Stay Paid Podcast

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: [email protected]

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/