Stay Paid Podcast

Our minds are incredibly powerful. For example, a simple change to your mindset can significantly affect the outcome of a situation and, ultimately, your place in life. Professor Carol S. Dweck of Stanford University was the first to describe the differences between a growth mindset and a fixed mindset, and her research explains why some people fail and others succeed. We examine these opposing mindsets, explain how you can tell which one you tend to operate with, and how to take action and make needed changes. You can get more in-depth information and added details not included in the episode from our show notes. Visit www.staypaidpodcast.com. Connect | Resources Mindset: The New Psychology of Success by Carol S. Dweck, PhD 0:00 Introduction 1:02 Would you hire for mindset or skill? 2:01 Beliefs about abilities and change 3:03 Beliefs about results 3:22 Beliefs about the unknown/challenges 4:00 Beliefs about feedback 4:23 Beliefs about others' achievements 5:36 Findings from neuroscience 6:34 Is one mindset right and one wrong? [Golden Nugget] 8:37 Is mindset the result of nature or nurture? 9:34 Six actions

Before he joined ReminderMedia, Andrew Saska was the head of corporate finance for the largest Tier 3 broker-dealer in the country. Today, he is our vice president of financial services and the best there is at nurturing relationships, connecting people, and closing the big deals that take years to put into place. This week on Stay Paid, we ask Andrew to share his wisdom on topics ranging from how to get leads to what principals need to do to plan and execute an exit strategy. Remember you can always get more in-depth information and extra details not included in the episode from our show notes. Visit www.staypaidpodcast.com. Connect | Resources Connect with Andrew on LinkedIn or call him at 484-804-2963 0:00 Introduction 2:37 Different types of salespeople 3:30 Andrew's business bio 5:11 What are the first 3 things you recommend a new advisor do? [Golden Nugget] 9:09 What lesson can you teach someone now that would normally take years to learn? 11:14 You MUST niche down [Golden Nugget] 13:05 What are advisors telling you is their biggest challenge? 15:21 What lead generation strategy do you recommend to advisors? 18:47 What makes the difference between advisors who succeed and those who don't? 21:34 As part of a succession plan, how do you ensure that clients stay with the new principal? 23:33 How to take advantage of the largest wealth transfer in history? 25:14 If you could only listen to one other podcast, what would it be? 27:17 Action Item

It's the question that every agent eventually asks themselves . . . should I join a team? While we do have a bias (especially when it comes to newer agents), in this episode we lay out the pros and cons of working with a team that we've heard from agents for nearly 20 years. You can get more in-depth information and added details not included in the episode from our show notes. Visit www.staypaidpodcast.com. Connect | Resources Take our Listener Survey - https://remindermedia.com/podcast-survey/ 0:00 Introduction 0:52 Pro: You have access to more experienced mentors 2:16 Pro: You get leads and an in-place system 4:45 Pro: You get team accountability, motivation, and standards 6:24 Pro: You might have a better work/life balance 7:17 Pro: You can focus on what you prefer to do 8:22 Con: You're beholden to the team's success and brand 9:34 Con: You will split your commission 11:16 Con: Your goals may not align with the team's goals 13:52 Action Item

If you've been listening to Stay Paid for a while, then you've heard me mention my brother Stephen. He's a broker-agent and, at the end of 2021, four of his best agents walked out on him. Kudos to his courage, because Stephen shares why things went wrong and how easy it would be for other broker-agents to make the same mistake; how he got himself out of a full-blown pity fest; the marketing strategies he used to complete 320 transactions in spite of what happened; and the easy script he uses to get cold calls to give him the information he needs. - Luke You can get more in-depth information and added details not included in the episode from our show notes. Visit www.staypaidpodcast.com. Connect | Resources Email: stephen@acreebrothersrealty.com Instagram: @acreebrothers Phone: 434-607-2976 Free webinar + resources: The #1 Lead-Generating Facebook Ad to Run in 2022 - https://bit.ly/3M6FCc8 0:00 Introduction 2:41 Stephen's business bio 3:05 What happened that you lost 4 agents? 5:12 How did you get over that? [Golden Nugget] 7:28 Where in the business did you focus to recover? 9:51 What is the vision now? 10:41 What is your marketing strategy now? 12:35 How are you growing awareness among the people in your farm? 13:45 The Halo Effect: Benefit of reaching out to farm 15:25 What have you seen from running Facebook ads? 17:39 What is your script for following up on Facebook ads? 23:33 How do you find out a lead's motivation level? 25:23 Dissecting the value proposition in the script 26:18 Tip for following up: Don't show all your cards [Golden Nugget] 28:18 How do you overcome the reluctance of calling internet leads? 32:07 Advice Stephen would give to an agent looking for success 35:59 Action Item To learn how to generate more referrals and repeat business, visit: www.remindermedia.com

Bad habits come in all shapes and sizes, but one thing is consistent about them—we are constantly wishing that we could change them. Even when we know that what we habitually do is frustrating our chances of succeeding, we often fall back into the same old routines that lead us nowhere. In this episode, the Stay Paid pals talk about where habits come from, the pattern that all habits follow, and how you can replace bad habits with better ones. You can get more in-depth information and added details not included in the episode from our show notes. Visit www.staypaidpodcast.com. Connect | Resources FREE Pop-By Tracking Sheet to help you maximize the efficiency of your springtime door knocking. - https://bit.ly/3xagxsf 0:00 Introduction 0:41 The difference between habits and discipline 2:36 Where habits come from 2:59 The pattern of forming habits 5:57 How to disrupt a bad pattern 6:25 Discovering the trigger; boredom, dopamine, and environment 8:13 An explanation of dopamine detoxing 9:11 How to reduce your dependency on dopamine 11:47 Summary 12:40 Action Item

So many agents fail in their first few years in business because they make some of the common mistakes that derail real estate entrepreneurs time and time again. In this episode, we expose the 5 worst mistakes every agent must avoid (and why it can sometimes be so hard). You can get more in-depth information and added details not included in the episode from our show notes. Visit www.staypaidpodcast.com. Connect | Resources How to Build an Effective Contact Database in Under 5 Minutes - https://bit.ly/37npymW Free e-book: Guide to Cold Calling - https://bit.ly/3r4pOOH 0:00 Introduction 1:35 Agents don't take the time to build and manage a contact database 3:44 Ideas for getting contact information for your database 4:17 Agents fall prey to "shiny object syndrome" 5:21 The cure for shiny object syndrome 7:49 Agents occupy themselves with operational rather than sales activity 9:56 Agents don't hold themselves accountable 12:07 Agents don't find a mentor and surround themselves with the right people 12:49 Agents don't set a goal and a plan to achieve it 16:33 Action Item

You already know that successful cold calling is part art and part science. What to say, how you say it, and what not to say are the art. How many times to call and when, when to speak and when to listen, and the statistical difference in close rates when you say "I" versus "we" all play into the science. In this episode, we review 8 cold-calling statistics that will forever change what you think about cold calling. And you can get more in-depth information and added details not included in the episode from our show notes. Visit www.staypaidpodcast.com. Connect | Resources FREE e-book: Guide to Cold Calling - https://bit.ly/3uM3aMa 0:00 Introduction 0:37 Cold call analysis and data 1:36 Stat #1: It takes time to develop trust 3:35 Stat #2: Never ask, "Did I catch you at a bad time?" 4:42 Stat #3: You'll do better if you ask . . . 6:35 Stat #4: State the reason for your call 7:59 Stat #5: Talk more 9:15 Stat #6: Lengthen your pitch 11:49 Stat #7: Refer to "we" instead of saying "I" 12:10 Call on these days and at these times 14:31 Action Item

Every sales professional wants to know more and better ways to get client referrals. This week, we speak with John Turner, who works with broker-dealers, RIAs, insurance carriers, banks, and Wall Street firms, educating financial advisors about the benefits of annuities. John explains how he has grown his business with client referrals by using specific language and strategically timed calls. You can find more in-depth information and added details not included in the episode from our show notes. Visit www.staypaidpodcast.com. Connect | Resources Website: selaxbrokerage.com 0:00 Introduction 1:39 Selling bibles door to door 5:30 Deciding to enter into finance 6:31 Educating with stories [Golden Nugget] 11:07 Always have a reason to call 17:40 Staying top of mind after the transaction 19:56 Use of client appreciation events 21:01 The critical importance of personal interaction 22:42 Advice John would give to the younger John 25:22 Action Item

We've covered a lot of social media topics on Stay Paid, but we've never made a comprehensive list of the mistakes that so many business owners and sales professionals make on social media. Today, we're correcting that error. Listen to this Silver Dollar episode as we review the 7 mistakes that every business needs to avoid on social media. And you can get more in-depth information and added details not included in the episode from our show notes. Visit www.staypaidpodcast.com. Connect | Resources FREE download: Social Media Goal Planners - https://bit.ly/3L7mCd0 0:00 Introduction 1:26 Trying to talk or connect with everyone 2:47 Failing to interact with your audience 3:43 Deleting negative comments 4:58 Forgetting social media is about being social 6:11 Copying and pasting across platforms 7:57 Being inconsistent 11:10 Not spending money to reach your audience 12:09 Avoiding video 14:50 Action Item

What if you had one story that allowed you to build almost immediate trust between you and your clients? René Rodriguez is a neuroscientist who has trained more than 100,000 people in applying behavioral psychology and neuroleadership methodologies to solve some of the toughest challenges in leadership, sales, and change management. In this week's episode, René shares his insights about influencing behavior. He uses our hosts to demonstrate how you can develop and tell your origin story in a way that quickly makes your clients feel psychologically safe and trusting. And you can get more in-depth information and added details not included in the episode from our show notes. Visit www.staypaidpodcast.com. Connect | Resources René's website: meetrene.com René's podcast on Apple Podcasts: The Neuro Side of Influence and Leadership - https://apple.co/3DbnXfZ Book to be released on April 26, 2022: Amplify Your Influence: Transform How You Communicate and Lead - https://amzn.to/3NdSvCs 0:00 Introduction 2:03 René's business bio 4:00 You'll always have a job if you can provide value 5:04 Sales is about influencing behavior 6:41 People resist change to avoid risk 8:23 The difference between pain points and fear manipulation 10:08 Building trust and creating psychological safety 13:13 Communicating authenticity with social media 14:33 Luke's story exercise - values 17:26 What we know about values 18:15 Luke's story exercise - influences 19:03 Crafting Luke's story 21:22 The takeaway – clarity and purpose 22:33 Josh's story exercise 30:34 The Amplify Course 33:02 About congruency 34:46 René's routines for success 35:52 Advice René would give to the younger René 40:57 Action Item