Stay Paid Podcast

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

It's so easy for those who work on commissions to focus on what's important to them: making the next sale, pushing the features and benefits, and overcoming objections. It's also easy to understand why it happens: making the sale is what pays the bills. But as we discuss how to build rapport with leads and prospects, the key to making more sales is to stop thinking about making the sale. In today's Silver Dollar we talk about four ways you can tactically build rapport with your audience and start them down the path of knowing, liking, and trusting you. 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 Recordings: Live Calls with Leads featuring Stephen Acree (from our Facebook Ads Service) 0:00 Introduction 1:35 Tip 1: Match and mirror 3:26 Tip 2: Listen actively 5:26 Tip 3. Focus on needs 7:27 Tip 4: Find common experiences 10:47 Action Item

Many professional real estate agents start their careers by joining a team. After a few years, they might build their own team. Typically, these agents are associated with big-box brokers. This week's guest is Tim Garrity, and he took a different route. Tim wanted to run things his way. Listen to the episode and discover: The strategy Tim used to build his client base and grow from 10 to 40 agents and $10M to $40M in volume, the 3 steps he takes to ensure agents can be productive and accountable, and the distinctive content strategy he's been using since the beginning to generate leads. 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: The Only 3 Real Estate Content Ideas You'll Ever Need 0:00 Introduction 1:55 Tim's backstory 4:14 What were the early years like? 7:41 Why did you decide to become a broker? 10:39 What is your strategy for recruiting agents? 12:44 What does every new agent need now? 15:18 How do you hold your team accountable? 18:37 How do you get the leads for your team? 23:38 Why start a brokerage rather than join existing company? 26:48 How do you coach agents through failure? 28:42 Do you have a principle you live by? 32:40 Action Item

Today, we're sharing a story about what happened at our company, ReminderMedia, a while back and how Luke (our president) missed a few things about leadership that quickly led to 17 salespeople quitting. If you can take something valuable away from our story, then airing our dirty laundry will have been worth it. When you listen, you'll discover the 4 pillars of leadership leaders must uphold to earn the respect and allegiance of their followers and move their businesses forward, why a leader's vision is doomed to fail if followers don't get an answer to one important question, and the one thing leaders most often fail to do because they lack internal integrity. 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: Here's How to Prepare Your Salespeople for Leadership Roles [Updated] Your Very Own Professional Publication: remindermedia.com/branded-magazines/ 0:00 Introduction 0:10 Two big announcements 2:30 Backstory to the hard lesson 3:28 The challenge to our company vision 5:55 Pillar 1: Set a vision 6:46 Pillar 2: Inspire people to the vision 9:46 Pillar 3: Walk the walk 11:06 Pillar 4: Hold yourself and your people accountable 13:40 The takeaway 16:32 Action Item

John G. Miller, the author of QBQ!: The Question Behind the Question and this week's guest on Stay Paid, reports that the #1 problem facing corporate America—according to the people in corporate America—is a lack of personal accountability. However, the real problem (as John sees it) is that very few people associate the word personal in personal accountability with their own person. Seems that whatever the problem, it's always someone else's fault. Well, it's not—this time, it really is about you. 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: QBQ.com Book: QBQ!:The Question Behind the Question Book: Flipping the Switch: Unleash the Power of Personal Accountability Using the QBQ! Book: Raising Accountable Kids: How to Be an Outstanding Parent Using the Power of Personal Accountability We are a participant in the Amazon Services LLC Associates Program, an advertising program designed to provide a means for ReminderMedia to earn a small fee by linking to Amazon.com and affiliated sites. 0:00 Introduction 1:43 John's backstory 3:46 Accountability and the 3 traps 5:58 The most common trap 7:31 The prompt for the QBQ method 9:32 QBQ catches on 10:57 A lack of corporate accountability | The Quiet Resignation 12:30 The first myth of accountability 14:11 The second myth of accountability 17:54 How to operationalize QBQ | The methodology 20:54 A notable success story 23:20 About the book Raising Accountable Kids 25:01 Books with impact 28:46 Action Item

When you consider that 70% of consumers use the business they think of first, you quickly realize that it's imperative for service professionals in all types of industries to do what they can to mitigate the risk of being forgotten. In this episode, we briefly talk about how memory and forgetting work, and then go through 7 traits and behaviors that researchers say will make you more memorable. 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: The Science of How to Be a Memorable Service Professional Free E-book: The Relationship Marketer's Guide to Branding TIMESTAMPS 0:00 Introduction 1:13 What is memory? 1:54 Why do we forget? 3:38 #1: Optimism 5:18 #2: Reliability, trustworthiness, responsibility 6:29 #3: Tenacity 7:33 #4: Self-confidence 8:16 #5: Respectfulness 9:07 #6: Interpersonal connectedness 9:47 #7: Resilience 12:27 Action Item

Brock Johnson is a 7-figure, 25-year-old entrepreneur who cohosts a top 10 business podcast, offers multiple social media courses, and helps thousands build their businesses with limited time and money. It seems like there is always something new to learn about Instagram and how to grow your following, and Brock selflessly shares tip after tip of pure gold, including: how he got 35,000 new followers in just 30 days, a crazy tip for repurposing content that is soooo good, and advice—shared here for the first time—that can get you viral status. 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 and all social media platforms: @brock11johnson TIMESTAMPS 0:00 Introduction 1:45 Brock's backstory 4:20 Great strategy for recording content 5:39 Repurposing content 8:10 Attracting followers: Explorer Page, saves, shares 10:05 Including a CTA: experiment 14:24 2 key tips to get on the Explorer Page 18:43 Long or short captions? 20:35 How often should you post? 21:33 Stories vs. Reels | Documentation vs. creation 24:01 Instagram's collaboration feature 26:10 Instagram's pin feature 28:40 Ideas for hooks 31:49 What's the next big thing? 33:12 Comparing the value of followers 35:13 Brock's favorite quote 36:49 Brock's words to live by 36:49 Action Item

In addition to being a highly successful real estate agent, Ed Stulak has made a name for himself as a powerhouse social media marketing master. Since the beginning of the year, he's closed 113 transactions primarily sourced from Instagram. As part of our Real Estate Leaders series, we ask Ed for his opinions on where the real estate market is headed, how agents should be adapting to its changes, what causes so many agents to fail so quickly, and what can be done to slow the bleeding. 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 Connect with Ed on Instagram and all social media: @edstulak 0:00 Introduction 0:58 Ed's backstory 1:37 Where is the industry headed and how should agents adapt? 3:18 What is the most neglected marketing strategy? 5:52 Why do agents fail so early in their careers? 7:17 Thoughts about realistic expectations and needed training 9:21 Should agents start solo or join a team? 10:51 What do you wish you knew before you started in real estate? 14:17 To what do you attribute your success? 17:33 Action Item

You might consider direct response marketing and branding to be two sides of the same coin—and you wouldn't be wrong. But do you know when to use which strategy? And why? In today's Silver Dollar episode, Luke and I discuss the differences between these distinct marketing strategies and when you might lean more heavily on one versus the other. 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: The Relationship Marketer's Guide to Branding Special offer: staypaidpodcast.com/offer 0:00 Introduction 0:43 Fast money vs. big money 2:07 Direct response marketing: defined and explained 3:05 Examples of direct response marketing 3:36 Tangible vs. intangible ROI 4:20 Typical ROI of direct response marketing 6:07 Branding: defined and explained 7:05 Examples of branding 9:19 5 steps to building a brand 10:27 Benefits of branding 11:24 When you are your brand 14:05 Action Item

When Jay Falconio was hired by Remco Insurance Services to oversee operations and human resources, he was instructed to grow what was essentially a mom and pop commercial insurance business. Jay had transitioned from a career in hospitality, and he didn't know a thing about his new industry. But he knew about people and how to treat them well, so, Joe did what he knew best. He found local talent to whom he gave time, attention, and guidance. He got to know employees as people outside of work, and they, in turn, bought into the culture at Remco. Listen and discover what it looks like to treat your employees and customers as if they were family and how you can balance accountability with caring. 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 Call Jay direct: 267-346-0202 Social media: @remcoinsuranceservices Blog: Get to Know Your Clients with the F.O.R.D. Method Blog: The Science of How to Be a Memorable Service Professional Book: Giftology: The Art and Science of Using Gifts to Cut Through the Noise, Increase Referrals, and Strengthen Client Retention We are a participant in the Amazon Services LLC Associates Program, an advertising program designed to provide a means for ReminderMedia to earn a small fee by linking to Amazon.com and affiliated sites. 0:00 Introduction 1:05 Putting the "P" in persistence 2:34 Jay's background story 5:13 Growing a small company 6:37 Building a family-like company culture 8:42 Finding employees that fit a culture 10:57 Offer security to attract employees 12:55 Benefits of niche job positions 14:54 Balance accountability with family-like culture 19:12 Marketing a small business 25:57 Jay's routine and words to live by 25:12 Action Item