Stay Paid Podcast

Our guest this week is Nate Auffort, and he understands that even when we have the motivation to achieve what we desire, sometimes we need a little help—we need someone to hold us accountable. When Nate combined his desire to make more money with the help of a mentor who kept him accountable, he went from making $3K/month to $20K/month in only 90 days and to $1M in a year and a half! Listen as Nate discusses how to find an expert mentor, use objections to your advantage, and how to get access to his powerhouse conference, Strategic Wealth Accumulation Tactics (SWAT). And don’t forget to check out the show notes for more in-depth information and added details not included in the episode. Visit www.staypaidpodcast.com.   Connect | Resources  Strategic Wealth Accumulation Tactics 2022 Conference  SWATtraining.info/learnmore  SWATtraining.info/events  Social media: @nateauffort      0:00     Introduction  2:49     Nate’s bio  5:07     How did you become an entrepreneur?  9:13     Where did the idea of SWAT come from?  11:52   How do you spot a fake guru and what do you want in a mentor?  16:21   How Nate’s mentor gave him a reason to get to the next level.  22:06   What do elite salespeople do – Strategy 1  27:51   What do elite salespeople do – Strategy 2  31:18   Discerning the personality types of your prospects  36:58   Nate’s routines for success  45:37   Action Item 

Setting goals is more than a New Year's cliché. Don’t ask us to explain, but according to neuroscientists, there’s a part of the brain that believes desired outcomes are an essential component of who we believe we already are. That, in turn, sets up the conditions that drive us to fulfill the brain’s self-image! In a way, if you can picture what you want to achieve, then you can achieve it. In this Silver Dollar episode, we talk about 4 types of goals to pursue in 2022 that cover all the important parts of our lives: self-development, health, family/relationships, and business/career.  Check out the show notes for more in-depth information and added details not included in the episode. Visit www.staypaidpodcast.com.   Connect | Resources  Marketing Revenue Calculator: Use this FREE digital worksheet to come up with your 2022 marketing goals quickly and easily.    0:00     Introduction  1:01     Inspirational examples of people keeping their resolutions  2:55     Goal 1: Self-development (You can change your brain)  5:05     Goal 2: Health (SMART goals)  8:21     Goal 3: Relationships (Be intentional)  11:14   Goal 4: Business (Start with what you want)  15:26   Action Item 

Steve Guilfoile and Shane Shafer have learned some valuable lessons about relationship marketing. By putting relationships first, they’ve build AffordaCare Insurance into a national company with nearly 10,000 licensed agents, brokers, and strategic partners. In this week’s interview, they share their thoughts on leading with value, strategic partnerships, and why relationships with clients will always drive business.  Check out the show notes for more in-depth information and added details not included in the episode. Visit www.staypaidpodcast.com.   0:00     Introduction  1:47     How did you settle on relationships as the way to build your business?  3:01     Thoughts on and experience with door-knocking [Golden Nugget]  5:55     What’s old is what’s new again – building relationships today  8:01     Tactically, how do you do relationship marketing?  11:03   Examples of relationship marketing in action  16:21   Why did you add YouTube and commercials to your organic growth?  18:45   How do you get your leads? [Advice to new agents]  20:32   Listen for the value  25:34   Forming relationships is an organic part of being authentic with others  30:43   It takes effort to make any relationship work  32:26   Advice Steve and Shane would give to their younger selves  36:02   Action Item  Connect | Resources  Website: https://affordacareinsurance.com/   Social media: Search @affordacareinsurance   AffordaCare dinosaur commercial on YouTube: CLICK HERE. 

With Christmas right around the corner, if you had to take a hard look at your customer relationships, are you confident that you’re on your customers’ nice list? There are subtle and not-so-subtle behaviors that could land you squarely on the naughty list. In this week’s Silver Dollar episode, we're reviewing 6 ways to make sure you avoid your customers’ naughty list and another 6 ways to ensure you get on and stay on the nice list.  You can check out the show notes for more in-depth information and added details not included in the episode when you visit www.staypaidpodcast.com.   Connect | Resources  Pop-by Tracking Sheet: Designed to make certain you have a successful pop-by strategy, you can use this Excel document to track your pop-bys this holiday season and all year round!    0:00     Introduction  0:56     Naughty list #1: Not keeping your promises and overselling  2:28     Naughty list #2: Not setting expectations  3:40     Naughty list #3:  Not showing empathy  4:41     Naughty list #4: Not valuing the relationship  6:10     Naughty list #5: Not resolving recurring problems  7:08     Naughty list #6: Not asking for referrals  8:04     Nice list #1:Thank your clients  10:13   Nice list #2: Do work after the close (offer to make connections)  11:08   Nice list #3: Gift a gift  11:49   Nice list #4: Walk client through the contract  12:54   Nice list #5: Focus on solving your clients’ problems  14:25   Nice list #6: Do the unexpected  18:49   Action Item 

This week’s Stay Paid guest told us that his initial move into video content marketing was cringeworthy. But despite his videos being so amateur, Neel Dhingra’s commitment to consistency not only allowed him to improve his videos over time but also grew his business by a factor of 4 in one year and eventually from $300,000 to $3,000,000! Today, he shares his thoughts and tips about how digital marketing and how to successfully start, grow, and sustain a YouTube channel.  And don’t forget to check out the show notes for more in-depth information and added details not included in the episode. Visit www.staypaidpodcast.com.   Connect | Resources  Instagram: @neelhome (Join Neel’s weekly email list from his profile.)  Ep. 301: Incredible Advice for Growing on YouTube (with Cody Askins)      0:00     Introduction  0:15     Guest bio  1:15     How did you start using social media and video to go from $300K to $3M?  3:05     Why being consistent is vital to success on social media  3:55     Thinking exponentially instead of linearly [Golden Nugget]  7:20     How did you find your audience and get people to watch your videos?  9:37     How your audience grows on social media  11:13   Consistency and the power of perceived expertise  15:45   The importance of your hook  18:39   Should you pay for better production quality?  21:22   Short-form content is growing in popularity  23:21   It’s the biggest opportunity to attract new viewers in years  26:47   Useful hacks: hashtags, collaboration, Instagram stories  30:47   Neel’s routines for success  33:26   Advice Neel would give to the younger Neel  37:12   Action Item 

At this time of year, you’ve got a lot going on, including planning for the holidays. During this Silver Dollar episode, the Stay Paid pals want to help make the client gift-giving process a little easier. When you listen to the episode, you’ll hear about how to make your gift-giving exceptionally effective for creating gratitude and lasting impressions, a standard way to think about what you might spend on gifts, and some exciting gift ideas you can consider for your clients.   Please don’t forget to check out the show notes for more in-depth information and added details not included in the episode. Visit www.staypaidpodcast.com.   Connect | Resources  Giftology: The Art and Science of Using Gifts to Cut Through the Noise, Increase Referrals, and Strengthen Retention by John Ruhlin  How to Win Friends and Influence People by Dale Carnegie  Ep. 243: How to Master Relationship Marketing (with Glennda Baker)  Ep. 81: Increase Your Income with Gratitude (with Kim Angeli)  Ep. 145: How Will Penney and His Team Sold 251 Homes Last Year From Referrals and Reviews  Ep. 77: These 20 People Will Take You to the Next Level with Sean Carpenter    0:00     Introduction  1:37     It’s less about the gift  2:10     Giver-centric and recipient-centric gifts  3:56     You can’t please everyone  4:30     Unexpected gifts leave the greatest impression  5:49     The best gifts delight more than just the recipient  6:38     Best-in-class service requires best-in-class gifts  7:33     How much to spend on client gifts  9:34     Forget the SWAG  11:20   Action Item 

This week’s guest is Jason Pantana, an expert when it comes to optimizing Google Business Pages for local businesses and one of Tom Ferry’s most in-demand business coaches. Jason is super generous and shares tons of great information, including the huge advantage Google Business Pages give to local businesses, what you can do to earn a coveted spot in the Google Local Pack, how to manage a Google Post and become the digital mayor of your local area, and why Google Local Services Ads are the best ads to run right now.  And check out the show notes for more in-depth information and added details not included in the episode. Visit www.staypaidpodcast.com.   Connect | Resources  Join Jason’s email list at jasonpantana.com to receive his weekly insights about marketing strategies and tactics.  Search @JasonPantana on all social media    0:00     Introduction  2:07     Jason’s business bio  5:41     What are Google Business Pages?  9:03     What is the Google Local Pack?  10:50   How proximity influences where and how high in the ranking a Business Page appears  13:27   How business category influences where and how high in the ranking a Business Page  appears.  15:27   How reviews and keywords influence where and how high in the ranking a Business Page  appears.  19:27   How posts (pictures, video, products, questions) can influence where and how high in the  ranking a Business Page appears.  22:38   Thoughts on geotagging images and the effect on ranking.  24:25   What are Google Local Services Ads?  25:25   What is Google Screened?  26:13   What is Google Guaranteed?  26:39   Why Google Local Services Ads are the best ads to be running now.  29:47   Tips for playing it smart when running Local Services Ads.  32:10   What is a Google Local Finder Ad?  35:13   Action Item 

The holidays are here, and, for a lot of business owners, that means showing appreciation for their clients. One of the best ways—and something top producers are consistently telling us—is to host a client-appreciation event. In this episode, we share best practices for planning and hosting client-appreciation events, some event ideas other producers have successfully used, and some tips for how to best follow up after the event.  Don’t forget to check out the show notes for more in-depth information and added details not included in the episode. Visit www.staypaidpodcast.com.   Connect | Resources  FREE ebook: How 5 Top Producers Generate Referrals     0:00     Introduction  0:54     Benefits of client appreciation events  2:59     Best practice: get the timing right  4:44     Best practice: include the family  5:13     Best practice: don’t talk business  5:24     Best practice: allow friends and family  5:47     Best practice: introduce yourself and what you do  6:43     Best practice: bring your business cards  7:04     Best practice: plan ahead and send reminders  7:38     Ideas for client events  11:38   General themes to generate more ideas  12:19   The importance of following up  15:17   Action Item 

In this episode, we’re talking with Jimmy Burgess about his team’s winning strategies for generating leads. In 3 years working as the chief growth officer for Berkshire Hathaway HomeServices Beach Properties of Florida, he’s grown the company from 120 agents to more than 250 agents. During the same period, the average annual sales volume per agent grew from $5M to over $8.5M, leading to over $2B in sales volume in the last 12 months.   Don’t forget to check out the show notes for more in-depth information and added details not included in the episode. Visit www.staypaidpodcast.com.     Connect | Resources  Jimmy’s podcast on Apple Podcasts is The Real Estate Sales Podcast.  Instagram: @jimmyburgess.cgo  YouTube: Real Estate Sales Growth     0:00     Introduction  1:21     Jimmy’s business bio  2:49     How did you become the chief growth officer?  4:35     Origin of Jimmy’s passion for helping other agents [Golden Nugget]  9:29     What can agents do to get more leads today and moving into 2022?  11:47   The specific steps Jimmy took to get more leads and the results he got  13:36   How Jimmy’s strategy took him through the pandemic with success  15:11   What tools did you use to pull and share the CMA, and what did you say?  19:14   Jimmy’s follow up strategy  20:32   How did you select the people you were going to target?  21:59   How often would you send your CMA video emails?  23:30   What other ideas are you recommending for generating leads?  27:15   How do you pull productivity out of your agents?  33:22   Jimmy’s routines for success  37:09   Advice Jimmy would give to the younger Jimmy  40:00   Action Item 

As you wrap up 2021, you should already be planning your 2022 marketing initiatives—and we’re here to help! In this week’s Silver Dollar episode, we're explaining how to set your marketing goals, the best place for where you should invest your dollars, and why you need to include direct lead generation and branding strategies in your plan.  And check out the show notes for more in-depth information and added details not included in the episode. Visit www.staypaidpodcast.com.   Connect | Resources  FREE resource: Marketing Revenue Calculator   Book: The Millionaire Real Estate Agent: It's Not About the Money, It's About Being the Best You Can Be    0:00     Introduction  0:57     The benefits of having a written marketing plan  1:47     Start with your net income goal  3:32     Identify where your sales come from  4:37     Doing the math  7:22     Where should you be investing your budget  9:20     Why you should start with your goal rather than your budget  10:42   You need to spend money to make money  11:36   The different types of marketing  13:06   Invest time as well as money  16:12   Action Item