Stay Paid Podcast

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

For a real estate agent, few things can inspire fear like having to pick up your business and move it to where you have no sphere. Only 2 years ago, that's exactly what Candace Decker did, and today she is a highly successful real estate agent in Southwest Florida. Listen to her interview to find out how she was able to secure a listing on Day 1! 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 Text "morning" to 239-320-7853 to receive Candace's daily affirmations. Connect with Candace on Instagram: @candacedeckerrealestate 0:00 Introduction 2:42 Candace's bio 3:20 Why and how did you get into real estate? 6:02 What made you switch from investment to residential real estate? [Golden Nugget] 8:22 What did you do to move your business and start over where you had no sphere? 10:30 What were your daily activities? [Golden Nugget] 13:24 How do you influence your mindset and belief in yourself? 16:20 Confidence and the numbers game 18:54 Describe your social media and video strategies. 23:35 Describe the 5AM Call 25:37 Describe your morning routine and affirmation texts. 28:09 The psychology of confidence 30:37 Advice Candace would give to the younger Candace 32:35 Action Item

We're fast approaching the time of year when entrepreneurs start setting goals for the new year. During our 4 years recording Stay Paid, we've discussed setting goals from many different angles—including how to reverse engineer your goals, how to create SMART goals, and how to hold yourself accountable to your goals—but our most searched for and clicked on episodes and videos involve cold calling. So, in a stroke of genius, in this episode we're combining the two to share our best tips for setting and crushing your cold-calling goals. To get your very own personalized magazine (for 97% off!) visit: www.staypaidpodcast.com/blackfriday 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. Guide to Cold Calling: The Techniques Needed to Close More Deals 0:00 Introduction 1:46 Why is cold calling one of our most searched topics? 2:15 How many calls should you be making a day? 4:38 An "always be closing" mindset. 5:15 What metrics should you be tracking? 6:19 Why is tracking metrics so important? 7:41 Where do you find the people and the data you want to target? 10:17 What should your cold-calling script include? 16:15 Why you never lose when making cold calls. 17:36 Action Item

We are happy to welcome back Cody Askins as a returning guest. Cody is the founder of the hugely popular and rapidly growing 8% Nation (an insurance wealth conference), CEO of Cody Askins, LLC, and author of Zero To 6-Figures: How to Go From Flat Broke to Earning Over Six Figures Per Year. In this episode, Cody shares his best tips for how to grow a YouTube channel, how you can move that audience to your website, and, ultimately, offline to personal conversations. 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 Ep. 194: How to Crush the Cold Call with Cody Askins YouTube: Cody.Askins Instagram: @cody.askins Cody's book: Zero To 6-Figures: How to Go From Flat Broke to Earning Over Six Figures Per Year We are a participant in the Amazon Services LLC Associates Program, an affiliate 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 1:46 Cody's bio 3:31 What's YouTube is doing for your business? 5:36 What type of content are you producing and how often are you posting? 7:36 Where is your audience coming from? 9:42 What's most important? Is it the title, the thumbnail, the content? 13:42 What type of thumbnail imagery do you recommend? 16:15 How people use YouTube and the consequences for writing titles. 19:34 How are you driving traffic to your YouTube channel? 25:51 Webinars are a tremendous but untapped lead generation tool. 27:23 Tell us about growing the 8% Nation conference. 31:37 How do you overcome the doubters and naysayers? 34:10 What's next for Cody Askins? 36:23 What's your advice to entrepreneurs heading into 2022? 40:04 Action Item

It's our 300th episode, and we've asked the people who make Stay Paid possible to share their best marketing tips and secrets. Hear advice about copywriting, email marketing automation, content marketing and repurposing, and video marketing. Meet the Stay Paid Squad and walk away with some actionable steps you can put to use today! 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 Editing of Stay Paid is outsourced to thepodcastmate.co 0:00 Introduction 0:53 Stay Paid's beginnings 5:01 Meet Gabrielle, our copywriter 7:25 Copywriting tips 11:32 Meet Tamara, our marketing specialist 13:42 Email marketing tips 18:56 Meet Jessica, our brand content manager 20:13 Content marketing tips 23:23 Meet Chelsea, our senior graphics designer 24:44 Social media tips 29:16 Meet Arielle, our video producer and producer of Stay Paid 30:35 Video recording tips 36:18 Advice our hosts would give to their younger selves. 39:06 Action Item

Bill Cates is a referral marketing expert who has spent his career in the financial services space. He has founded and sold 2 publishing companies, has written 4 best-selling books, and is an in-demand speaker. His client acquisition system has been featured in a long list of reputable publications, including Success magazine, Entrepreneur magazine, Money magazine, and The Wall Street Journal. In this week's episode, we talk about his most recent book, Radical Relevance: Sharpen Your Marketing Message, Cut Through the Noise, Win More Ideal Clients, and what's really cool is how he talks about science proving the marketing advice Josh and I are constantly promoting. 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 Ep. 202: 5 Characteristics of a Good Referral Source with Dan Allison Building a Storybrand: Seven Proven Elements of Powerful Stories by Donald Miller Ep. 298: Email Marketing: Testing What Works Ep. 275: How Marc Minor Built a $500M Book Using Referrals Visit radicalrelevance.com to get a copy of Bill's book. Visit referralcoach.com to learn more about Bill's relationship marketing and client acquisition system. 0:00 Introduction 1:22 Guest bio 2:23 The origins of Radical Relevance 4:18 Defining Radical Relevance 5:43 Strategic and tactical relevance 6:55 Rule 1: The shortest route to relevance is an introduction 7:35 Rule 2: Give your clients a seat at the table 10:37 Rule 3: Feel empathy for your clients 11:44 Neuroscience can help you win more clients 19:06 The more powerful persuader—pain and reward 24:06 Client who grew 900% in 7 years 28:14 The 3 types of client events 30:45 Bill's routines for success 33:58 Action Item

There are many things that can make or break the effectiveness of your email marketing strategy, so it's important to do as much as you can to ensure your emails deliver the results you want. One thing you can do is test! test! test! Without testing the various features of your emails, like your subject line, images, and copy, you won't know what works and what doesn't, which leaves you open to the possibility of repeating bad mistakes. In this episode, we talk about how to test your emails, what features of your emails you should test, and offer some tools that make testing easier. 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 checklist: Best Practices for Email Marketing 0:00 Introduction 1:26 The most important rule of A/B testing 2:10 How: Small changes can make a big difference 3:12 How: Have a hypothesis 4:17 How: How many variations to test 5:48 How: Look at past data 6:08 Examples of what to test (plus results!) 10:42 Track results and commit to the winner 11:26 Tools for testing 14:36 Action Item

J.B. Andreassi is an agent on the hit TV show Million Dollar Beach House. At only 31, J.B. is already a rising star on Netflix, HGTV, and Discovery+, and he is working with some of the richest people in the world, helping them to buy and sell houses in one of the most sought-after locations—the Hamptons in Long Island, New York. In this episode, he's sharing how he got selected for the role, what it's like to work with the mega-rich, and the lessons he's learned. Be sure 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: @JB_Andreassi Small Talk/Networking Scripts: Use these scripts to break the ice and have meaningful conversations with potential clients. 0:00 Introduction 1:41 Guest bio 2:17 How J.B. moved into real estate 5:04 The first of several lessons learned 7:59 What led to starring on Million Dollar Beach House 10:59 The second lesson learned 11:38 Working with the richest people in the world 13:45 Advice to new agents 17:13 J.B.'s marketing strategy 19:19 Working on the show and clients' reactions 22:57 J.B.'s routines for success 25:09 Advice J.B. would give to the younger J.B. 27:39 Action Item