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Stay Paid Podcast: Daily Summaries Delivered
by ReminderMedia
ReminderMedia proudly presents the Stay Paid Podcast. We help agents & entrepreneurs master the latest business trends to unlock growth and create a life of freedom. Along with a healthy dose of motivation and inspiration, hosts Luke Acree and Josh Stike tackle business-building subjects like lead generation and retention, digital marketing and social media tactics, and the revenue-producing potential of relationships within your sphere. Each episode aims to provide listeners with tangible steps that will take their businesses to the next level.
Latest Episodes
The most recent episodes — sign up to get AI-powered summaries of each one.
- 6 days ago41 min
$100M+ Team Interview | The 3-Second Habit That Raises Your Closing Rate 30% | Justin Benson
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
- 1 weeks ago54 min
$100M+ TEAM INTERVIEW | Building Partners, Not Dependent Agents with Carin Nguyen
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
- 2 weeks ago52 min
$100M+ TEAM INTERVIEW | Why Every Agent PAYS US $600 to Join Micah Harper's Team
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
- 3 weeks ago11 min
Full Coverage vs. Fool's Coverage | Jerred Mason on Protecting What Matters
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
- Sep 28, 20261h 0m
"These Agents Don't Suck. You Suck." | How Christopher Watters Built a $1B Real Estate Team
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/
- Sep 21, 202651 min
$10.4 Billion in Sales, and Not One Agent Knows Their Split | Jim Allen
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/
- Sep 14, 202651 min
$100M+ TEAM INTERVIEW | You Don't Have a Team - You Have a Collection of Agents (Tom Toole)
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
- Sep 7, 202641 min
$100M+ TEAM INTERVIEW | Shannon Gillette Sells 300 Homes a Year With ZERO Paid Leads
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
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About Stay Paid Podcast
ReminderMedia proudly presents the Stay Paid Podcast. We help agents & entrepreneurs master the latest business trends to unlock growth and create a life of freedom. Along with a healthy dose of motivation and inspiration, hosts Luke Acree and Josh Stike tackle business-building subjects like lead generation and retention, digital marketing and social media tactics, and the revenue-producing potential of relationships within your sphere. Each episode aims to provide listeners with tangible steps that will take their businesses to the next level.
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