March 10, 2025 • 41 mins
Are you missing out on hidden opportunities in the real estate market? David Camp, CEO of HomeScout and head of growth at Realty.com, shares how data analytics and market intelligence can unlock high-value leads—including homeowners struggling with debt.
In this episode, you'll discover:
- How consumer debt stress creates new listing opportunities
- Why understanding equity can give you an edge over competitors
- The key to developing a strong market presence and winning more deals
- How faith, purpose, and business success are interconnected
Connect | Resources
Website: https://www.realty.com/
Email: dcamp@realty.com
Visit our Resource Library for free resources, including e-books, printables, and lead magnets to attract new leads. Have a question you’d like us to answer? Send us an email at podcast@remindermedia.com, or shoot us a DM on Instagram @staypaidpodcast.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:11):
Welcome to Stay Paid.
My name is Joshua Stike.
And I'm Luke Acree.
Before we bring on our guests today, we'd love it if you take a minute to subscribe toStay Paid over at Apple Podcasts or Spotify.
While you're there, drop us a review.
We will read it here on the show and make sure to subscribe to our YouTube channel, alsoyoutube.com slash reminder media.
You can get each and every new episode in video form from Stay Paid Podcast.
(00:35):
Our guest today returning as always, Steven Acree of the Acree Brothers Realty Team, thenumber one team voted and rated, voted and rated in Lynchburg, Did you just vote a bunch
of times, Steven?
You you just stood up, you created these bots just voting.
over the years, like we've really competed to do that.
And this last year, we ended up like placing and we did nothing for it.
(00:58):
we don't have to do anything to get this.
don't even know how it works.
Yeah.
That's campaign.
The parents years worked for it.
It's awesome.
And our special guest today is David Camp.
David is the CEO and founder of homescout and head of growth at realty.com with a deepindustry knowledge and years of experience, including both small companies and fortune 500
companies.
His focus and expertise is on helping agents and lenders engage consumers, developingstrategies to increase lead volume and conversion and retaining portfolio.
(01:27):
clients using AI and data intelligence.
David, welcome to Stay Paid.
Thanks for being here.
Pleasure.
It's my privilege to be able to be on with you guys today.
So thank you for having me.
I'm excited to talk to you, man.
You're also, we didn't mention it, but you're also a pastor of a church of 500 andgrowing.
So I love that.
I want to get into that a little bit because my dad's a pastor at workplace ministry,something that's near and dear to my heart.
(01:51):
Let's go start though with, you've been an executive in the industry, an entrepreneur inthe real estate industry.
What got you in to real estate?
But can you tell us more about like, what are you doing today exactly for the industry?
so I have been in the industry now for over two decades.
You know, it was actually completely by chance that I ended up in the industry.
(02:16):
I started my career as an industrial engineer and I ran quality systems for JVC.
And I met a gentleman by the name of Lloyd Dennison during that time that
As a young man, he chose to mentor me.
He left our company and he got involved in quote, the internet.
(02:41):
And he was putting homes online for large real estate companies here in Atlanta.
Companies like Harry Norman, Remax Greater Atlanta, Northside, some very large players inthis market.
His company grew quickly.
He had
65 % penetration in remacs for broker agent websites and CRM.
(03:06):
It was getting out of control and he said, I need a process guy.
And he called me on a Sunday afternoon and in 1999, I decided to leave corporate Americaand moved into the world of online real estate.
(03:28):
Been in it ever since.
Comstock Net Services.
We were then acquired by Fidelity National Financial.
Fidelity was a great time for me.
We were part of a publicly traded spin out called Finis, F-N-I-S.
(03:49):
Really got exposed to all things title, all things mortgage.
And that's where my expertise developed around
How do you triangulate title, mortgage and real estate leveraging technology?
And I became an expert at that and that has moved me throughout my career.
(04:10):
And so today with realty.com, our focus is essentially building, we built a national realestate portal, but underneath that,
We have a real estate brokerage, all 50 states.
We aggregate about 95 % of listing content.
(04:33):
And our model is really based on helping drive lead volume and conversions into largeteams and larger enterprise brokerages across the country.
And then as a part of that, supporting that,
(04:55):
I do a lot of work on the home scout side around data analytics.
So how do you append data, cleanse data, data hygiene, all of those things that give yougreater insight into consumers and where they're at in their home buying journey.
So that's how I ended up and where I'm at today.
(05:16):
Nice.
So we've been talking to you obviously about the data side, because one of the things thatwe're trying to do with Reminder Media is make it more convenient for our clients to be
able to pull MLS data.
And then we have a likely to move algorithm that I think I've shared with you that wetalked about.
Have you seen any success in the space with like, I'm calling it and categorizing itlikely to move, but let's call it propensity to list or propensity to buy.
(05:43):
Have you seen any
I'll call it magic sauce on how to look at data to try to get leads out of that data.
We do, we use a term called market of the moment, right?
As we know in real estate, especially at hyper local levels, there's always sort of shiftsin opportunity.
So you have a micro view, you drill down and understand the consumers in that marketplace.
(06:08):
But in general today, what we are seeing around opportunity is we have a debt crisis.
Consumer debt crisis continues.
to expose itself.
You have an increase in delinquencies around credit cards, auto loans.
And so one of the momentums that we're seeing today is working with our agent partners onhow to win listing opportunities.
(06:37):
There are individuals that are in market that have high equity, but they're dealing withexcessive debt.
What are their options?
And as a real estate professional, there are opportunities for you to engage and haveconversations to help these individuals financially.
(06:57):
They have equity.
How do I move?
Can I leverage my equity?
Should I sell my home?
Should I take a cash offer?
So it creates conversation.
And right now, that's the greatest point of momentum that we actually have.
in the marketplace today is identifying those people that are debt stressed, burdenedhouseholds, and how can the real estate professional help them move beyond the stress of
(07:27):
that debt.
That's super interesting because it plays into what we're doing, Stephen, with absenteeowners.
Same concept, but we don't have that data point of debt stress.
So you basically could tell us, David, here are all the people who own property they don'tlive in that have debt stress, and we could sort our leads essentially that way.
(07:52):
That's pretty amazing.
use a parameter called burdened household.
So we look at two things.
We typically can see, while you can't necessarily see credit scores, we monitor creditscore ranges and shifts in those ranges.
But in addition to that, a burdened household typically is a household that's greater than30 % of their income is going toward.
(08:22):
the maintenance and the home ownership around.
And so we're monitoring this public data, public data.
Yeah, yeah.
And we've got formulas and algorithms that we create to give us that insight, but itcreates a threshold that we call it a burdened household.
Yeah.
what's the sales cycle like timeline wise for those kinds of leads?
(08:44):
Do you have any data on that?
Yeah, it will vary, right?
Because you're dealing with some elements of that data may be public.
you're getting this data.
Some elements are within a 30-day period to a six-month period.
But we continue to stack that data so that we can look across the macro and the microtrends.
(09:11):
And then our real estate agents that are using that data
We really encourage them to get out of a transactional mindset You are developing yourmarket And there's a difference Going down a path of trying to chase a transaction is far
(09:33):
different than being the market advisor and Developing that market so we teach them tolook at the macro.
What are the trends in the market?
Therefore, how does that change your voice?
And so today, their voice is, I can help you with debt.
And you need to be speaking into that on the front end of that trend so that the marketthat you're developing recognizes you as that expert that can help them contend with the
(10:03):
problem at hand.
Yeah, that would be great for our retargeting, you know, we did basically.
How do you retarget them with videos?
Because people are going to listen to that if they're struggling.
That's the pain point is the debt.
Can you pull your mic up a little closer, Steve?
Because your mic's a little far away.
Sorry, David, didn't mean to cut you off.
you can begin, Steve, there to your point, that's where you can also begin to loop in yourlender partners, those, even the wealth managers, right, that can begin to speak.
(10:38):
You can bring other expertise as you're the voice for your market and begin to speak.
So that's kind of the market of the moment for us.
but we're constantly monitoring where those opportunities might be because your voice willobviously change with the market conditions.
(10:58):
And so that's a really significant component of what we like to coach to or train to isyou've got to be aware of the macro and the micro so that your voice is on point.
(11:19):
with where people are.
And you can get ahead of that.
You can see those trends, get ahead of that.
So that's what I mean by getting out of the mentality of just chasing a transaction.
It's developing your market.
How do you feed the micro to the real estate team?
So like I understand getting that data and how important the micro data is as opposed tothe broad vision of the macro data.
(11:45):
The problem always comes down to operationally how you feed that and get that to the agentso they can be on it, know, because of speed to lead.
think we go to, you know, big relationship oriented rather than transactional, but we'vegot to get to them quickly when we receive the data.
How do you,
manage that.
So today, what we're doing is one, I want to be clear is that we have made the decision tobe the data provider.
(12:15):
So we're, and with that data, we are then depending on the ability of that team and orreal estate agent to leverage the tools that they have.
to be able to take advantage of the opportunity.
So we're not trying to come in and be the CRM of the day.
(12:40):
We're trying to be the data provider.
Now with that, we're basically appending that data every 30 days.
So they're getting a fresh look every 30 days.
And then each of them, candidly, each of them have some process or some formula that theyare then using
(13:02):
And it includes, and I know you guys get this, but it includes like postcard campaigns.
What's my formula for postcard campaigns?
How do I drive people to proper content that's going to educate them?
And everybody has a little different sequence.
think why you see us really gravitating toward teams is that we have found teams toactually be
(13:29):
more sophisticated in their processes, consistent in their processes, and most of themalready having the technology in place to support those marketing action plans.
So what I'm thinking, Stephen, we should try, this would be interesting, David, if we buya list of that data, right, for our area, Lynchburg, and we basically, Stephen, if you
(13:51):
partner, because you have the mortgage company now, but maybe we get a financial advisorinvolved and we do a webinar and we invite them and go, do you have debts and want to
learn how to use your house equity to pay off your debt?
Attend this webinar.
Now, I don't know the regulations around that and what we'd have to look into thecompliance.
But I think we could probably drive people to webinars and that would be a really highintent lead.
(14:16):
And then at the end of the webinar, they can book a personal appointment with you or thefinancial advisor.
And then if that worked, I bet you could get the financial advisor to help chip in, to runthe ads, to drive people to that webinar.
then postcards to me are a no brainer, right?
We're already doing that.
Those ones are a no brainer.
And then ultimately too, think about this, Steven, we take that data,
(14:39):
and we scan it across our sphere of influence.
So we go sphere of influence and now we know who in our sphere of influence has a debtburden.
Those people we can reach out, we'd have to think about strategically how we do thiswithout being offensive, but reach out and basically give them a equity review of where
they're at and strategically put in our, you know, basically item of value to them.
(15:06):
hey, if you have ever thought about remodeling your kitchen or taking care of debt thatyou have, a lot of people don't realize that you can use the equity you have in your home.
And it's a way to basically get in and then you're educating at the same time of figuringout is there a potential listing here.
will happen there, what happens, there is this mentality today with a homeowner that,well, I've got a 3 % interest rate.
(15:34):
For example, why would I wanna refinance perhaps?
Well, yeah, it may move you to a six and a quarter, six and three quarter interest rate,whatever, 7 % interest rate, but the aggregate could mean,
If you were to refinance, eliminate the debt, then you potentially could save $1,200 amonth, right?
(15:57):
And you need an expert to help you walk through that particular process.
And the consumers think, well, I've got 3%, I need to stay here while they continue tofight this burden of debt.
And it'll pull out those opportunities.
yeah, that is a great angle.
Yeah, that's great because you're paying 18 % on your credit card.
(16:18):
Yeah, that's a great angle.
that burden.
And you know, as the real estate professional, you're helping them move forward in theirlife, which
it's a problem solver.
It's a problem solver.
Yeah.
And that's what I mean by market development.
You know, that's the, you can very much get in this transactional mentality and move awayfrom the concept of I want to do it.
(16:45):
Like in our market, for example, I'm in Atlanta.
Most of you guys are familiar with a Mark
And Mark did everything off of the cash offer.
And even though there are other cash offer systems, Mark,
has developed the reputation in the market and speaks to that need.
(17:06):
that's where we're trying to shift the mentality of the agents and the team leads thatwe're working with.
How are you developing that marketplace today?
And then we give them insight to get them to those people who have need and are mostlikely going to respond to that voice.
Like another little tidbit that I'll give you is,
(17:29):
Not only do we see stress around credit, stress around debt, but what we also noticebecause we track mortgage information with that is we notice that the people that have a
VA loan or an FHA loan tend to be those individuals that also are grouped in the aggregatearound having debt stress.
(17:58):
and decreasing credit scores.
so combining, now I can look at the market and I can be a voice to this specific group.
I've got a VA loan, I've got a declining credit score trend, and I've got equity, but I'mdebt stressed.
(18:20):
And so you really get into identifying those people who have the greatest need in themarket.
which allows you to be much more efficient with your campaigns and where you choose tospend your time and money.
Have you ever looked, sorry, go ahead Steve.
was just gonna ask on that because like the key here is just the broad how broad is thisgroup?
(18:41):
Because you're going to be putting a lot of effort into marketing and attention intomarketing.
So you have a percentage of people that are in a debt problem.
Just because like it has to be a big group in order for you to put this kind of marketingcampaign just like Mark Spain with a cash offer.
Yeah, yeah.
(19:03):
And so what we actually will do today when we go into a market, and we're typically, oftendoing this around masterminds, but I'll go in and do a review for those people that are
leading our team that leads the masterminds.
But, you know, we typically will see north of 30 % of people within a zip code have someform of debt stress today with equity.
(19:31):
with equity.
Yeah.
incredible.
We should run Lynchburg and then report back, you know, and like share, because we havethe ability to test marketing campaigns because we have reminder media.
So it's like we should report back and then say, okay, this is where we, what we saw.
So we can then go, this is how we got the data from you, David.
(19:51):
This is what we saw when we ran it.
That would be a pretty cool case study to do for everybody because the cash offer is thenew AVM.
Like in my mind, and this is just a play on that because that you see this with fellow andwhat Ryan Young is doing there with that company and what we've done with the absentee
owners that you had gotten from, forget who you were listening to Steven that in early on.
(20:17):
Mourn.
Yeah.
did, but, know, it's a popular thing.
Mark Spain, same thing, right?
Doing the same thing.
That's the new.
And then I'm thinking what's so interesting, like you guys close 25 deals in January,Steven, but 10 of them were circle prospecting.
And you go, well, this could make your circle prospecting that much more effective andrefined because now you target in that area that you're going after first, the debt
(20:43):
stressed people, you know, because
because you'll have to be good.
So like you really could own the marketing side of things.
But even if someone tried to compete with you, like it's going to be a very, you have tohave an efficient process to be able to help and provide that value proposition.
Like if we do this first in marketplace, yeah.
(21:05):
you are the financial planner, mortgage loan officer, you need the finance person, bothfrom probably a compliance standpoint, and then also just legitimacy, because you really
have to help these people, right?
That's the whole goal.
right.
That's right.
You've got to move them into the education component.
Yep, exactly.
Because if you think like Dave Ramsey, his show is so popular because there's so manypeople that are in debt and his baby step plan is so popular because there's so many
(21:33):
people trying to go that route.
And this just is a way to help people, but using the real estate angle, which you're theexpert of, right?
And so it's, I love that.
All right.
So I could spend all day going deeper there.
wanted to ask you just one more on the almost other end of the spectrum.
which is, you have any thoughts data-wise?
(21:55):
It's okay if you don't.
On like the senior population, and have you guys ever looked at your data and gone, hereare the people with all the money, and we've seen correlations between what they have and
where they're at in the movie, because I just feel the senior market, if we can get somedata on that, because I, my realtor here in PA, he actually focuses on seniors, but he's
(22:20):
also my realtor, but he's crushing it.
in the senior market.
And I just feel there's such a niche there that I want to get Acre Brothers into and thenother agents of my clients into.
Yeah, and the way that we've approached that in the past and the way we approach it today,we do a lot of work around, are there reverse mortgage prospects in the market?
(22:46):
But what you really see when you run that series of data, it's the same sequence, is youactually see individuals that are prepared for downsizing or
One of the recent projects that we worked on was a particular client that is building the55 and older communities.
(23:07):
And so we identified those consumers that fit a particular box, had equity, had been intheir homes for a certain number of years, loan types, et cetera.
And this particular builder had an entire program to transition them from their currenthome.
(23:28):
into the opportunity to build in this new 55 and older community.
And so those insights are between reverse or 55 and older communities.
Those are all the same data elements that you're typically pulling.
Okay.
(23:48):
Interesting.
Yeah, because what Brian and I are doing strategically, we're actually even going abovethat.
We're targeting the 55 plus communities because those people are moving into the assistantliving facility.
And our angle has been partnering with the elder care attorney in the assistant livingfacilities to get the referrals.
(24:12):
Yep.
trying to make a, we're trying to break in because it's the 55 plus communities wherethat's what feeds the assistant living facility in essence.
And Brian can sell that home with inside the 55 plus community, or at least where we'reat.
Um, and so it's like, I'm just thinking there's gotta be data out there that signifiesthis senior is about to make a move.
(24:37):
I just ha I haven't pieced it together.
You know what I mean?
But it's a mixture of gotta be.
yeah, that's a good point, but there is a component to that.
You know, when a consumer self identifies and they begin to part with email address, etcetera, and you know, there's mechanisms that then give you indication around intent.
(25:03):
So you can also start to attach intent and you will see those people that are, not only dothey have sort of the financial dynamics in place, but if they begin to opt into your
content as they're contemplating and you can then attach their email address to an IPaddress that then allows you to ultimately start to see what their search intents are.
(25:32):
you can begin to identify those people that come to the surface that are more likely tomove in that direction.
you can pair, my point there is you can pair intent with the financial dynamics that arein place.
(25:54):
Do you guys have database of like consumer data like life events or okay like credit cardpurchasing data or stuff like that?
Okay.
intent.
Our kind of claim to fame is between the elements of our business, we chase consumer datathat's available, public property data, and then obviously we have MLS data.
(26:26):
And when you combine those holistically, what's the view that it gives you?
And now you can come at it from the standpoint of a
individual, the person, or the property.
What insight do you get if you look at activity related to the property or what insight doyou get as you look at activity related to the property owner?
(26:48):
Okay, yeah.
Okay, so no, no, no, you're good.
if.
a lot of those techniques and learnings for our background came out of our time at Mr.
Cooper.
I was a part of a group.
We sold a company to Mr.
(27:10):
Cooper.
That asset is now a part of a tech group they have there called Zome.
But we had a lot of learnings that came out of portfolio.
loan portfolio retention techniques.
And what I've been trying to do since my time there is take those data elements and how doyou apply them to the general population that gives you better insight?
(27:37):
Because look, I've been in the league game a long time and it's hard.
And the only way you make it more effective and move the needle is you've got to appenddata and you've got to have hygiene.
processes in place if you're going to maximize the accumulation of the consumer data.
(27:58):
That's what we're trying to get to with Reminder Media right now.
We have a lot going on in the background tech-wise.
That is essentially the lead comes in from Facebook or the lead comes in from your sphere.
And we're about to show people all this extra data on their leads to try to give them asmuch ammunition.
Yeah, ammunition, essentially.
(28:19):
Because...
yep, I'm in agreement, yeah.
Yeah, that's what we're finding too, is that that helps you qualify.
It's very interesting because we know at a high level, the easy stuff is, if someone gotdivorced, if somebody, know, Divorced degrees, right?
Degrees.
Somebody is doing renovations on their home.
Like all the things we all know, common, proceed, you know, a person moving and stuff.
(28:44):
There's this really cool, I've got a buddy who, genius, he did it all based upon death.
And he's more in the financial space.
He helps some real estate agents, but he's crushing it right now in the financial space.
And they basically partnered with a company to get all the obituary data.
And so they know the obituary knows that someone passed away even a lot of times beforethe government databases will tell you.
(29:11):
And so he is like for speed to lead, Steven passed away.
Then he's, you know, essentially appending assets, asset data to Steven.
And then from there, you now know, okay, there's assets and he calls it asset, your wealthin motion, right?
There's wealth in motion happening.
So as a financial advisor or as a real estate agent, and we've tested some of his data.
(29:32):
Remember that Steve?
I mean, it's great stuff, but it's the same concept.
It's like taking a life event that happened.
And because of that, you now have a strategy that you can implement to see if you can gobe a value add to that person.
Yeah.
Well, and that's where, again, that's a market need and it's very real.
(29:54):
Like you could extend that even further.
mean, Luke, you know my story, having lost my wife, you know, over two and a half yearsago and suddenly and unexpectedly.
I today give a lot of time supporting
(30:15):
young widowers.
And so I'm a part of a ministry called Refuge Widowers.
And we primarily work with widows or widowers who have lost their spouses and they're lessthan 50 years of age and they have kids in the home.
Their needs are between financial advisor, between real estate decisions, like that's amarket segment.
(30:43):
that even extends beyond death, right?
You sort of have the death event, but now it's that individual that's having to contendwith the financial stress.
They don't know what to do.
They don't know where to go.
They don't know the best decisions to make.
And as a real estate professional, if you have a heart for those people, you can walk thatjourney with them.
(31:06):
Yeah, that's amazing.
I love that.
Tell us a little bit more.
I know we are coming to the end here, but I want to hear why are you a pastor at the sametime you're doing the whole business thing?
And you know, you have a church that's 500.
You saw it as a this sounds kind of bad, but distressed asset.
And you're like, hey, I can help this this church.
(31:26):
But how long you've been doing that?
Why did you get into that?
Yeah, so, you know, originally, when it came to ministry, my heart was youth and music.
So I spent primarily the first 20, you know, from 18 to, you know, 40, I did a ton ofyouth and music, worked a lot with FCA.
(31:51):
I played college baseball.
So I was always very much into
you know, speaking into the life of athletes and things of that nature.
So I was heavily involved in youth ministry.
But you know what I would say at the core, I just have always been about living a purposelife.
I think, you know, we all chase some sort of meaning and purpose for our life.
(32:17):
You know, and I remember I asked myself the question in college, had I been programmed orconverted and
I really came down to a decision for me.
looked at the person of Christ and I said, even though I'm operating by faith and maybewhen I'm dead and gone, it's all not exactly what I believe.
(32:39):
But I said, that's the person I want to be.
And so I just have always wanted to live a purposeful life, giving back and making adifference in the lives of other people.
And that's really what drove me.
And my gifting has just always been around teaching.
(33:03):
And so I love to pour into people day in and day out.
And even, you what I would say that when I lost Angela, you know, I resolved to bepurposeful.
I asked myself the question, is this going to, is this gonna defeat me?
Or am I going to grow from this experience?
(33:25):
And it came down to a choice.
And so I would say at the core, I just have always been about living a purposeful life andnot just existing on this earth.
I have a great fear of just being a person that exists and goes through the motion.
And that's what drives me.
(33:46):
Yeah.
That's very cool.
Yeah, super powerful.
And again, sorry for the loss.
I know that's been quite the journey.
But what a powerful testimony.
I've never heard it said that way, but that is so good.
Am I converted or programmed?
That is so true.
there's this journey.
remember at, mean, Steve and my brother remembers this too, probably 16 years old, me justkind of, because I grew up a pastor's kid.
(34:11):
and just having to make that same type of decision and looking into all the differentreligions that are out there.
it's just like, cause you are naturally, you're programmed because that's just how lifeis.
You grow up in your parents' home and you do what is around you and what nurture ishappening to you.
And so then you eventually get to your own walk and understanding of, why do I believewhat I believe?
(34:37):
That is really the key question that also ties it's a spiritual question, but it's reallya business question too, because it all flows together.
It's all connected, right?
It's not compartmentalized.
It's all connected.
But it's just like, why do you exist?
Why do you exist?
What's the purpose of your life?
And that transcends down to what's the purpose of your business?
(34:59):
And it's cliche to say, but it's the truth.
Every successful person will tell you don't chase
the accolades, don't chase the money, don't chase those things, chase the impact.
And it's because they've all come to learn.
What we've all come to learn with age is that those things fulfill, but very fleetingfulfillment.
(35:19):
And in the things you remember and you enjoy actually flows from something much biggerthan that.
And I've been challenging people lately to be like a six dimensional person.
And I frame it in like the six F's, which I think is, you know, essentially faith at thetop.
family, friends, fitness, finance, and then fun.
And fun is like your hobbies, but it's like you should be a six dimensional person.
(35:42):
But ultimately the more I've thought about that, you know, teaching in a way of going,Hey, how do you become a six dimensional person is with intentionality and you have to
have goals for each of those areas of your life.
But ultimately all of it flows from faith.
All of it flows from what have you decided to put your faith in?
for the meaning and purpose of your life.
(36:02):
And from that, that will dictate what you do with your family.
It will dictate what you do with your friends.
It will dictate what you do with your fitness and your financial fund.
That is what ultimately happens from where purpose comes from.
So just really, really powerful.
That's gonna stick with me, converted or programmed.
You're gonna hear me say that a lot now.
Amen.
Let's have the invitation.
(36:24):
All all come down to the front.
All of our backgrounds, did you grow up in the church, David?
I did, I did.
And my late wife, Angela, was actually a pastor's kid.
And I met Angela, her dad came to the church that we attended to be the pastor.
I met Angela when she was nine years old.
(36:47):
That's how long we had known each other.
like my wife and I.
My wife grew up in the same church, my dad's church.
Wait, really?
I've known her forever.
grew up there in Virginia, but obviously I'm up in Philly now.
Do you guys have missions friends?
We did have missions friends in our church.
Cause I don't know if they still have it today.
(37:09):
Cause my dad's still the pastor there, but Awanas.
you, did you go to Awanas?
They had Awana after I was older.
Yeah.
Yeah.
I went through the whole Awanas, which I appreciate that.
That was good.
Teach you that.
I came full circle.
mean, for, I don't know, have you listened to Wes Huff's and Joe Rogan's podcast?
You have, they're Wes Huff.
I'm just on this Wes Huff kick.
(37:30):
For anybody, he's everywhere.
But for anybody who feels they've been programmed and you want to actually go think about,you know, what you actually believe and what you think, go check out Wes Huff.
He's a great person to listen to.
Him and William Lane Craig are kind of my go-to people right now that I listen to a ton.
But yeah, it's been interesting.
So awesome, man.
(37:50):
Love it.
Great stuff.
David, before we do close out here, let people know how they connect with you.
Yeah, so you can reach out to me.
can go to, obviously go to realty.com and get connected with us.
But in addition to that, you can reach out to me at D as in David, camp, C-A-M-P atrealty.com.
(38:15):
So Dcamp at realty.com.
And love to get connected with you guys.
further and I really really appreciate you having me today this has been enjoyable so
we appreciate you coming on.
Make sure to connect with David.
Steven, how about you?
Yeah, we can hear you.
Yeah, we can hear you.
maybe the computer.
But yeah, David, thank you so much, man.
(38:36):
You're awesome.
And you guys, I'd love for you guys to follow our journey.
Follow us on social, know, Steven Acree and then Acree Brothers Instagram page.
Awesome.
Thank you all.
And thank you all so much for listening.
You can get all of those links mentioned, as well as the video and all of our episodesover at staypaidpodcast.com.
And if you enjoy this episode and want to show your support, head on over to Apple podcastor Spotify, drop us a five star review.
(38:59):
Do it on both go both places.
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Really, really helps out the show.
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was watching a YouTuber check us out on YouTube as well.
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if you do like the show and want to show your support, it's very easy to help out theshow.
(39:19):
You can also share this episode with somebody that you know, if you want to get hold of meor Luke, can email as a podcast at reminder media.com.
And of course, you can follow our journey as well.
We are at stay paid podcast on Instagram for this episode of stay paid.
I'm Joshua Stike and I'm Luke Acree and guys, my action item for you today is to thinkabout
you know, the data that you have, right?
You first think about your sphere of influence that you all have access to and applyinglike the strategies that we talked about specifically this debt strategy is really
(39:50):
interesting.
So I would have you guys go check out what David's doing over there because you can applyit there, but you can go deeper than that.
can, you know, go to looking at maybe these likely to move algorithms that are out there.
You can look at this whole inheritance algorithm.
We can put that link in there as well.
and the show notes, but what I really want you to do is think about your data and thinkabout how do you actually know who these people are deeper than what you do today because
(40:15):
you have their name, maybe their address, maybe their email address and phone number.
But you can go partner with companies like David here to get more data so you can see theproblems and pain points that your clients have so you can be of value to them.
And ultimately, this is a relationship based business.
And the way you build relationships with people is you have to have conversations withthem and you have to provide value for them so they know, and trust you.
(40:40):
So utilize the data to help you have those conversations for any clients of reminder mediathat listen to this, you get likely to move for free in your account.
you know, upload every name in your database, go see who's likely to move, use that dataas a reason to reach out.
Remember the difference between top producers and mediocre producers in every business istop producers take action, take action on that today.
Welcome to Stay Paid.
My name is Joshua Stike.
And I'm Luke Acree.
Before we bring on our guests today, we'd love it if you take a minute to subscribe toStay Paid over at Apple Podcasts or Spotify.
While you're there, drop us a review.
We will read it here on the show and make sure to subscribe to our YouTube channel, alsoyoutube.com slash reminder media.
You can get each and every new episode in video form from Stay Paid Podcast.
(00:35):
Our guest today returning as always, Steven Acree of the Acree Brothers Realty Team, thenumber one team voted and rated, voted and rated in Lynchburg, Did you just vote a bunch
of times, Steven?
You you just stood up, you created these bots just voting.
over the years, like we've really competed to do that.
And this last year, we ended up like placing and we did nothing for it.
(00:58):
we don't have to do anything to get this.
don't even know how it works.
Yeah.
That's campaign.
The parents years worked for it.
It's awesome.
And our special guest today is David Camp.
David is the CEO and founder of homescout and head of growth at realty.com with a deepindustry knowledge and years of experience, including both small companies and fortune 500
companies.
His focus and expertise is on helping agents and lenders engage consumers, developingstrategies to increase lead volume and conversion and retaining portfolio.
(01:27):
clients using AI and data intelligence.
David, welcome to Stay Paid.
Thanks for being here.
Pleasure.
It's my privilege to be able to be on with you guys today.
So thank you for having me.
I'm excited to talk to you, man.
You're also, we didn't mention it, but you're also a pastor of a church of 500 andgrowing.
So I love that.
I want to get into that a little bit because my dad's a pastor at workplace ministry,something that's near and dear to my heart.
(01:51):
Let's go start though with, you've been an executive in the industry, an entrepreneur inthe real estate industry.
What got you in to real estate?
But can you tell us more about like, what are you doing today exactly for the industry?
so I have been in the industry now for over two decades.
You know, it was actually completely by chance that I ended up in the industry.
(02:16):
I started my career as an industrial engineer and I ran quality systems for JVC.
And I met a gentleman by the name of Lloyd Dennison during that time that
As a young man, he chose to mentor me.
He left our company and he got involved in quote, the internet.
(02:41):
And he was putting homes online for large real estate companies here in Atlanta.
Companies like Harry Norman, Remax Greater Atlanta, Northside, some very large players inthis market.
His company grew quickly.
He had
65 % penetration in remacs for broker agent websites and CRM.
(03:06):
It was getting out of control and he said, I need a process guy.
And he called me on a Sunday afternoon and in 1999, I decided to leave corporate Americaand moved into the world of online real estate.
(03:28):
Been in it ever since.
Comstock Net Services.
We were then acquired by Fidelity National Financial.
Fidelity was a great time for me.
We were part of a publicly traded spin out called Finis, F-N-I-S.
(03:49):
Really got exposed to all things title, all things mortgage.
And that's where my expertise developed around
How do you triangulate title, mortgage and real estate leveraging technology?
And I became an expert at that and that has moved me throughout my career.
(04:10):
And so today with realty.com, our focus is essentially building, we built a national realestate portal, but underneath that,
We have a real estate brokerage, all 50 states.
We aggregate about 95 % of listing content.
(04:33):
And our model is really based on helping drive lead volume and conversions into largeteams and larger enterprise brokerages across the country.
And then as a part of that, supporting that,
(04:55):
I do a lot of work on the home scout side around data analytics.
So how do you append data, cleanse data, data hygiene, all of those things that give yougreater insight into consumers and where they're at in their home buying journey.
So that's how I ended up and where I'm at today.
(05:16):
Nice.
So we've been talking to you obviously about the data side, because one of the things thatwe're trying to do with Reminder Media is make it more convenient for our clients to be
able to pull MLS data.
And then we have a likely to move algorithm that I think I've shared with you that wetalked about.
Have you seen any success in the space with like, I'm calling it and categorizing itlikely to move, but let's call it propensity to list or propensity to buy.
(05:43):
Have you seen any
I'll call it magic sauce on how to look at data to try to get leads out of that data.
We do, we use a term called market of the moment, right?
As we know in real estate, especially at hyper local levels, there's always sort of shiftsin opportunity.
So you have a micro view, you drill down and understand the consumers in that marketplace.
(06:08):
But in general today, what we are seeing around opportunity is we have a debt crisis.
Consumer debt crisis continues.
to expose itself.
You have an increase in delinquencies around credit cards, auto loans.
And so one of the momentums that we're seeing today is working with our agent partners onhow to win listing opportunities.
(06:37):
There are individuals that are in market that have high equity, but they're dealing withexcessive debt.
What are their options?
And as a real estate professional, there are opportunities for you to engage and haveconversations to help these individuals financially.
(06:57):
They have equity.
How do I move?
Can I leverage my equity?
Should I sell my home?
Should I take a cash offer?
So it creates conversation.
And right now, that's the greatest point of momentum that we actually have.
in the marketplace today is identifying those people that are debt stressed, burdenedhouseholds, and how can the real estate professional help them move beyond the stress of
(07:27):
that debt.
That's super interesting because it plays into what we're doing, Stephen, with absenteeowners.
Same concept, but we don't have that data point of debt stress.
So you basically could tell us, David, here are all the people who own property they don'tlive in that have debt stress, and we could sort our leads essentially that way.
(07:52):
That's pretty amazing.
use a parameter called burdened household.
So we look at two things.
We typically can see, while you can't necessarily see credit scores, we monitor creditscore ranges and shifts in those ranges.
But in addition to that, a burdened household typically is a household that's greater than30 % of their income is going toward.
(08:22):
the maintenance and the home ownership around.
And so we're monitoring this public data, public data.
Yeah, yeah.
And we've got formulas and algorithms that we create to give us that insight, but itcreates a threshold that we call it a burdened household.
Yeah.
what's the sales cycle like timeline wise for those kinds of leads?
(08:44):
Do you have any data on that?
Yeah, it will vary, right?
Because you're dealing with some elements of that data may be public.
you're getting this data.
Some elements are within a 30-day period to a six-month period.
But we continue to stack that data so that we can look across the macro and the microtrends.
(09:11):
And then our real estate agents that are using that data
We really encourage them to get out of a transactional mindset You are developing yourmarket And there's a difference Going down a path of trying to chase a transaction is far
(09:33):
different than being the market advisor and Developing that market so we teach them tolook at the macro.
What are the trends in the market?
Therefore, how does that change your voice?
And so today, their voice is, I can help you with debt.
And you need to be speaking into that on the front end of that trend so that the marketthat you're developing recognizes you as that expert that can help them contend with the
(10:03):
problem at hand.
Yeah, that would be great for our retargeting, you know, we did basically.
How do you retarget them with videos?
Because people are going to listen to that if they're struggling.
That's the pain point is the debt.
Can you pull your mic up a little closer, Steve?
Because your mic's a little far away.
Sorry, David, didn't mean to cut you off.
you can begin, Steve, there to your point, that's where you can also begin to loop in yourlender partners, those, even the wealth managers, right, that can begin to speak.
(10:38):
You can bring other expertise as you're the voice for your market and begin to speak.
So that's kind of the market of the moment for us.
but we're constantly monitoring where those opportunities might be because your voice willobviously change with the market conditions.
(10:58):
And so that's a really significant component of what we like to coach to or train to isyou've got to be aware of the macro and the micro so that your voice is on point.
(11:19):
with where people are.
And you can get ahead of that.
You can see those trends, get ahead of that.
So that's what I mean by getting out of the mentality of just chasing a transaction.
It's developing your market.
How do you feed the micro to the real estate team?
So like I understand getting that data and how important the micro data is as opposed tothe broad vision of the macro data.
(11:45):
The problem always comes down to operationally how you feed that and get that to the agentso they can be on it, know, because of speed to lead.
think we go to, you know, big relationship oriented rather than transactional, but we'vegot to get to them quickly when we receive the data.
How do you,
manage that.
So today, what we're doing is one, I want to be clear is that we have made the decision tobe the data provider.
(12:15):
So we're, and with that data, we are then depending on the ability of that team and orreal estate agent to leverage the tools that they have.
to be able to take advantage of the opportunity.
So we're not trying to come in and be the CRM of the day.
(12:40):
We're trying to be the data provider.
Now with that, we're basically appending that data every 30 days.
So they're getting a fresh look every 30 days.
And then each of them, candidly, each of them have some process or some formula that theyare then using
(13:02):
And it includes, and I know you guys get this, but it includes like postcard campaigns.
What's my formula for postcard campaigns?
How do I drive people to proper content that's going to educate them?
And everybody has a little different sequence.
think why you see us really gravitating toward teams is that we have found teams toactually be
(13:29):
more sophisticated in their processes, consistent in their processes, and most of themalready having the technology in place to support those marketing action plans.
So what I'm thinking, Stephen, we should try, this would be interesting, David, if we buya list of that data, right, for our area, Lynchburg, and we basically, Stephen, if you
(13:51):
partner, because you have the mortgage company now, but maybe we get a financial advisorinvolved and we do a webinar and we invite them and go, do you have debts and want to
learn how to use your house equity to pay off your debt?
Attend this webinar.
Now, I don't know the regulations around that and what we'd have to look into thecompliance.
But I think we could probably drive people to webinars and that would be a really highintent lead.
(14:16):
And then at the end of the webinar, they can book a personal appointment with you or thefinancial advisor.
And then if that worked, I bet you could get the financial advisor to help chip in, to runthe ads, to drive people to that webinar.
then postcards to me are a no brainer, right?
We're already doing that.
Those ones are a no brainer.
And then ultimately too, think about this, Steven, we take that data,
(14:39):
and we scan it across our sphere of influence.
So we go sphere of influence and now we know who in our sphere of influence has a debtburden.
Those people we can reach out, we'd have to think about strategically how we do thiswithout being offensive, but reach out and basically give them a equity review of where
they're at and strategically put in our, you know, basically item of value to them.
(15:06):
hey, if you have ever thought about remodeling your kitchen or taking care of debt thatyou have, a lot of people don't realize that you can use the equity you have in your home.
And it's a way to basically get in and then you're educating at the same time of figuringout is there a potential listing here.
will happen there, what happens, there is this mentality today with a homeowner that,well, I've got a 3 % interest rate.
(15:34):
For example, why would I wanna refinance perhaps?
Well, yeah, it may move you to a six and a quarter, six and three quarter interest rate,whatever, 7 % interest rate, but the aggregate could mean,
If you were to refinance, eliminate the debt, then you potentially could save $1,200 amonth, right?
(15:57):
And you need an expert to help you walk through that particular process.
And the consumers think, well, I've got 3%, I need to stay here while they continue tofight this burden of debt.
And it'll pull out those opportunities.
yeah, that is a great angle.
Yeah, that's great because you're paying 18 % on your credit card.
(16:18):
Yeah, that's a great angle.
that burden.
And you know, as the real estate professional, you're helping them move forward in theirlife, which
it's a problem solver.
It's a problem solver.
Yeah.
And that's what I mean by market development.
You know, that's the, you can very much get in this transactional mentality and move awayfrom the concept of I want to do it.
(16:45):
Like in our market, for example, I'm in Atlanta.
Most of you guys are familiar with a Mark
And Mark did everything off of the cash offer.
And even though there are other cash offer systems, Mark,
has developed the reputation in the market and speaks to that need.
(17:06):
that's where we're trying to shift the mentality of the agents and the team leads thatwe're working with.
How are you developing that marketplace today?
And then we give them insight to get them to those people who have need and are mostlikely going to respond to that voice.
Like another little tidbit that I'll give you is,
(17:29):
Not only do we see stress around credit, stress around debt, but what we also noticebecause we track mortgage information with that is we notice that the people that have a
VA loan or an FHA loan tend to be those individuals that also are grouped in the aggregatearound having debt stress.
(17:58):
and decreasing credit scores.
so combining, now I can look at the market and I can be a voice to this specific group.
I've got a VA loan, I've got a declining credit score trend, and I've got equity, but I'mdebt stressed.
(18:20):
And so you really get into identifying those people who have the greatest need in themarket.
which allows you to be much more efficient with your campaigns and where you choose tospend your time and money.
Have you ever looked, sorry, go ahead Steve.
was just gonna ask on that because like the key here is just the broad how broad is thisgroup?
(18:41):
Because you're going to be putting a lot of effort into marketing and attention intomarketing.
So you have a percentage of people that are in a debt problem.
Just because like it has to be a big group in order for you to put this kind of marketingcampaign just like Mark Spain with a cash offer.
Yeah, yeah.
(19:03):
And so what we actually will do today when we go into a market, and we're typically, oftendoing this around masterminds, but I'll go in and do a review for those people that are
leading our team that leads the masterminds.
But, you know, we typically will see north of 30 % of people within a zip code have someform of debt stress today with equity.
(19:31):
with equity.
Yeah.
incredible.
We should run Lynchburg and then report back, you know, and like share, because we havethe ability to test marketing campaigns because we have reminder media.
So it's like we should report back and then say, okay, this is where we, what we saw.
So we can then go, this is how we got the data from you, David.
(19:51):
This is what we saw when we ran it.
That would be a pretty cool case study to do for everybody because the cash offer is thenew AVM.
Like in my mind, and this is just a play on that because that you see this with fellow andwhat Ryan Young is doing there with that company and what we've done with the absentee
owners that you had gotten from, forget who you were listening to Steven that in early on.
(20:17):
Mourn.
Yeah.
did, but, know, it's a popular thing.
Mark Spain, same thing, right?
Doing the same thing.
That's the new.
And then I'm thinking what's so interesting, like you guys close 25 deals in January,Steven, but 10 of them were circle prospecting.
And you go, well, this could make your circle prospecting that much more effective andrefined because now you target in that area that you're going after first, the debt
(20:43):
stressed people, you know, because
because you'll have to be good.
So like you really could own the marketing side of things.
But even if someone tried to compete with you, like it's going to be a very, you have tohave an efficient process to be able to help and provide that value proposition.
Like if we do this first in marketplace, yeah.
(21:05):
you are the financial planner, mortgage loan officer, you need the finance person, bothfrom probably a compliance standpoint, and then also just legitimacy, because you really
have to help these people, right?
That's the whole goal.
right.
That's right.
You've got to move them into the education component.
Yep, exactly.
Because if you think like Dave Ramsey, his show is so popular because there's so manypeople that are in debt and his baby step plan is so popular because there's so many
(21:33):
people trying to go that route.
And this just is a way to help people, but using the real estate angle, which you're theexpert of, right?
And so it's, I love that.
All right.
So I could spend all day going deeper there.
wanted to ask you just one more on the almost other end of the spectrum.
which is, you have any thoughts data-wise?
(21:55):
It's okay if you don't.
On like the senior population, and have you guys ever looked at your data and gone, hereare the people with all the money, and we've seen correlations between what they have and
where they're at in the movie, because I just feel the senior market, if we can get somedata on that, because I, my realtor here in PA, he actually focuses on seniors, but he's
(22:20):
also my realtor, but he's crushing it.
in the senior market.
And I just feel there's such a niche there that I want to get Acre Brothers into and thenother agents of my clients into.
Yeah, and the way that we've approached that in the past and the way we approach it today,we do a lot of work around, are there reverse mortgage prospects in the market?
(22:46):
But what you really see when you run that series of data, it's the same sequence, is youactually see individuals that are prepared for downsizing or
One of the recent projects that we worked on was a particular client that is building the55 and older communities.
(23:07):
And so we identified those consumers that fit a particular box, had equity, had been intheir homes for a certain number of years, loan types, et cetera.
And this particular builder had an entire program to transition them from their currenthome.
(23:28):
into the opportunity to build in this new 55 and older community.
And so those insights are between reverse or 55 and older communities.
Those are all the same data elements that you're typically pulling.
Okay.
(23:48):
Interesting.
Yeah, because what Brian and I are doing strategically, we're actually even going abovethat.
We're targeting the 55 plus communities because those people are moving into the assistantliving facility.
And our angle has been partnering with the elder care attorney in the assistant livingfacilities to get the referrals.
(24:12):
Yep.
trying to make a, we're trying to break in because it's the 55 plus communities wherethat's what feeds the assistant living facility in essence.
And Brian can sell that home with inside the 55 plus community, or at least where we'reat.
Um, and so it's like, I'm just thinking there's gotta be data out there that signifiesthis senior is about to make a move.
(24:37):
I just ha I haven't pieced it together.
You know what I mean?
But it's a mixture of gotta be.
yeah, that's a good point, but there is a component to that.
You know, when a consumer self identifies and they begin to part with email address, etcetera, and you know, there's mechanisms that then give you indication around intent.
(25:03):
So you can also start to attach intent and you will see those people that are, not only dothey have sort of the financial dynamics in place, but if they begin to opt into your
content as they're contemplating and you can then attach their email address to an IPaddress that then allows you to ultimately start to see what their search intents are.
(25:32):
you can begin to identify those people that come to the surface that are more likely tomove in that direction.
you can pair, my point there is you can pair intent with the financial dynamics that arein place.
(25:54):
Do you guys have database of like consumer data like life events or okay like credit cardpurchasing data or stuff like that?
Okay.
intent.
Our kind of claim to fame is between the elements of our business, we chase consumer datathat's available, public property data, and then obviously we have MLS data.
(26:26):
And when you combine those holistically, what's the view that it gives you?
And now you can come at it from the standpoint of a
individual, the person, or the property.
What insight do you get if you look at activity related to the property or what insight doyou get as you look at activity related to the property owner?
(26:48):
Okay, yeah.
Okay, so no, no, no, you're good.
if.
a lot of those techniques and learnings for our background came out of our time at Mr.
Cooper.
I was a part of a group.
We sold a company to Mr.
(27:10):
Cooper.
That asset is now a part of a tech group they have there called Zome.
But we had a lot of learnings that came out of portfolio.
loan portfolio retention techniques.
And what I've been trying to do since my time there is take those data elements and how doyou apply them to the general population that gives you better insight?
(27:37):
Because look, I've been in the league game a long time and it's hard.
And the only way you make it more effective and move the needle is you've got to appenddata and you've got to have hygiene.
processes in place if you're going to maximize the accumulation of the consumer data.
(27:58):
That's what we're trying to get to with Reminder Media right now.
We have a lot going on in the background tech-wise.
That is essentially the lead comes in from Facebook or the lead comes in from your sphere.
And we're about to show people all this extra data on their leads to try to give them asmuch ammunition.
Yeah, ammunition, essentially.
(28:19):
Because...
yep, I'm in agreement, yeah.
Yeah, that's what we're finding too, is that that helps you qualify.
It's very interesting because we know at a high level, the easy stuff is, if someone gotdivorced, if somebody, know, Divorced degrees, right?
Degrees.
Somebody is doing renovations on their home.
Like all the things we all know, common, proceed, you know, a person moving and stuff.
(28:44):
There's this really cool, I've got a buddy who, genius, he did it all based upon death.
And he's more in the financial space.
He helps some real estate agents, but he's crushing it right now in the financial space.
And they basically partnered with a company to get all the obituary data.
And so they know the obituary knows that someone passed away even a lot of times beforethe government databases will tell you.
(29:11):
And so he is like for speed to lead, Steven passed away.
Then he's, you know, essentially appending assets, asset data to Steven.
And then from there, you now know, okay, there's assets and he calls it asset, your wealthin motion, right?
There's wealth in motion happening.
So as a financial advisor or as a real estate agent, and we've tested some of his data.
(29:32):
Remember that Steve?
I mean, it's great stuff, but it's the same concept.
It's like taking a life event that happened.
And because of that, you now have a strategy that you can implement to see if you can gobe a value add to that person.
Yeah.
Well, and that's where, again, that's a market need and it's very real.
(29:54):
Like you could extend that even further.
mean, Luke, you know my story, having lost my wife, you know, over two and a half yearsago and suddenly and unexpectedly.
I today give a lot of time supporting
(30:15):
young widowers.
And so I'm a part of a ministry called Refuge Widowers.
And we primarily work with widows or widowers who have lost their spouses and they're lessthan 50 years of age and they have kids in the home.
Their needs are between financial advisor, between real estate decisions, like that's amarket segment.
(30:43):
that even extends beyond death, right?
You sort of have the death event, but now it's that individual that's having to contendwith the financial stress.
They don't know what to do.
They don't know where to go.
They don't know the best decisions to make.
And as a real estate professional, if you have a heart for those people, you can walk thatjourney with them.
(31:06):
Yeah, that's amazing.
I love that.
Tell us a little bit more.
I know we are coming to the end here, but I want to hear why are you a pastor at the sametime you're doing the whole business thing?
And you know, you have a church that's 500.
You saw it as a this sounds kind of bad, but distressed asset.
And you're like, hey, I can help this this church.
(31:26):
But how long you've been doing that?
Why did you get into that?
Yeah, so, you know, originally, when it came to ministry, my heart was youth and music.
So I spent primarily the first 20, you know, from 18 to, you know, 40, I did a ton ofyouth and music, worked a lot with FCA.
(31:51):
I played college baseball.
So I was always very much into
you know, speaking into the life of athletes and things of that nature.
So I was heavily involved in youth ministry.
But you know what I would say at the core, I just have always been about living a purposelife.
I think, you know, we all chase some sort of meaning and purpose for our life.
(32:17):
You know, and I remember I asked myself the question in college, had I been programmed orconverted and
I really came down to a decision for me.
looked at the person of Christ and I said, even though I'm operating by faith and maybewhen I'm dead and gone, it's all not exactly what I believe.
(32:39):
But I said, that's the person I want to be.
And so I just have always wanted to live a purposeful life, giving back and making adifference in the lives of other people.
And that's really what drove me.
And my gifting has just always been around teaching.
(33:03):
And so I love to pour into people day in and day out.
And even, you what I would say that when I lost Angela, you know, I resolved to bepurposeful.
I asked myself the question, is this going to, is this gonna defeat me?
Or am I going to grow from this experience?
(33:25):
And it came down to a choice.
And so I would say at the core, I just have always been about living a purposeful life andnot just existing on this earth.
I have a great fear of just being a person that exists and goes through the motion.
And that's what drives me.
(33:46):
Yeah.
That's very cool.
Yeah, super powerful.
And again, sorry for the loss.
I know that's been quite the journey.
But what a powerful testimony.
I've never heard it said that way, but that is so good.
Am I converted or programmed?
That is so true.
there's this journey.
remember at, mean, Steve and my brother remembers this too, probably 16 years old, me justkind of, because I grew up a pastor's kid.
(34:11):
and just having to make that same type of decision and looking into all the differentreligions that are out there.
it's just like, cause you are naturally, you're programmed because that's just how lifeis.
You grow up in your parents' home and you do what is around you and what nurture ishappening to you.
And so then you eventually get to your own walk and understanding of, why do I believewhat I believe?
(34:37):
That is really the key question that also ties it's a spiritual question, but it's reallya business question too, because it all flows together.
It's all connected, right?
It's not compartmentalized.
It's all connected.
But it's just like, why do you exist?
Why do you exist?
What's the purpose of your life?
And that transcends down to what's the purpose of your business?
(34:59):
And it's cliche to say, but it's the truth.
Every successful person will tell you don't chase
the accolades, don't chase the money, don't chase those things, chase the impact.
And it's because they've all come to learn.
What we've all come to learn with age is that those things fulfill, but very fleetingfulfillment.
(35:19):
And in the things you remember and you enjoy actually flows from something much biggerthan that.
And I've been challenging people lately to be like a six dimensional person.
And I frame it in like the six F's, which I think is, you know, essentially faith at thetop.
family, friends, fitness, finance, and then fun.
And fun is like your hobbies, but it's like you should be a six dimensional person.
(35:42):
But ultimately the more I've thought about that, you know, teaching in a way of going,Hey, how do you become a six dimensional person is with intentionality and you have to
have goals for each of those areas of your life.
But ultimately all of it flows from faith.
All of it flows from what have you decided to put your faith in?
for the meaning and purpose of your life.
(36:02):
And from that, that will dictate what you do with your family.
It will dictate what you do with your friends.
It will dictate what you do with your fitness and your financial fund.
That is what ultimately happens from where purpose comes from.
So just really, really powerful.
That's gonna stick with me, converted or programmed.
You're gonna hear me say that a lot now.
Amen.
Let's have the invitation.
(36:24):
All all come down to the front.
All of our backgrounds, did you grow up in the church, David?
I did, I did.
And my late wife, Angela, was actually a pastor's kid.
And I met Angela, her dad came to the church that we attended to be the pastor.
I met Angela when she was nine years old.
(36:47):
That's how long we had known each other.
like my wife and I.
My wife grew up in the same church, my dad's church.
Wait, really?
I've known her forever.
grew up there in Virginia, but obviously I'm up in Philly now.
Do you guys have missions friends?
We did have missions friends in our church.
Cause I don't know if they still have it today.
(37:09):
Cause my dad's still the pastor there, but Awanas.
you, did you go to Awanas?
They had Awana after I was older.
Yeah.
Yeah.
I went through the whole Awanas, which I appreciate that.
That was good.
Teach you that.
I came full circle.
mean, for, I don't know, have you listened to Wes Huff's and Joe Rogan's podcast?
You have, they're Wes Huff.
I'm just on this Wes Huff kick.
(37:30):
For anybody, he's everywhere.
But for anybody who feels they've been programmed and you want to actually go think about,you know, what you actually believe and what you think, go check out Wes Huff.
He's a great person to listen to.
Him and William Lane Craig are kind of my go-to people right now that I listen to a ton.
But yeah, it's been interesting.
So awesome, man.
(37:50):
Love it.
Great stuff.
David, before we do close out here, let people know how they connect with you.
Yeah, so you can reach out to me.
can go to, obviously go to realty.com and get connected with us.
But in addition to that, you can reach out to me at D as in David, camp, C-A-M-P atrealty.com.
(38:15):
So Dcamp at realty.com.
And love to get connected with you guys.
further and I really really appreciate you having me today this has been enjoyable so
we appreciate you coming on.
Make sure to connect with David.
Steven, how about you?
Yeah, we can hear you.
Yeah, we can hear you.
maybe the computer.
But yeah, David, thank you so much, man.
(38:36):
You're awesome.
And you guys, I'd love for you guys to follow our journey.
Follow us on social, know, Steven Acree and then Acree Brothers Instagram page.
Awesome.
Thank you all.
And thank you all so much for listening.
You can get all of those links mentioned, as well as the video and all of our episodesover at staypaidpodcast.com.
And if you enjoy this episode and want to show your support, head on over to Apple podcastor Spotify, drop us a five star review.
(38:59):
Do it on both go both places.
It's free.
It doesn't cost you anything.
Really, really helps out the show.
means a lot to us.
was watching a YouTuber check us out on YouTube as well.
And he was talking about how like how much the thumbs up
how much the like on the YouTube video does for the algorithm.
if you do like the show and want to show your support, it's very easy to help out theshow.
(39:19):
You can also share this episode with somebody that you know, if you want to get hold of meor Luke, can email as a podcast at reminder media.com.
And of course, you can follow our journey as well.
We are at stay paid podcast on Instagram for this episode of stay paid.
I'm Joshua Stike and I'm Luke Acree and guys, my action item for you today is to thinkabout
you know, the data that you have, right?
You first think about your sphere of influence that you all have access to and applyinglike the strategies that we talked about specifically this debt strategy is really
(39:50):
interesting.
So I would have you guys go check out what David's doing over there because you can applyit there, but you can go deeper than that.
can, you know, go to looking at maybe these likely to move algorithms that are out there.
You can look at this whole inheritance algorithm.
We can put that link in there as well.
and the show notes, but what I really want you to do is think about your data and thinkabout how do you actually know who these people are deeper than what you do today because
(40:15):
you have their name, maybe their address, maybe their email address and phone number.
But you can go partner with companies like David here to get more data so you can see theproblems and pain points that your clients have so you can be of value to them.
And ultimately, this is a relationship based business.
And the way you build relationships with people is you have to have conversations withthem and you have to provide value for them so they know, and trust you.
(40:40):
So utilize the data to help you have those conversations for any clients of reminder mediathat listen to this, you get likely to move for free in your account.
you know, upload every name in your database, go see who's likely to move, use that dataas a reason to reach out.
Remember the difference between top producers and mediocre producers in every business istop producers take action, take action on that today.
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