Stay Paid Podcast

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

You're closer to a breakthrough than you think. Luke and Josh coach three very different agents through three very real problems. Jean asks how to recruit agents to her small brokerage, Naquata wants to know how to make the most of 20–25 hours a week as a part-time agent, and Stefan calls in after burning through his savings with one month left to survive. Stay Paid hosts breaks down recruiting funnels, sphere-first strategy, activity levels, masterminds, prospecting blocks, and what it actually takes to break through when you feel like quitting. If you're growing, rebuilding, or barely hanging on, this episode will meet you where you are. Key Takeaways: What to do when you're struggling to recruit agents Mentorship is good but not unique — every broker claims it Create a recruiting funnel the same way agents create a sphere funnel The 3 E's of agent content: Education, Entertainment, Endearmeny Your 100-person sphere is the foundation — call all of them 65% of listings and 56% of buyers come from relationships Every hour must go to: Prospecting, Sphere, Open Houses, Conversations You must track actual conversations, not just time spent Schedule 4 hours/day of phone time Ask sphere for referrals TODAY Success = increased intensity + structure + accountability ⁉️ 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

He used this CMA strategy to list $11M in 90 days. In this new Stay Paid interview, Jimmy Burgess, The Chief Coaching Officer At Berkshire Hathaway HomeServices & HomeServices of America, reveals the three strategies every agent should execute in 2026—and they're simpler than you think. He breaks down why you should buy lunches instead of leads, how a weekly "Deal of the Week" email reactivates your database, and why unsolicited video CMAs remain one of the most profitable activities in real estate. You'll learn about: Jimmy framing his approach using John Maxwell's Rule of 5 Why you should 'Buy Lunches, Not Leads' Sending 'Deal of the Week' Emails MLS-based outreach ideas (price drops, nearby sales to spark conversation) Unsolicited Video CMAs Jimmy returning as Head Coach at Berkshire Hathaway Why legacy and helping agents do more deals fuels his mission ▶️ Checkout Jimmy's YouTube Channel: http://www.youtube.com/@JimmyBurgess 📲 DM Jimmy on Instagram: https://www.instagram.com/jimmyburgess_/ 🚨 Stay updated on real estate news: https://www.inman.com/

Real estate school teaches square footage, contracts, and math… but almost nothing about how to actually build a career. In our latest episode of Stay Paid, we sit down with Jenifer Morin, author of Beyond the Sale, who shares the real-world skills agents need to build a lasting career. From calendar discipline to lead generation, mindset to capacity, Jenifer breaks down the exact habits that separate top producers from everyone else. ⭐️You'll learn: Why most agents fail within the first 5 years How to structure your day for success Why your calendar is the best predictor of income The truth about treating real estate like a career How to avoid burnout and find your true strengths If you want stability, income, and longevity in this business, this episode is a must-listen. 📖 Order Jenifer's Book - Beyond the Sale: Unlocking Your Full Potential as a New Real Estate Agent 📲 Connect with Jenifer on Instagram & Facebook: Rookie RE Agent 📩 Email Jenifer: jenniferm@remax.net

You're not selling them DOWN—you're selling them UP to the real price! In this Stay Paid Q&A episode, Luke, Josh, and Acree Brothers Realty answer real agents' biggest challenges—including how to handle a seller who overpriced their listing and now blames the market. You'll learn the exact script to reset expectations, how to relaunch a listing without losing the client, and what to include in a high-energy marketing plan. You'll also hear advice on how to follow up without sounding salesy and how to use items of value to make conversations feel natural—not forced. Plus, a deep dive into where AI actually fits into your business today. You'll hear advice about: How to talk to sellers who demand unrealistic pricingWhy you're actually "selling them UP" to the correct priceHow long overpriced listings hurt momentum and perceived valueLuke's "Call to Say Hello" script + FORD framework (Family, Occupation, Recreation, Dreams)How to use items of value (magazine, equity reports, contractor lists) to make follow-up naturalWhy niche messaging works better than "we help everyone"Why personal social profiles outperform business pagesLeveraging pastors, partnerships, and email marketing 🏠 Try the Listing Launch App and use Promo Code STAYPAID: ListingLaunch.app ⁉️ 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