The Biggest Opportunity You’re Ignoring (That’s Sitting Right in Front of You)
You’re over here buying leads and building funnels, while your database quietly collects dust.
This week, I’m doing something a little different.
Instead of a fresh-from-the-brain Keith rant, I’m highlighting one of my favorite podcast episodes from this past month, because it was absolutely packed with real, usable stuff. Not vague inspiration. Not “just believe in yourself” energy. I’m talking about actual ideas you can plug into your business today and start seeing results.
The episode?
“The Biggest Opportunity You’re Ignoring: Your Database” with Luke Acree from ReminderMedia.
Let me say it clearly: if you're skipping this one, you're skipping what might be the most important thing you can do to grow your business in the next 12 months.
Here’s the big idea:
Your database isn’t a list. It’s a living, breathing business asset. Most of us are sitting on a goldmine and ignoring it.
Luke broke it down better than I’ve ever heard. And while we all know we should be staying in touch with our sphere, Luke gave us the tools, mindset shifts, and tactical steps to actually make it happen. Here are a few takeaways that stuck with me and are still rattling around in my head:
1. Call Just to Say Hey
Not to pitch. Not to ask for a referral. Not to remind them you're in real estate. Just to say hey. That alone separates you from the sea of transactional agents out there who only show up when they need something. Real relationships aren’t built through sales scripts; they’re built through simple, honest connections. And it turns out “I was just thinking about you” might be the most powerful line in your business toolkit.
2. Frequency Illusion Is Your Friend
Luke dropped this psychological gem called the “frequency illusion”; basically, the more often someone sees you, the more present you become in their mind. If they get your email, see your Instagram reel, and then find your postcard on their fridge, you feel omnipresent, even if you're just working from your kitchen counter in yoga pants. That kind of top-of-mind awareness doesn’t happen by accident. It’s created through thoughtful repetition.
3. Multi-Channel = More Powerful
This is where most agents fall short. They pick a lane, maybe email or social, and stick to it. But Luke laid out a smarter approach: stack your channels. A solid print strategy (like a magazine or postcard) combined with consistent email, social media touchpoints, and the occasional in-person event creates what he called “marketing surround sound.” You’re not just showing up, you’re staying present, everywhere your people are.
4. Build a Simple Touchpoint Habit
I loved this: the Five-for-Five system. Reach out to five people a day for five minutes each. Text. Call. Shoot a video. Drop a voice note. Doesn’t matter how. Just do it consistently. This is how you stay close to your people, without needing a 47-step follow-up automation or a $600/month tech stack. If you just do this, you’ll be more connected than 90% of the agents in your market.
5. Rejection Is Inevitable, Do It Anyway
This one hit hard. The biggest thing holding most agents back isn’t time or tools, it’s fear. Fear of rejection. Fear of being “too much.” Fear of looking desperate. But rejection is part of the game. Silence, on the other hand, is a killer. Luke reminded us that agents who win aren’t fearless, they’re just brave enough to show up anyway. They take the risk, make the call, send the message, and trust that the value they’re offering will land with the right people.
6. Print Isn’t Dead, It’s a Differentiator
Everyone says print is old school, but that’s exactly why it works. When your clients get something physical in the mail, especially something well-designed and personal, it stands out. A beautiful quarterly magazine. A birthday card with a handwritten note. A neighborhood update with a real signature. Luke made the point: in a world of noise, print cuts through. It’s memorable. It shows effort. And right now, it gives you a huge edge because most agents aren’t doing it.
The Bottom Line:
If you’re looking for the next big thing in real estate marketing, stop. You already have it. It’s your database. It’s not about leads, it’s about relationships. It's not about automation, it's about attention. The agents who win aren’t chasing strangers. They’re building trust with the people they already know.
So start small:
• 5 texts a day
• A quarterly postcard
• One social DM a week
• Host a happy hour once a quarter
You don’t need a fancy CRM.
You need a calendar, some discipline, and the guts to follow through.
This episode is a must-listen. If you’re tired of cold leads and empty promises and want to build a business rooted in warm relationships and real results, this is your roadmap.
-k
Listen to the episode here →
Want more content like this? I drop one of these every week, raw, useful, and rooted in the real world. No fluff. If you’re in real estate (or real life), it might just help. Subscribe and join the ride. I’d love to have you along.
If you're not in front of your database - somebody is. Also; Reminder Media. Awesome, awesome, company.
Good stuff and so true!
Problem is agents are busy and don't have time to get to all the people in their database. And that's the good ones.
Did you know that 88% of the people agents talk to don't even make it into a database?
That's gold!!