What does a 35-year veteran of real estate think about AI, private listings, and what it really takes to succeed today? Matthew Ferrara — real estate's industry whisperer — joins Josh and Luke on Stay Paid with zero fluff and total clarity.

In this episode:

• Why "list to last" is more relevant today than ever

• How to use AI correctly — and the mistakes killing your authenticity

• The truth about private listing networks and what they really mean for consumers

• Why the golden rule should guide every real estate business decision

• What Matthew would tell his younger self after 35 years in the industry

Resources Mentioned:

📰 Matthew Ferrara's newsletter: alwaysinspiring.com

📲 Follow Matthew on Facebook: https://www.facebook.com/MFCompany/

📲 Follow Matthew on Instagram: https://www.instagram.com/matthew_ferrara1/

Think print is dead? Think again. In this live call-in episode, Luke Acree and Josh Stike answer real questions from listeners — covering why print marketing still outperforms digital on emotional connection and ad recall, how to recruit and retain a team of 50, and how to actually know if your marketing spend is working.

Whether you're in real estate, insurance, or any service-based business, this episode is packed with actionable frameworks you can use today.

Topics Covered:

• Why print marketing still delivers near-100% open rates

• The USPS/Temple University study on print vs. digital ad recall

• Recruiting strategies to build and retain a high-performing team

• Direct response vs. brand-building marketing — and why you need both

• How to calculate your cost of acquisition and lifetime client value

• Why consistency beats everything — especially in a new market

📩 Get your question answered LIVE: remindermedia.com/ask

📺 Subscribe: youtube.com/remindermedia

📧 Email us: [email protected]

📱 Follow us: @staypaidpodcast

Most agents avoid working with buyers—but Adam Boxman built his entire business around them.

With over 500 families served and 90% of his business coming from repeat clients and referrals, Adam has cracked the code: fewer showings, stronger systems, and a better client experience.

In this episode, he breaks down how to create a "client machine" that filters out wasted time, builds trust fast, and turns every buyer into a lifelong referral source.

🔑 Key Takeaways

• Adam built a 90% referral-based business by focusing exclusively on buyers
• The average client sees only 4.5 homes due to a structured consultation process
• The "client machine" consists of CRM, consultation, and client experience
• Setting expectations early eliminates wasted time and uncommitted buyers
• Buyers value time-saving guidance more than endless home tours
• Tracking your numbers (homes shown, offers written) is key to improvement
• A strong consultation positions you as a trusted advisor, not a salesperson

🔗 Buyer Agency Pro: www.buyeragencypro.com

✏️ Sign up for his 4/9 webinar: https://stan.store/adamboxman/p/how-to-build-a-6figure-real-estate-business-j9ax1yz5

📲 Follow Adam on Instagram: https://www.instagram.com/adamboxman

📲 Adam's TikTok: https://www.tiktok.com/@adamboxman

📲 Adam's Facebook page: https://www.facebook.com/aboxman

📲 Adam's Linkedin: https://www.linkedin.com/in/adam-boxman-11436130/

📺 Adam's Youtube channel: https://www.youtube.com/@AdamBoxman-xx1gk

Mary Kennedy Thompson, CEO of BNI, reveals the networking system responsible for generating over $27 billion in member-driven business. With a background in the Marine Corps and decades of leadership in franchising, Mary shares how "Givers Gain," discipline, and consistent relationship-building drive real growth.

From scaling companies to billions in revenue to leading one of the world's largest business networks, this episode is a masterclass in leadership, networking, and entrepreneurship.

Learn how to:

• Build a referral-based business that scales
• Use networking as a predictable growth system
• Lead with influence, not control
• Develop grit, discipline, and consistency
• Turn relationships into real revenue

🔗 Learn more about BNI: https://www.bni.com🔗 Follow Mary on LinkedIn

The comeback story every agent needs to hear.

Jacob McLaughlin went from having $30 in his bank account to closing $25M in real estate sales—and building one of the fastest-growing referral platforms for agents.

In this episode of Stay Paid, Jacob shares the raw story behind his journey: cold calling through tax records, driving five hours for showings, walking dogs to survive financially, and ultimately launching ReferralMate, a platform now connecting over 12,000 agents nationwide.

Learn about Jacob's journey:

• Jacob started real estate with no connections, no marketing budget, and only cold calling from tax records.
• After early success, a failed business venture left him with just $30 to his name.
• He rebuilt his career by doing everything possible—cold calls, social media, referrals, and long commutes for showings.
• Referrals became a key opportunity, which inspired him to build ReferralMate, now used by 12,000+ agents.
• The platform helps agents post referrals, apply for them, and manage agreements in one place.
• Successful referrals come from matching the right personality and expertise with the client.
• His advice for agents today: build referral networks, invest in social media, and take massive action.

🔗 Join ReferralMate: https://referralmate.co

What's the difference between agents who stay stuck and agents who scale?

In this Stay Paid Q&A episode, we break down real-world questions from agents about generating better leads, farming the right neighborhoods, building a referral database, and hitting a $6M goal. The answer isn't flashy marketing—it's math, tracking, and intentional action.

🔥 Key Takeaways:

• You can't improve what you don't track—know your database size, referral rate, and conversion numbers.
• $6M in volume isn't complicated—it's 24 transactions at $250K average price.
• If 7% of your database moves each year, you need ~342 real relationships to hit 24 deals.
• Farming is a long-term branding strategy, not a quick lead play.
• Combine postcards (brand) with calls/door knocking (sweat equity).
• Most agents don't get referrals because they don't intentionally ask.

⁉️ Do YOU have a question you'd like us to answer on air? Send us an email at [email protected] or shoot us a DM on Instagram https://www.instagram.com/staypaidpodcast

AI isn't the future — it's the present.

In this episode, Rajeev Sajja, Chief AI Officer at BrightMLS, reveals that 61% of consumers are already using AI to evaluate agents — and nearly all of them find it helpful. He breaks down exactly how agents can show up in AI search by optimizing their bio, reviews, and content for Generative Engine Optimization (GEO).

You'll also learn practical use cases for AI in listing prep, marketing, and data analysis — plus a simple 30-day challenge to build real AI skill fast. If you're not adapting to AI, you're falling behind.

🔑 Key Takeaways

• 61% of buyers and sellers use AI to evaluate agents — and nearly all find it helpful.
• AI search (GEO) requires optimizing your bio, reviews, and online profiles with consumer-focused keywords.
• The best AI use cases for agents: listing prep, listing descriptions, data analysis, and repetitive tasks.
• Prompting matters — use frameworks like PRIME (Role, Input, Steps, Expectations).
• "AI is the new UI" — voice and guided search will reshape how platforms work.
• Quality content (blogs, YouTube, public comments) improves AI discoverability.
• Take a 30-day challenge: spend 15 minutes a day experimenting with AI.

🎧 Real Estate AI Flash Podcast: https://podcasts.apple.com/us/podcast/real-estate-ai-flash/id1724020988 💼 Rajeev Sajja on LinkedIn: https://www.linkedin.com/in/rsajja/

🔗 Wisprflow.ai: https://wisprflow.ai/?utm_source=dub.co&utm_medium=affiliate&utm_campaign=AffiliateProgram&via=rajeev-sajja&dub_id=frUdrZd80r6SAGGc

🔗 Listing Description Creator: https://chatgpt.com/g/g-dMibOufbw-reaif-listing-descriptions-creator

🔗 Agent Bio Visibility Optimizer: https://chatgpt.com/g/g-687e4fde4ac48191aa71be5a671951b5-agent-bio-visibility-optimizer

🔗 AI Answer Builder: https://chatgpt.com/g/g-6965a3dcd77481918c8985c7b27f8bb8-ai-answer-builder

If you feel invisible, you may not be touching your database enough.

On this live call-in episode of Stay Paid, we tackle three powerful business challenges: burnout from doing everything yourself, why listings aren't selling (hint: it's not your marketing), and how to stay top of mind in a competitive market.

From the "treadmill stage" of business to the hard pricing conversations most agents avoid, this episode breaks down practical strategies for leverage, buyer generation, and building referral momentum. If you want to grow without burning out, price listings properly, and create consistent touchpoints that drive referrals, this episode is packed with actionable advice.

🔑 Key takeaways:

• If you're burned out, you need leverage. It only comes from people or systems — and growth requires a leap of faith.
• Expect the hockey stick effect. Income may dip before it rises when you hire or implement systems.
• If listings aren't selling, check the price first. It's usually not a marketing problem — it's a pricing problem.
• Have harder conversations upfront. Pricing confidently saves months of stress later.
• Demand drives price. Price competitively to create traffic and momentum.
• Build a 26-touch cadence. Consistent communication beats random marketing.
• Top producers take action. They implement, adjust, and execute consistently.

⁉️ Do YOU have a question you'd like us to answer on air? Send us an email at [email protected] or shoot us a DM on Instagram https://www.instagram.com/staypaidpodcast

Anthony Lamacchia didn't build a multi-billion-dollar real estate company by accident.

Anthony has built one of the fastest-growing real estate organizations in the country—closing over $3.3B in volume and more than 6,000 transactions in a single year. In this episode of Stay Paid, Anthony breaks down why recruiting is the true engine of brokerage growth, how he evaluates acquisitions, and what agents must do to survive and win in today's market.

From calling your sphere to building culture, producing leads, and communicating like a true leader, this conversation is packed with no-fluff advice for agents, team leaders, and broker owners who want real growth—not excuses.

📝 What you'll learn:

• Why recruiting is the #1 job of every broker owner
• The top criteria Anthony uses before acquiring a brokerage
• What causes acquisitions to fail (and how to prevent it)
• How producing company-generated leads changes agent retention
• Why most agents struggle with follow-up—and how to fix it
• The simple script for calling your sphere (without being awkward)
• How great leaders communicate so people actually listen
• What Anthony would do differently if he started over today

📲 Follow Anthony: https://www.instagram.com/ajlamacchia

🏠 Work with Anthony: https://www.lamacchiarealty.com/

🧠 Crush it in Real Estate training: https://crushitinre.com/

When the market feels uncertain, buyers, sellers, and entrepreneurs often make the same mistake: they wait.

In this Stay Paid Q&A episode, we break down how to guide clients through fear, why timing the market rarely works, and how entrepreneurs can prove product-market fit before taking on massive risk.

From luxury product launches to real estate decision-making, this episode delivers practical frameworks around cash flow, emotional decision-making, CAC vs LTV, and why quality of life often outweighs perfect timing.

📝 Noteworthy topics:

• Why "waiting for the market" often costs more than it saves
• How to uncover the real emotional motivation behind buying or selling
• The danger of going retail before proving product-market fit
• Why direct-to-consumer is often the smartest early-stage business model
• How to think about CAC vs LTV when running ads
• Why cash flow—not profit—is what kills most businesses
• How to help clients make confident decisions during uncertainty
• Why building a bigger pipeline removes commission pressure
• How quality of life often outweighs financial optimization

👠 Shop with Cierra: https://www.instagram.com/societyshoesbycierra/

📲 Follow Cierra: https://www.instagram.com/mscierra/

⁉️ Do YOU have a question you'd like us to answer on air? Send us an email at [email protected] or shoot us a DM on Instagram https://www.instagram.com/staypaidpodcast