Stay Paid Podcast

Talking with the people in your sphere or circle of influence is one of the easiest conversations to have if you assume the proper mindset. In this Silver Dollar episode, we illustrate 3 tips for calling your sphere. The first eliminates the #1 reason why people find it so hard to call their sphere. The second enables you to have conversations you and they will enjoy. And the third removes all awkwardness when calling someone you should have called a long time ago. Be sure to check out our show notes at staypaidpodcast.com for more in-depth information and added details not included in the episode. Connect | Resources FREE e-book: Getting Started with Relationship Marketing 0:00 Introduction 0:56 Go into the call with the proper mindset 2:29 Have relational conversations: F.O.R.D. 5:09 What to say when you haven't called in a while 6:38 Calls establish familiarity; familiarity breeds trust 8:00 Don't be afraid to ask for referrals 13:36 Action Item

Johnny Nitafan may only be 21 years old, but his story and unbeatable drive to simply keep going will inspire anyone who's hit a bump in the road, or perhaps already crashed, and has thought about giving up. After numerous failures, Johnny is crushing it as an insurance agent, having written $125,000 in business in 45 days. During his interview, Johnny tells the incredible story of his journey. He also reveals his prospecting strategy and the massive action he continues to take to drive business. Most inspiring is his willingness to be vulnerable and share the details of the hardships he's endured to get to where he is today. Be sure to check out our show notes at staypaidpodcast.com for more in-depth information and added details not included in the episode. Connect | Resources Social media: Search JohnnyNitafan1 Podcast on YouTube: From Unknown to Unforgettable 0:00 Introduction 2:17 Johnny's backstory 7:22 Johnny's move into insurance 8:23 Preparation is key to door knocking and cold calling 9:28 Find the decision maker; persist with the gatekeepers 11:26 Prospecting activity 14:55 Strategy to recruit agents 16:46 The "10-in-play" prospecting strategy 19:49 A spin on the triple dial 21:06 Use of automation 22:29 Use of voicemail drops 23:53 Use of auto text platform 25:09 Advice for new insurance agents 28:16 Life lesson: Act as if . . . 35:32 Action Item

Hiring salespeople is one of the most important things business owners do. You need to make sure you put the right people in the seat because if you don't, then you've wasted precious resources and put the future security of your business at risk. Is there a way to be certain that the person you've decided to interview has what it takes when it comes to the close? In this episode, we share the four traits that have produced the best sales hires for our multi-million-dollar business. Be sure to check out our show notes at staypaidpodcast.com for more in-depth information and added details not included in the episode. Connect | Resources E-book: The Ultimate Rookie Year Guide. Help your new real estate agents get off on the right foot. Share this e-book with them and set them up for success. Lead magnet: Tailgating season is here! Download our free football tailgating pack, add it to your site as a lead magnet, and collect the email addresses of people who download it. Or, send it to the football fans in your sphere as a small gift to say thank you. The pack includes a printable checklist of essentials, four recipes for tasty tailgating fare, and a visual guide for grilling different meats. 0:00 Introduction 1:44 Do they have positive energy? 2:16 Energy is not volume 4:04 Can they hold a conversation? 5:26 Ask discovery questions 7:07 Do they have the drive? 7:38 Ask about their struggle 10:05 Do they have character, integrity, work ethic? 10:53 Ask revealing questions 13:59 Action Item

Jeremias "JMan" Maneiro crushed his first year in real estate with 43 transactions. How'd he do it? By door knocking, pursuing expired listings, and winning over FSBOs. During this week's Stay Paid interview, Jeremias shares his advice for prospecting and creating videos that have won him thousands of followers on social media. Listen and hear why adversity in the market can be a boon to the professional real estate agent, discover a killer move that blows away every FSBO objection, and find out the most important tip for shooting videos regardless of your experience. Be sure to check out our show notes at staypaidpodcast.com for more in-depth information and added details not included in the episode. Connect | Resources Website: com Social media: jmanspeaks 0:00 Introduction 1:13 Jeremias' backstory 2:00 Advice for agents during this market 2:59 FSBOs and door knocking tips 5:21 Staying in touch with clients 6:16 Advice for creating videos 8:55 Thoughts about social media platforms 11:10 Advice for struggling entrepreneurs 12:11 Jeremias' words to live by 13:49 Action Item

In 2004, Google implemented local SEO to give local companies a shot at competing with their national competitors. If a search indicated a geographic intent such as a search for a real estate agent, restaurant, roofer, plumber, or doctor, Google and other top search engines made local results more visible to users. In today's Silver Dollar episode, we're talking about why local SEO is important to your business, and how you can optimize your Google business page so that you rank as high as possible to get featured in the Google Pac. Be sure to check out our show notes at staypaidpodcast.com for more in-depth information and added details not included in the episode. Connect | Resources Blog: How Agents Can Increase Brand Awareness with Local SEO 0:00 Introduction 1:06 Why local SEO matters 1:46 What local SEO is and how it works 3:28 Create a Google business page 4:33 3 ways people will find your business 6:03 Optimize tip #1: Primary business category 6:28 Optimize tip #2: Include keywords 7:50 Optimize tip #3: Additional categories 8:29 Optimize tip #4: Keywords in customer reviews 10:50 Optimize tip #5: Have a complete profile 11:49 Optimize tip #6: Make your N.A.P. consistent 12:50 Compare and search your Google page 14:16 Action Item

We're super excited because not only is this Silver Dollar episode of Stay Paid airing on Halloween, it's also our 400th episode! Today, we discuss the four critically important and most lucrative groups of people you need to be calling right now and before the holidays to stand out, reconnect, and set the tone for future calls and business in the coming new year. Be sure to check out our show notes at staypaidpodcast.com for more in-depth information and added details not included in the episode. Connect | Resources Download all of our FREE CALL SCRIPTS when you click here. 0:00 Introduction 2:14 Group 1: Prospects 3:02 The best mindset for calling prospects 3:52 The numbers don't lie: Baylor U study 4:40 Tip: Call old leads 5:22 Best times to call 5:51 Tip: Watch cold calls on YouTube 6:39 Group 2: Past clients 7:19 Why you must ask for referrals 8:21 5 reasons to call past clients 10:03 Group 3: Vendor referral partners 10:48 How to identify vendor referral partners 11:54 Group 4: Sphere of influence 12:41 The best mindset for calling your sphere 16:28 Action Item

Some of the most critical information you can have about your industry and your own local market is what your competitors are doing. After all, if they're pulling prospects away from you, then you'd like to know how they're doing it so you can plan your counteroffensive! In today's Silver Dollar episode, we're describing 6 awesome tactics you can use to spy on your competition to figure out what marketing strategies are working for them, and then use the same to your own advantage. Be sure to check out our show notes at staypaidpodcast.com for more in-depth information and added details not included in the episode. Connect | Resources Ahrefs Backlink Checker Meta Ad Library (aka Facebook Ad Library) Similarweb 0:00 Introduction 1:20 Meta Ad Library: see Facebook ads 0:00 SimilarWeb.com: tons of info on company, web traffic, audience interests, channels 0:00 YouTube ads: save and study ad videos 9:07 Get retargeted 9:32 Check backlinks 11:09 Additional grassroot efforts 13:02 Action Item

This week, Sean Carpenter joins the Stay Paid pals to discuss the changing real estate market, the various ways agents can effectively reach out to their clients, and what goes into building a high level of trust among clients and prospects. Hear Sean talk about why the clients you've served in the last 12 months (LTM) are your best source of new deals and commissions, how to promote the six channels agents in today's environment must use to stay in front of their audience, how to use a simple formula that will ensure you have 420 touches with clients every month and with minimal effort. Be sure to check out our show notes at staypaidpodcast.com for more in-depth information and added details not included in the episode. Connect | Resources Instagram: @seancarp Blog: carpscorner.net Website: SeanCarpenter.com 0:00 Introduction 3:02 Sean's backstory 4:51 Practicing the basics 7:15 Advice to agents in a changing market 9:17 The 6 channels of communication 12:53 Easily implement 6 channels of communication 15:05 How many touchpoints is recommended 17:13 The 6 channel challenge = 420 touches 19:20 How to keep touchpoints organized 22:19 Think relationally, not transactionally 25:34 Length of time it took to build these habits 29:54 The Attention Economy 31:08 The 3 Cs of building trust 32:59 Sean's principle to live by 36:12 Action Item

You know how important building a rapport with a potential client is—fail at this, and the chances of moving forward are close to none. And critical to being able to build a good rapport is making a positive first impression. In today's Silver Dollar episode, we share information we've gathered about how first impressions work in the brain, what people are judging in those first moments of meeting you, and the seven aspects of your body language that you can monitor and adjust to make a great first impression. Be sure to check out our show notes at staypaidpodcast.com for more in-depth information and added details not included in the episode. Connect | Resources Article: Why First Impressions Stick: And What You Can Do About It 0:00 Introduction 0:43 Instant likeability 1:42 The triune brain 3:07 Why first impressions stick 5:44 Tip #1: Adjust your attitude/facial expression 6:46 Tip #2: Stand tall 8:45 Tip #3: Smile slowly 9:20 Tip #4: Make eye contact 9:46 Tip #5: Active listening 10:44 Tip #6: Lower your vocal pitch 11:48 Tip #7: Shake hands 14:13 Action Item

Receiving gifts is something that many clients expect around the holidays—we're simply conditioned to it. But it makes it hard for a business to stand out, which is a big part of why organizations send gifts in the first place. In today's episode, we're speaking with John Ruhlin, author of Giftology, about how you can use meaningful gifts to build strong relationships and leave lasting impressions that the deep pockets of Goliath-size companies can't touch. Be sure to check out our show notes at staypaidpodcast.com for more in-depth information and added details not included in the episode. Connect | Resources Giftology: The Art and Science of Using Gifts to Cut Through the Noise, Increase Referrals, and Strengthen Client Retention 0:00 Introduction 2:09 John's backstory 4:01 The lesson that changed John's life 7:15 Systematizing the unexpected 12:03 The follow-up strategy 16:02 Gifts are strategic investments 18:15 Recommended frequency for giving gifts 18:44 The power of the meaningful gift 21:09 Why food is the worst client gift 24:45 Your gift-giving budget and why it's worth it 28:10 The rationale and ROI of employee gifts 32:05 Who gets what? Playing favorites 34:34 How long do you keep sending gifts? 37:23 John's advice to younger John 40:43 Action Item