Stay Paid Podcast

Don't miss this one. It's a paradigm shift. What does a former CEO of Realtor.com, former Senior VP at Berkshire Hathaway HomeServices, and 40-year real estate legend think every agent MUST do to survive AI, lawsuits, and a consumer who now stays in their home for 12+ years? Allan Dalton — co-creator of the Certified Real Estate Consulting Network — returns to Stay Paid with Luke Acree to deliver a masterclass on redefining the agent's value in today's market. In this episode: • Why "past client" is the most dangerous phrase in real estate • The 5-part in-home consultation every agent should be delivering • Real Estate New Math: relational vs. transactional thinking • Why AI makes consulting — not advising — the new standard • The difference between a database and a client base • How to turn your sphere into your #1 lead gen system Certified Real Estate Consulting Network: https://certifiedrealestateconsulting.com Email Allan Dalton: allandalton@consultingmail.com Chat with Allan Dalton: 805-338-8796 Real Estate Influence by Allan Dalton & Chris Stuart: https://chrisstuartceo.com/real-estate-influence-the-book/

Quick question: how are you generating your best leads right now? In this live call-in episode of Stay Paid, Luke Acree, Josh Stike, and Acree Brothers Realty answer your most pressing questions on lead generation, time management, and the daily habits that build a lasting business. Topics Covered: • Why you should never buy leads — and what to build instead • Google Ads vs. Facebook Ads: which converts better and why • How to use YouTube to dominate local search in your market • The #1 mistake new agents make with their CRM (and how to fix it) • Why your 8:30–12:00 block should never change • How to track lead measures vs. lag measures so you stay encouraged • Why the squeaky wheel gets the grease — and why you need to ask Whether you're looking to grow your lead pipeline without buying lists, or you're a new professional trying to get organized and stay on track, this episode delivers proven frameworks you can put to work today. 📩 Get your question answered LIVE: remindermedia.com/ask

What does it take to go from answering phones as a receptionist to leading one of Georgia's top real estate companies to $3.8 billion in annual sales? DeAnn Golden — President & CEO of Berkshire Hathaway HomeServices Georgia Properties — joins Josh and Luke on Stay Paid to share the leadership principles, agent productivity strategies, and mindset shifts that built her empire. In this episode: • Why coaching transforms people when training only transfers knowledge • How to position yourself as a real estate financial consultant — not just a salesperson • The 2-calls-a-day strategy that builds deep client relationships and consistent business • The 3 interview questions DeAnn uses to identify coachable, high-character hires • Her 4 company core values and why "people first" underlies everything • The truth about the 87% fallout rate — and how to be one of the agents who stays DeAnn's website: deanngolden.com Follow DeAnn on Instagram: https://www.instagram.com/deanngolden/ Friend DeAnn on Facebook: https://www.facebook.com/deannbgolden/ Connect with DeAnn on LinkedIn: https://www.linkedin.com/in/deannbgolden

Two real business owners call in — and one of their stories is probably yours. In this live call-in episode of Stay Paid, hosts Luke Acree and Josh Stike take real questions from real business owners and deliver straight-talk frameworks on building referral-based businesses, re-engaging your database, and turning everyday connections into consistent growth. Whether you're just starting to build your referral network, trying to unlock the goldmine in your existing database, or looking for the right systems to take your business to the next level — this episode gives you the blueprint. Key topics covered: • How to stop "paralysis by analysis" and make decisions that move your business forward • The BNI (Business Network International) model and why it works for natural connectors • Gary Vaynerchuk's "jab, jab, right hook" approach to referral marketing • Why your existing database is a goldmine — and how to unlock it • The power of client events for database re-engagement and growth • The real ROI of Facebook and Google ads for real estate agents • Why profitability is the only true north star for small business owners Have a question for Luke and Josh? Submit it at remindermedia.com/ask or DM us on Instagram @staypaidpodcast Subscribe so you never miss an episode.

What does a 35-year veteran of real estate think about AI, private listings, and what it really takes to succeed today? Matthew Ferrara — real estate's industry whisperer — joins Josh and Luke on Stay Paid with zero fluff and total clarity. In this episode: • Why "list to last" is more relevant today than ever • How to use AI correctly — and the mistakes killing your authenticity • The truth about private listing networks and what they really mean for consumers • Why the golden rule should guide every real estate business decision • What Matthew would tell his younger self after 35 years in the industry Resources Mentioned: 📰 Matthew Ferrara's newsletter: alwaysinspiring.com 📲 Follow Matthew on Facebook: https://www.facebook.com/MFCompany/ 📲 Follow Matthew on Instagram: https://www.instagram.com/matthew_ferrara1/

Think print is dead? Think again. In this live call-in episode, Luke Acree and Josh Stike answer real questions from listeners — covering why print marketing still outperforms digital on emotional connection and ad recall, how to recruit and retain a team of 50, and how to actually know if your marketing spend is working. Whether you're in real estate, insurance, or any service-based business, this episode is packed with actionable frameworks you can use today. Topics Covered: • Why print marketing still delivers near-100% open rates • The USPS/Temple University study on print vs. digital ad recall • Recruiting strategies to build and retain a high-performing team • Direct response vs. brand-building marketing — and why you need both • How to calculate your cost of acquisition and lifetime client value • Why consistency beats everything — especially in a new market 📩 Get your question answered LIVE: remindermedia.com/ask 📺 Subscribe: youtube.com/remindermedia 📧 Email us: podcast@remindermedia.com 📱 Follow us: @staypaidpodcast

Most agents avoid working with buyers—but Adam Boxman built his entire business around them. With over 500 families served and 90% of his business coming from repeat clients and referrals, Adam has cracked the code: fewer showings, stronger systems, and a better client experience. In this episode, he breaks down how to create a "client machine" that filters out wasted time, builds trust fast, and turns every buyer into a lifelong referral source. 🔑 Key Takeaways Adam built a 90% referral-based business by focusing exclusively on buyers The average client sees only 4.5 homes due to a structured consultation process The "client machine" consists of CRM, consultation, and client experience Setting expectations early eliminates wasted time and uncommitted buyers Buyers value time-saving guidance more than endless home tours Tracking your numbers (homes shown, offers written) is key to improvement A strong consultation positions you as a trusted advisor, not a salesperson 🔗 Buyer Agency Pro: www.buyeragencypro.com ✏️ Sign up for his 4/9 webinar: https://stan.store/adamboxman/p/how-to-build-a-6figure-real-estate-business-j9ax1yz5 📲 Follow Adam on Instagram: https://www.instagram.com/adamboxman 📲 Adam's TikTok: https://www.tiktok.com/@adamboxman 📲 Adam's Facebook page: https://www.facebook.com/aboxman 📲 Adam's Linkedin: https://www.linkedin.com/in/adam-boxman-11436130/ 📺 Adam's Youtube channel: https://www.youtube.com/@AdamBoxman-xx1gk

Mary Kennedy Thompson, CEO of BNI, reveals the networking system responsible for generating over $27 billion in member-driven business. With a background in the Marine Corps and decades of leadership in franchising, Mary shares how "Givers Gain," discipline, and consistent relationship-building drive real growth. From scaling companies to billions in revenue to leading one of the world's largest business networks, this episode is a masterclass in leadership, networking, and entrepreneurship. Learn how to: Build a referral-based business that scales Use networking as a predictable growth system Lead with influence, not control Develop grit, discipline, and consistency Turn relationships into real revenue 🔗 Learn more about BNI: https://www.bni.com 🔗 Follow Mary on LinkedIn

The comeback story every agent needs to hear. Jacob McLaughlin went from having $30 in his bank account to closing $25M in real estate sales—and building one of the fastest-growing referral platforms for agents. In this episode of Stay Paid, Jacob shares the raw story behind his journey: cold calling through tax records, driving five hours for showings, walking dogs to survive financially, and ultimately launching ReferralMate, a platform now connecting over 12,000 agents nationwide. Learn about Jacob's journey: Jacob started real estate with no connections, no marketing budget, and only cold calling from tax records. After early success, a failed business venture left him with just $30 to his name. He rebuilt his career by doing everything possible—cold calls, social media, referrals, and long commutes for showings. Referrals became a key opportunity, which inspired him to build ReferralMate, now used by 12,000+ agents. The platform helps agents post referrals, apply for them, and manage agreements in one place. Successful referrals come from matching the right personality and expertise with the client. His advice for agents today: build referral networks, invest in social media, and take massive action. 🔗 Join ReferralMate: https://referralmate.co

What's the difference between agents who stay stuck and agents who scale? In this Stay Paid Q&A episode, we break down real-world questions from agents about generating better leads, farming the right neighborhoods, building a referral database, and hitting a $6M goal. The answer isn't flashy marketing—it's math, tracking, and intentional action. 🔥 Key Takeaways: You can't improve what you don't track—know your database size, referral rate, and conversion numbers. $6M in volume isn't complicated—it's 24 transactions at $250K average price. If 7% of your database moves each year, you need ~342 real relationships to hit 24 deals. Farming is a long-term branding strategy, not a quick lead play. Combine postcards (brand) with calls/door knocking (sweat equity). Most agents don't get referrals because they don't intentionally ask. ⁉️ Do YOU have a question you'd like us to answer on air? Send us an email at Podcast@ReminderMedia.com or shoot us a DM on Instagram https://www.instagram.com/staypaidpodcast

AI isn't the future — it's the present. In this episode, Rajeev Sajja, Chief AI Officer at BrightMLS, reveals that 61% of consumers are already using AI to evaluate agents — and nearly all of them find it helpful. He breaks down exactly how agents can show up in AI search by optimizing their bio, reviews, and content for Generative Engine Optimization (GEO). You'll also learn practical use cases for AI in listing prep, marketing, and data analysis — plus a simple 30-day challenge to build real AI skill fast. If you're not adapting to AI, you're falling behind. 🔑 Key Takeaways 61% of buyers and sellers use AI to evaluate agents — and nearly all find it helpful. AI search (GEO) requires optimizing your bio, reviews, and online profiles with consumer-focused keywords. The best AI use cases for agents: listing prep, listing descriptions, data analysis, and repetitive tasks. Prompting matters — use frameworks like PRIME (Role, Input, Steps, Expectations). "AI is the new UI" — voice and guided search will reshape how platforms work. Quality content (blogs, YouTube, public comments) improves AI discoverability. Take a 30-day challenge: spend 15 minutes a day experimenting with AI. 🎧 Real Estate AI Flash Podcast: https://podcasts.apple.com/us/podcast/real-estate-ai-flash/id1724020988 💼 Rajeev Sajja on LinkedIn: https://www.linkedin.com/in/rsajja/ 🔗 Wisprflow.ai: https://wisprflow.ai/?utm_source=dub.co&utm_medium=affiliate&utm_campaign=AffiliateProgram&via=rajeev-sajja&dub_id=frUdrZd80r6SAGGc 🔗 Listing Description Creator: https://chatgpt.com/g/g-dMibOufbw-reaif-listing-descriptions-creator 🔗 Agent Bio Visibility Optimizer: https://chatgpt.com/g/g-687e4fde4ac48191aa71be5a671951b5-agent-bio-visibility-optimizer 🔗 AI Answer Builder: https://chatgpt.com/g/g-6965a3dcd77481918c8985c7b27f8bb8-ai-answer-builder

If you feel invisible, you may not be touching your database enough. On this live call-in episode of Stay Paid, we tackle three powerful business challenges: burnout from doing everything yourself, why listings aren't selling (hint: it's not your marketing), and how to stay top of mind in a competitive market. From the "treadmill stage" of business to the hard pricing conversations most agents avoid, this episode breaks down practical strategies for leverage, buyer generation, and building referral momentum. If you want to grow without burning out, price listings properly, and create consistent touchpoints that drive referrals, this episode is packed with actionable advice. 🔑 Key takeaways: If you're burned out, you need leverage. It only comes from people or systems — and growth requires a leap of faith. Expect the hockey stick effect. Income may dip before it rises when you hire or implement systems. If listings aren't selling, check the price first. It's usually not a marketing problem — it's a pricing problem. Have harder conversations upfront. Pricing confidently saves months of stress later. Demand drives price. Price competitively to create traffic and momentum. Build a 26-touch cadence. Consistent communication beats random marketing. Top producers take action. They implement, adjust, and execute consistently. ⁉️ Do YOU have a question you'd like us to answer on air? Send us an email at Podcast@ReminderMedia.com or shoot us a DM on Instagram https://www.instagram.com/staypaidpodcast

Anthony Lamacchia didn't build a multi-billion-dollar real estate company by accident. Anthony has built one of the fastest-growing real estate organizations in the country—closing over $3.3B in volume and more than 6,000 transactions in a single year. In this episode of Stay Paid, Anthony breaks down why recruiting is the true engine of brokerage growth, how he evaluates acquisitions, and what agents must do to survive and win in today's market. From calling your sphere to building culture, producing leads, and communicating like a true leader, this conversation is packed with no-fluff advice for agents, team leaders, and broker owners who want real growth—not excuses. 📝 What you'll learn: Why recruiting is the #1 job of every broker owner The top criteria Anthony uses before acquiring a brokerage What causes acquisitions to fail (and how to prevent it) How producing company-generated leads changes agent retention Why most agents struggle with follow-up—and how to fix it The simple script for calling your sphere (without being awkward) How great leaders communicate so people actually listen What Anthony would do differently if he started over today 📲 Follow Anthony: https://www.instagram.com/ajlamacchia 🏠 Work with Anthony: https://www.lamacchiarealty.com/ 🧠 Crush it in Real Estate training: https://crushitinre.com/

When the market feels uncertain, buyers, sellers, and entrepreneurs often make the same mistake: they wait. In this Stay Paid Q&A episode, we break down how to guide clients through fear, why timing the market rarely works, and how entrepreneurs can prove product-market fit before taking on massive risk. From luxury product launches to real estate decision-making, this episode delivers practical frameworks around cash flow, emotional decision-making, CAC vs LTV, and why quality of life often outweighs perfect timing. 📝 Noteworthy topics: Why "waiting for the market" often costs more than it saves How to uncover the real emotional motivation behind buying or selling The danger of going retail before proving product-market fit Why direct-to-consumer is often the smartest early-stage business model How to think about CAC vs LTV when running ads Why cash flow—not profit—is what kills most businesses How to help clients make confident decisions during uncertainty Why building a bigger pipeline removes commission pressure How quality of life often outweighs financial optimization 👠 Shop with Cierra: https://www.instagram.com/societyshoesbycierra/ 📲 Follow Cierra: https://www.instagram.com/mscierra/ ⁉️ Do YOU have a question you'd like us to answer on air? Send us an email at Podcast@ReminderMedia.com or shoot us a DM on Instagram https://www.instagram.com/staypaidpodcast

Is AI about to replace real estate agents? According to Dave Garland—Managing Partner at Second Century Ventures—the answer is no. In this episode of Stay Paid, Dave breaks down why relationships still drive success, how technology should empower (not replace) agents, and what venture capital sees coming next for the industry. From mergers and acquisitions to AI, branding, and the future of real estate transactions, this conversation delivers a rare, insider perspective every agent needs to hear. 🧠 What You'll Will Learn Why real estate will always be a relationship-driven business How AI and technology should enhance, not replace, agents What mergers and acquisitions really mean for practitioners Why top agents thrive while others struggle The difference between building transactions vs. building relationships How technology creates leverage—but only with the right mindset What venture capital looks for in winning businesses Why trust, etiquette, and confidence are future-proof skills How to future-proof your business in a shifting market 📲 Follow Dave on social media: @dgarlandvc 🔗 Second Century Ventures: https://www.secondcenturyventures.com ⁉️ Do YOU have a question you'd like us to answer on air? Send us an email at Podcast@ReminderMedia.com or shoot us a DM on Instagram https://www.instagram.com/staypaidpodcast

Most agents think their leads aren't serious—but the truth is, they're just early. In this Stay Paid Q&A episode, the team breaks down why nearly every real estate lead requires long-term nurturing and how top producers stay consistent long enough to win. From qualifying motivation to setting better appointments, mastering follow-up, and using ReminderMedia as a conversation trigger, this episode delivers practical tactics and mindset shifts that can take you from sporadic deals to predictable growth. 📌 Here are the main takeaways: Why most real estate leads take 6–18 months to convert How to stop dismissing "looky-loos" and start nurturing future clients The importance of knowing your numbers as a sales professional Why motivation matters more than timing How to structure follow-up based on a buyer or seller's true motivator Why ghosting can actually signal a more serious lead How ReminderMedia magazines create non-salesy reasons to call clients Simple scripts to turn branding moments into real conversations How to ask for referrals without sounding pushy or desperate ⁉️ Do YOU have a question you'd like us to answer on air? Send us an email at Podcast@ReminderMedia.com or shoot us a DM on Instagram https://www.instagram.com/staypaidpodcast

"Use AI to build better relationships, not replace them." In this Stay Paid Q&A episode, agents call in with three of the most important questions in real estate today: how to break into commercial, how to use AI without losing trust, and how to convert intent-based leads with ads and follow-up. Luke and Josh share tactical advice on mentorship, networking, AI adoption, calling strategies, and why volume is the true separator between average and top producers. 💡Topics discussed: · Adding commercial real estate without abandoning residential · Sacrificing commission to gain speed and knowledge Focusing on what won't change (trust and relationships) since no one knows where AI is headed Using AI for listing descriptions, buyer personas, marketing plans Asking AI why it's recommending other agents and not you Why reviews, authority, and visibility matter in AI search Your biggest opportunity being to call people who open emails ⁉️ Do YOU have a question you'd like us to answer on air? Send us an email at Podcast@ReminderMedia.com or shoot us a DM on Instagram https://www.instagram.com/staypaidpodcast

"If you're trying to be for everybody, you're going to be for no one." Shannon Gillette shares how going all-in on authenticity, faith, and personal branding transformed her business and her life. From posting behind-the-scenes moments daily to openly sharing her faith, Shannon explains why trying to appeal to everyone actually repels the right clients. She also reveals the story behind launching the Awaken Summit, a faith-based real estate conference born from fear, obedience, and bold action. 💡 Learn about Shannon's Journey: From struggling solo agent to top Arizona team leader Why she chose video and social media over buying leads Posting daily life, not just listings, to build trust The danger of trying to be "for everyone" How faith became a core part of her brand Why sharing real life attracts the right clients Overcoming fear of judgment on social media Launching the Awaken Summit and her vision for a faith-based real estate conference 🎟️ Attend Shannon's Summit: https://www.awakensummit.com/ 📲 Follow Shannon on instagram: https://www.instagram.com/shannon_gillette/

"If you're going to build people, you must care more about their outcome than yours." Mark Perkins—founder of Pivot Realty Group—shares the truth most brokerages avoid: the real estate industry is broken, and most agents fail because no one tells them what the job actually requires. Mark explains how he built a 200-agent brokerage without traditional recruiting and why culture, leadership, and service—not tech or branding—are the true drivers of growth. Learn about: can 🔗 Connect with the Pivot Realty team: https://www.pivotrealty.com/ 🎧 Listen to Mark's podcast: https://www.thenecessaryentrepreneur.com/

Heather Corrigan—better known as The Hurricane—closed 80 transactions and $20M in volume while most agents were slowing down. From creating her own business hub to leveraging every deal into content and referrals, Heather proves that success isn't about perfect systems—it's about movement. If you want to dominate in any market, this conversation will light a fire. 💡Learn how she did it by: Not having a traditional team—leverages assistants, vendors, interns, and AI Creating her own networking group: The Hurricane Hub with 20+ business owners Focusing on community involvement Creating her brand: car wraps, tents, merch, door hangers & more! Using every transaction as content – videos, landing pages, & blog posts Having a heavy social media presence: Instagram, TikTok, & LinkedIn Sending ReminderMedia magazines to every past client (500+) Leveraging rentals, estates, 55+ communities, and investors 🔗 Connect with Heather: https://heathercorriganbergencounty.com/ 📲 Follow Heather on Instagram: https://www.instagram.com/heatherthehurricane1/ 🗣️ Follow Heather on Facebook: https://www.facebook.com/heatherthehurricane1