Stay Paid Podcast

Think your team needs more dials? Justin Benson's data says otherwise. After analyzing 25 years of sales calls across 9,000 agents, he reveals the single habit that boosts closings by 30%—and the training and tech rollout that make it stick. In this episode: From two guys in hoodies to 1,000+ homes/year—and why Justin left (and returned) to build Shilo.AI "Quality of conversation" as the missing KPI—and how gamifying it drove a 120% lift in appointments for a mega team The "defined next step" habit (and script) that lifts conversion 30–40%, yet is missing on 83% of calls Onboarding that creates confidence: private, real-call role-play and personality-aware coaching What to track beyond activity: leading indicators that predict closings and cut fall-throughs The pilot method top teams use to select tech without chaos: baseline, cohort, compare, then scale A blunt litmus test for starting a team: can you recruit, train, and coach salespeople daily? Resources Team book announcement list (be first to know when it drops): https://remindermedia.com/teambook Justin Benson on Instagram: https://www.instagram.com/justinbenson

When your team's growth rides on Zillow, you're not building agents—you're feeding an addiction. Phoenix powerhouse Carin Nguyen shares how she cut headcount, rebuilt standards, and turned a lead-dependent machine into a partner-driven, profitable team. Hear the candid story behind a 696-transaction year—and the brutally simple test she uses to set team standards that stick. In this episode: From 900 REO listings solo to 696 transactions/$346M as a team Why she shrank from 72 to 44 agents—and what it cost The "Zillow crackpipe": dependency, margins, and skills erosion Holding the money accountable: P&L, CAC, and conversion KPIs Recruiting shifts: stop hiring on potential, start hiring partners The role of an outside recruiter and real accountability Onboarding that builds belonging without lowering the bar The simple, brutal standard-setting test you can use today Resources Team Era book (be first to know when it drops): https://remindermedia.com/teambook Courted (agent recruiting platform Carin's team uses): https://courted.io The Carin Nguyen Real Estate Network: https://www.redfin.com/real-estate-agents/carin-nguyen-network

A lawyer-turned-broker who never worked at a brokerage, Micah Harper scaled Exquisite Properties to 74 agents and 720 transactions by thinking like an operator—not a rainmaker. He unpacks why producing team leaders face an incurable conflict of interest, how he failed his way out of production, and the $600 onboarding nugget that gets new agents moving fast—and why agents gladly pay to join his team. In this episode: The co-op roots of a team agents pay to join—because the ROI is obvious Why producing team leaders face an unfair conflict of interest The 4 phases of team building—and how to escape the messy middle When to stay solo vs. when to build a team (the "enough vs. not enough" test) Staying close to the transaction without staying stuck in production The real cost of exiting production: subsidies, cash flow, and patience The $600 onboarding nugget that gets 9/10 new agents through ramp Lessons from scaling to 74 agents, 720 deals, and $7.5M GCI Exquisite Properties (Micah's brokerage in San Antonio and Houston): https://exquisitesa.com Exquisite Properties on LinkedIn: https://www.linkedin.com/company/exquisite-properties-llc 📖 Get updates on the new team‑building book: http://remindermedia.com/teambook

Think you or your clients have full coverage? Jerred Mason learned the hard way that many people are riding with state-minimum "fool's coverage." In this episode, he shows you how to protect clients, lock in retention with bundles, and use simple marketing rhythms to be known in your market. In this episode: Full vs. "fool's" coverage—why state minimums fail real people The question-behind-the-question: sell to the client's true priority Three-way handoffs that convert referrals in real time (with disclosure) Bundle strategy that drives 95–98% retention A 12-month marketing plan tied to 10/5/1-year goals The 21-day, 3-minute live challenge to own your local story Action mantra: features tell, stories sell Connect with Jerred Mason @ madetomaximize.com

After recruiting 20 agents and selling 98 homes, Chris Watters' CPA delivered the gut punch: zero profit. The breakthrough came when he realized the problem wasn't the agents—it was his leadership. In this episode, Chris shares the rebuild playbook that took him from that low point to $1B+ in annual volume and the AI systems powering growth today. In this episode: The 2010 faceplant: 20 hires, 98 deals, and how profit vanished The coach's blunt truth that changed everything The 3 dominoes of a profitable real estate team From restart to 325 closings and $1M net with a small team The Real Estate Enterprise Model and AI orchestration layer How to 15x leads by identifying anonymous web traffic Voice/SMS AI SDRs that warm transfer and reengage databases Where humans still win: luxury nuance, privacy, and compliance Follow Christopher on Instagram: https://www.instagram.com/christopherwatters/ Get a free copy of The Million Dollar Real Estate Team: https://www.themilliondollarrealestateteam.com/ Watters International Realty website: https://christopherwatters.com/ Follow Watters International Realty on Instagram: https://www.instagram.com/wattersinternationalrealty/ RealSynch: https://www.realsynch.com/

Most teams obsess over splits and vanity metrics. Jim Allen built a juggernaut by flipping the script—engineering a 2:1 support-to-agent model, creating his own listings, and delivering such extreme client service that agents don't worry about the math—and they don't leave. If you've wondered how top teams stay profitable (and sane) in any market, this episode lays out the playbook. In this episode: Why "you're already on a team" and what that means for leverage The 2:1 support model (31 salaried staff for ~60 agents) and the client experience it enables Creating your own market with urban infill, teardowns, and development—no more listing scarcity How to start development with little cash: syndicate deals with your database and team The door-knocker bonus that turns agents into investors (and fuels retention) Ditching vanity metrics and fee negotiations by being the market's "home-run hitter" Why splits become secondary when agents are protected, productive, and proud of the service The Jim Allen Group website: https://www.jimallen.com/ Give Jim a call: (919) 625-7281 Follow the Jim Allen Group on Instagram: https://www.instagram.com/thejimallengroup/ Follow the Jim Allen Group on Facebook: https://www.facebook.com/jimallengroup/ Connect with Jim on LinkedIn: https://www.linkedin.com/in/jimallengroup/

Most "teams" aren't teams—they're loose collections of agents. Tom Toole, leader of the #1 RE/MAX team in PA/DE and #12 nationwide, breaks down the org design, systems, and leadership choices that turn headcount into a true business. He also shares why he's stayed in production on purpose, how his team outperforms the market, and the 90-day plan agents can actually hit. In this episode: The moment Tom knew he needed a team (80 deals with one ops partner) and how he structured his org Why 5–6 people doing 30 deals is a collection of agents—not a business When to start a team (and when not to): thresholds, temperament, and timing Money and time truths: vacations are a systems issue; teams require upfront capital Staying in production for profit and credibility—and when to taper The 3–7 year build timeline, key phases, and navigating the messy middle Staff that drives per-agent productivity: ISAs, ops, marketing, sales management, TC, listing management, talent scout Outperforming the market: 13–14 deals per agent; up 6–7% YOY in a down market Tom's Instagram: https://www.instagram.com/tomtoole3rd/ Tom's LinkedIn: https://www.linkedin.com/in/tomtoole3rd/ Tom Toole Sales Group website: https://www.tomtoole.com/ 📖 Get updates on the new team‑building book: http://remindermedia.com/teambook ⭐️ Join the $100M Team Mastermind (Sept 22–23 in Scottsdale, AZ): http://remindermedia.com/teamevent

A handpicked, 11-agent team closing 300+ homes a year with no paid leads? That's exactly what Shannon Gillette has built—on brand, video, and a culture with zero tolerance for drama. In this candid conversation, Shannon breaks down the systems, standards, and selection process behind Arizona's Gillette Group and how she keeps inbound leads flowing organically. In this episode The structure behind 300+ annual transactions with only 11 agents Why a video-first brand eliminates the need to buy leads The "all-agents" interview gauntlet and protecting culture at all costs KPIs that keep standards high (and why they matter to top performers) Where she spends ~$100K/month—and almost none of it on lead gen Staying in listings while scaling leadership, coaching, and ops Monthly client events, community focus, and building lifetime loyalty Shannon on Instagram: https://www.instagram.com/shannon_gillette/ Shannon on YouTube: https://www.youtube.com/@shannon_gillette The Gillette Group website: https://gillettegroupaz.com Gillette Group agent opportunities: https://gillettegroupaz.com/about Selling Arizona with the Gillette Group: https://gillettegroupaz.com/get-your-home-on-tv 📖 Get updates on the new team‑building book: http://remindermedia.com/teambook ⭐️ Join the $100M Team Mastermind (Sept 22–23 in Scottsdale, AZ): http://remindermedia.com/teamevent

The Silver Dollar is back—and we're flipping the script. Luke previews his upcoming book for teams, distills insights from 50+ leader interviews, and unveils a high-impact mastermind designed for team leaders and operators who want real answers, not theory. In this episode: Why a team-focused book now—and who it's for What 50+ team-leader interviews revealed about profits, structure, and scale The "five phases" of a real estate team and where most leaders get stuck The messy middle explained—and how to avoid burning time and money What to expect at our intimate Scottsdale Team Mastermind (Sept 22–23) How to get early access to the book and remaining event tickets Luke's Instagram: https://www.instagram.com/lukeacree/ Luke's Linkedin: https://www.linkedin.com/in/lukeacree/ 📖 Get updates on the new team‑building book: http://remindermedia.com/teambook ⭐️ Join the $100M Team Mastermind (Sept 22–23 in Scottsdale, AZ): http://remindermedia.com/teamevent

High performers are told to chase work–life balance—but real life rarely sits still. Rebl Dad coauthor and Asset-Map CEO Adam Holt reveals how top-producing dads trade performative success for true participation at home while still growing their businesses. In this episode: The origin of Rebl Dads and the Necker Island mastermind with Richard Branson Why "balance" is a myth—and how to pursue intentional harmony Boundaries that make presence possible (and how to stick to them) Building a family culture: values, rituals, and modeling leadership Sobering data on father absence and why presence matters Practical ways client-facing pros can set expectations and protect time REBL Dads Community & App: https://www.rebldads.com REBL Dad book (Derek Notman, H. Adam Holt, foreword by Sir Richard Branson) on Amazon: https://www.amazon.com/REBL-Responsible-Entrepreneur-Balanced-Leader/dp/B0H2Q8TPG8 Adam Holt on LinkedIn: https://www.linkedin.com/in/hadamholt/ Asset-Map: https://www.asset-map.com Rethink Financial Advice Podcast (Adam Holt & Derek Notman): https://www.youtube.com/@rethinkfinancialadvice

Most teams are built with a one-size-fits-all playbook. Coach Dave Richards explains why that breaks around 20 agents—and what it takes to evolve from a rainmaker team into a true enterprise you can sell. With 20 years leading multi-state mortgage sales and now coaching mega teams through his Elite Edge operating system, Dave brings a corporate-grade framework to real estate, mortgage, and insurance teams. In this episode: Dave's path from mortgage exec to coaching top real estate mega teams Rainmaker vs. empire models—and why your "why" must drive the structure The messy middle: where many teams stall around ~20 agents and why Protecting client experience as you scale beyond the founder Leadership shifts: from leading by example to leading through others Team design, role segmentation, and the danger of mismatched frameworks Building enterprise value: how to create a sellable, diversified asset Elite Performance Associates: https://eliteperformanceassociates.com Dave Richards Email: dave@eliteperformanceassociates.com Dave Richards Instagram: https://www.instagram.com/realdaverichards 📖 Get updates on the new team‑building book: http://remindermedia.com/teambook ⭐️ Join the $100M Team Mastermind (Sept 22–23 in Scottsdale, AZ): http://remindermedia.com/teamevent

She sold 110 homes in a single year—and still lost $500,000. In this candid conversation, broker-owner Lisa Chinatti unpacks the hard lessons and the rebuild that took her teamerage from chaos to one of the most productive organizations in Massachusetts. If you lead a team or plan to, this playbook on recruiting, standards, and structure will save you time, money, and heartache. In this episode: Teamerage structure: ~130–140 agents supported by 25 W-2 staff, including ops, sales managers/trainers, ISAs, and TC Founder-led recruiting vs. recruiter-led: 75% vs. 25% new-agent productivity in the first 90 days—and why it happens Expectation-led recruiting: leading with standards (10 Days of Pain, relationship-first follow-up) instead of perk selling Multi-pillar recruiting: new licensees at the wrong brokerage, agents burned on teams, and lightly seasoned agents who are stuck Treat candidates like listings: FSBO/expired analogies, scripts, objections, and follow-up cadence Sourcing: job boards plus targeted cold-calling using segmented market/roster data The year of 110 deals and a $500K loss—and the operational fixes that stopped the bleed Rebuild outcomes: 330 closed/pending YTD and 50 agents onboarded since Jan 1 📖 Get updates on the new team‑building book: http://remindermedia.com/teambook ⭐️ Join the $100M Team Mastermind (Sept 22–23 in Scottsdale, AZ): http://remindermedia.com/teamevent

Your biggest competitor is not the market or your script library. It is the inner propaganda convincing you and your clients to stall, doubt, and delay. Social psychologist Owen Fitzpatrick reveals how to rewrite those beliefs so you close more deals and lead with conviction. In this episode: Why the greatest lies come from the mirror, not the media Beliefs vs thoughts and why logic alone rarely moves people Mood‑congruent cognition and navigating down cycles Action through the dip: habits that outrun a bad mood Coaching loved ones and teammates with empathy, not fixes Turning objections into insights with better questions Order "Inner Propaganda" on Amazon: https://www.amazon.com/Inner-Propaganda-Leading-Through-Turbulent/dp/1646872444 Free masterclass, workbook & launch bonuses: https://innerpropaganda.com/ Owen Fitzpatrick's website: https://owenfitzpatrick.com/ Follow Owen on LinkedIn: https://www.linkedin.com/in/owenfitzp/ Follow Owen on Instagram: https://www.instagram.com/owenf23/

From rebuilding after the REO era to leading 220 agents, George Laughton breaks down how he scaled a Phoenix-based team to $1B in annual volume. Learn the hiring frameworks, decision filters, and timing that turned opportunity into durable market share. In this episode: The reset: from REO team to George, his wife, one agent, and one assistant—then scaling to 220 agents $1B/year, 1,800–2,000 transactions, and gaining share despite a contracting market When to start a team—and when not to (operator vs. visionary vs. top producer) First hires, role clarity, and setting outcomes for 90 days/6 months/1 year Hiring to strategy vs. getting swept up by "magnetic" candidates Moving fast for undeniable talent and when opportunity forces scale (Zillow Offers) Internet lead gen at scale and training that unlocks agent capacity Footprint: five Phoenix offices, Tucson, small NV/Denver presence, Texas on deck; 98% of deals in AZ Links & resources: George's Instagram: https://www.instagram.com/georgelaughton/ Zillow Premier Agent: https://www.zillow.com/premier-agent/ Realtor.com : https://www.realtor.com/ Ojo (OJO Home): https://ojo.com/ Follow Up Boss: https://www.followupboss.com/ Fireflies.ai : https://fireflies.ai/ HouseWhisper: https://www.housewhisper.ai/ The Infinite Game by Simon Sinek: https://simonsinek.com/books/the-infinite-game The 4 Disciplines of Execution: https://www.franklincovey.com/books/the-4-disciplines-of-execution/ 📖 Get updates on the new team‑building book: http://remindermedia.com/teambook ⭐️ Join the $100M Team Mastermind (Sept 22–23 in Scottsdale, AZ): http://remindermedia.com/teamevent

Top performers don't avoid failure—they outlearn it. Former Tom Ferry coach and Navi Title VP Lance Billingsley reveals how the 13% win by focusing hard, iterating fast, and executing with discipline. In this episode, you'll hear how to pick one growth lever, master it, and scale without burning out. Why 87% of agents fail—and what the 13% do differently The FIRE framework (Focus, Initiative, Resiliency, Execution) and the four-burner analogy Shotgun vs. sniper marketing: master one channel, then delegate Teams as "neighborhood groups" and why brokerages struggle to systematize success Real-world playbooks: geo-farming at scale vs. social/video domination The "one deal pays for it" myth and how to think about ROI and runway Using AI to shorten feedback loops and fail faster Lance's book, "The 13%": https://www.amazon.com/13-estate-professionals-fail-dont/dp/B0GYWD1WFT The 13% Podcast: https://www.youtube.com/@UC2vOTxldMpFBSE4eXuBqgiA Lance on Linkedin: https://www.linkedin.com/in/lance-billingsley-883038125 Lance's Instagram: https://www.instagram.com/lance.billingsley/ 📖 Get updates on the new team‑building book: http://remindermedia.com/teambook ⭐️ Join the $100M Team Mastermind (Sept 22–23 in Scottsdale, AZ): http://remindermedia.com/teamevent

A five-agent team. 170 deals. $103M closed—and 100 of those by the leader himself. Andy Griesinger opens the hood on how a lean, elite "Navy SEAL" team operates, recruits, and scales without bloat. In this episode The real definition of a team vs. a mini-brokerage—and why small can win big Recruiting with "friction": the criteria and tests that filter for the right agents The 61‑point daily tracker for new agents' first 90 days How brand and naming choices shape your eventual exit (or not) Leveraging relationships as a core value proposition that keeps deals together The ops backbone: director of operations, per‑deal TC, and boutique‑level service Follow Andy on Instagram: https://www.instagram.com/andyg_realtor/ Read "Simple Numbers": https://www.simplenumberscri.com/books Get started with https://www.Monday.com/ Be the first to get the team book: https://remindermedia.com/teambook $100M Team Mastermind (Sept 22–23, Scottsdale): https://remindermedia.com/teamevent

When you lead with bold authenticity, you attract the right people and repel the wrong ones—and that's a strategic advantage. Leah Wolfe-Kraemer, branch owner at Realty ONE Group in Goodyear, AZ, breaks down how she recruits by values, turns training into her moat, and uses simple social to grow a raving-fan culture. In this episode: Why authenticity is a profitable business filter—not just a feel-good mantra Values-based recruiting, the takeaway close, and saying no to misaligned top producers The two traits separating agents who survive: competence and consistency Back-to-basics prospecting that still works: open houses, networking, and geo-farming How to make training your brand and lower risk (line-by-line contract mastery) A simple social plan: 70/30 personal-to-business, post once and share smart Leading with radical support and no sugarcoating to create raving fans Follow Leah on socials: https://www.facebook.com/leah.wolfekraemer/ & https://www.instagram.com/leahwolfekraemer/ & https://www.instagram.com/adventureswithleahk

Too many agents are sitting on massive databases that don't convert. In this call-in coaching episode, Luke pinpoints why someone with 3,000 contacts only closed two deals—and lays out a simple, two-hours-a-week plan to turn relationships into revenue. You'll also hear actionable social strategies for real estate, mortgage, and insurance pros who want to become the digital mayor of their market without burning out. In this episode: The real reason 3,000 contacts produced only 2 deals (and how to reverse it) "Document, don't create": a framework to post consistently in 2 hours a week Content pillars and value pillars that build trust fast Where to post for reach: personal profile vs. business page, Instagram, and YouTube Shorts A no-tech workflow: Zoom + AI FAQs + Opus Clip to batch 20+ reels How to merge personal and professional without oversharing The 15-minute-a-day engagement routine that sparks appointments What a Facebook business page is really for (and what it isn't)

She's #1 in South Dakota, #33 in the US, closed 358 units with just 23 agents—and runs a 53% profit margin. In this working session, Amy Stockberger opens her team's real playbook so you can copy what works. In this episode: Why team size follows profit (not ego) and why she'll cap at ~50 agents 70% workflow automation and a VA-led TC model designed to scale to 500 units with 1.5 VAs "Serve–Serve–Sell" + Lifetime Home Support: the engine behind ~90% repeat and referral Onboarding boot camps, release criteria, and 7.5 weeks of training per year Weekly accountability pods and a hard $3M minimum production line Recruiting that works: no part‑timers, hire to core values, and favor competitive team players Turning inside sales from a cost center into a profit center The stack: Trainual, Microsoft Teams, and AI assistants agents actually use Resources and events: Get updates on the new team‑building book: remindermedia.com/teambook Join the $100M Team Mastermind (Sept 22–23 in Scottsdale, AZ): remindermedia.com/teamevent

Feeling the squeeze from regulation, commission changes, and nonstop tech hype? Medicare leader Christian Brindle joins Luke and Josh to deliver the antidote to panic—separating real AI wins from noise, showing you how to adapt your mindset, and proving the sky is definitely not falling. Instead, he maps out the systems you can deploy now to keep booking, closing, and scaling. In this episode: Why so many insurance agents feel "squeezed" (and how to reframe it) AI as "super automation" you can deploy today—not agent replacement Practical AI wins: CRM nudges, social audits, website builds, on-page SEO Replit, Claude, and voice assistants to analyze site performance in plain English What's working—and not—with AI voice callers vs. human callers Building daily outreach systems to actually hit your 25 personal messages Navigating regulatory shifts by focusing on controllables and client value Everything Senior Insurance on YT: www.youtube.com/@EverythingSeniorInsurance Christian's YT Channel: www.youtube.com/@christianbrindle Seven Figure Medicare Agent Facebook Group: https://www.facebook.com/share/g/1BJ8jQ5dSx/ Everything Senior Insurance: https://eseniorinsurance.com/