luke just talked about. Yeah. So, I mean, how do you eat an elephant one bite at a time, right? So I would encourage you that I would start with going, okay. who's in my database and how do I build a drip marketing plan on that database to have at least 26 touches. And if I were you, I would focus on three areas. How do I post consistently on social?

So that's just you posting and committing to Instagram CEO just came out recently saying three to five times a week is to recommend it posting. So how do I post three times a week there? How do I send at least one email? every two weeks to my sphere. And then how do I send at least one piece of direct mail every quarter to my sphere? And if you want to go now, okay, Luke, I got that. And what's the next thing I should add would be a client event? At least one client event.

I have my own podcast, as you know, stay paid. We've done 500 and like 50 episodes. So not quite at you guys' level yet. But number one thing I've heard last two years from all these mega producers across the country, client events are smashing it, like just unbelievable in generating referrals and being in your touches. And you get those partners to help pay for your event. Don't pay for your own event. Get your partner to chip in and pay for the event with you. Perfect. Now, so that's perfect, the baseline if people want to just take a couple of bites and

get into this. But can you share with us what you guys do in your company? So if listeners are like, you know what, I don't want to set it up myself. I really do want to know what Luke has. So hit us with with that. Yeah. So our company, this is obviously what we're passionate about. This is what we try to focus on. We have a suite of products to help you keep in touch with your clients. And the pain points we're trying to solve is we want it to be automated because the last thing you have is time. So it needs to take stuff off your plate, not add things to your plate. So we have an automated system that sends out direct mail, sends out emails, post on social for you. The second pain point we're trying to solve is the content.

So how do you come up with education, entertainment, and endearing content? That's what we do. So our flagship product that probably describes it the best is we create for you a 48-page coffee table publication. It's your magazine. We do it both print and digital. So imagine having your own Better Homes and Garden magazine that you're sending to your clients. There's no other ads in it just features you and great content. So it features your brand.

You can feature testimonials, accolades, market reports. Like you can feature a bunch of stuff, but we also put in content in there that's going to be education and entertaining. We then, if you think about that, the reason why I led with the magazine is we have so much content in every category. So all this content from lifestyle, real estate content, HDTV type content, food, travel, we now have in a library of content for you that you can tell us the content categories that you want to pull. post on your social. And we can literally in a matter of minutes using, you know, algorithms and AI and stuff like that create a whole posting schedule for you on your social where you can post, tell us how many times you want to post a day. Tell us how many days you want to post a week. We create the content and the captions and the hashtags and post it all there, automated,

onto your page. So we essentially, you sign up for our program. We're going to give you an automated platform to post consistently on social, have a print magazine going to your data, We then give you email newsletters. We have a couple that local events email newsletters are most popular. So we would curate for Shelby, the local events happening in Lexington, and drip that on Herb database. And then we tie it all together with lead pages, which is basically, if no one's familiar with a landing page or a lead page, it's a one-page website with a sole purpose to get people

to fill out a form. So you can basically be notified that Shelby was interested. it in whatever that form was about. And so if I'm using you as the example, Shelby, you would come into our system. We would upload your database. We would set up your touchpoint plan to be, you know, probably 70 plus touchpoints ultimately. Going to your database. I'm at 300.

There you go. We would set that up to where you're automated on social, emails going in the inbox, magazines going in the mailbox or postcards if you wanted to do that. And then every one of those would have different calls to action where the magazine, one of the most popular calls to action is we create a nice design where it's like want to know what your homesworth or average equity is going up 20K. Want to know how much your home's worth and what equity you have scanned this QR code and it will take them to a CMA page where they can get an understanding of what their homes worth. Or on your social, you can have that same link right there on your social post or on your so, your, your, you're, local events email newsletter. It's a link to find out what your home's worth or give a referral or a landing page for an item of value. We provide all that. Our average agent spends about 20 minutes with us

setting it up because we just need your email list of who you want to send to or your database of addresses, your photos that you want to feature and the contact information. The rest we do for you and then show it to you. You just track the analytics and then do what I can't do, which is pick up the phone and engage with your clients that are engaged. with your content. So if I'm listening to this and I'm like, but Luke, I'm picky. I have like a very specific style thing that I want.

I speak in a specific voice. What do you say to that type of person? I would have to know what you mean by speaking in a specific voice, but I know what you mean by like tone of writing. I would tell you that here's my raw thoughts on it. I don't think it matters as much as you think it does. I think what's more important is getting that time back that you're spending, creating that style and crafting that tone of voice to engage with your prospect or with your relationship. And automate, I always tell people automate the marketing, don't automate the relationship.

But we do have the ability with our system to do color schemes and you can design your email newsletter in the backgrounds and stuff like that. or the design of your magazine, there's different templates and options, and you can work with our designers and be as hands-on as involved as you want. The reason why I led with, I don't think it has matters as much as you think it does, is because I do want clients to know at the end of the day, what I'm passionate about is the result, is how does it generate a listing for Shelby? How does it generate a buyer for Shelby? Because if you want print, go to Vista print, right? If you want design, go to Canva, right? What we are is a marketing company that what we care about is the strategy of how to get hand raisers, the strategy of how to get your brand known to generate a listing.

And it's not to devalue design or devalue any of those things. It's just that's where we know, that's why people hire us is going, they've hired us to try to drive results for them. We see about a 31% referral rate over the course of 12 months. So if you send 100 people for 12 months, about 31 referrals on average. So that's really where we hone in and focus. I hope that makes sense. It does make sense. And 31% referral rate is really good. So, okay, with that, someone's listening and they are like, I want to talk to Luke. I want to find out more. I want to go to their website. I want to dig in. Of course, we're going to have all of that in the show notes for listeners. But where else would you like to direct them to get in touch with you?

I would love to connect with you guys on social media, on Instagram, specifically is probably where I'm the most active at Luke Acree. Acree is A-C-R-E-E, so Acre with an extra E. So you can find me there. I would love to connect. If you have marketing questions or anything like that, of course you guys know I would love for you to use us, but you don't by any means have to use us. If I can help you from a marketing perspective, it's what I love to do.

I'm in it all day long. So at Luke Acre, if you want to check out Reminder Media, you can, of course, check out ReminderMedia.com and learn all about our products and services and what we do. Love it. Okay, Luke, did we miss anything? Obviously, there's a lot. I don't think so. Probably.

We probably didn't solve the problems of the world. Yeah, that's true. World hunger and such. Next. Okay. Guys, go and check out Luke on Instagram. Go to their website. You know, try them out.

And other than that, that is all we have today. Luke, thank you so much for hanging out with us. and real estate rock stars. Thanks for listening. This podcast is a part of the C-Suite Radio Network. For more top business podcasts, visit c-sweetradio.com.