Referral Boss Podcast with Keith Goeringer

Keith Goeringer
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Join Keith Goeringer on the Referral Boss podcast, where mastering referral strategies is the name of the game! Discover how to build authentic, high-value relationships that generate steady referrals, without feeling pushy or salesy. Using the proven CONNECT Framework, Keith delivers actionable insights and practical advice for loan officers and real estate professionals eager to create lasting partnerships. Whether you’re new to the industry or a seasoned pro, this podcast will help you unlock strategies to make referrals your number one business driver. Tune in and transform how you grow your network and close deals! 

  1. 5d ago

    Calling FSBOs feels uncomfortable when your only plan is to ask for the listing.

    Send us Fan Mail Before you call another for sale by owner, answer one question: Why would the homeowner want to keep talking to you? In this episode, Keith Goeringer shares a practical routine for calling FSBOs and expired listings. Learn how to protect thirty minutes on your calendar, prepare your research with AI, and use questions inspired by Jeremy Miner's NEPQ framework to understand the seller's goals. Keith walks through opening conversations, responding to resistance, discussing the previous selling experience, and earning a useful follow-up appointment. He also explains how PropertyRadar, Otter.ai, and your CRM support the preparation and follow-through. For Realtors who want a clear plan before picking up the phone. Prepare before your calling appointment Protect thirty minutes for calls. Build your list beforehand, review the property information, and have your opening questions ready. Follow your brokerage's process for checking listing status and calling eligibility. Give the homeowner room to talk Start with a clear introduction. Ask about their experience, listen to the response, and choose your next question based on what they share. Approach FSBOs with curiosity Explore buyer activity, showing feedback, moving plans, and timing. Understand why they chose to sell independently before discussing professional help. Understand what happened with an expired listing Ask about expectations, showings, offers, and communication. Learn what the homeowner would want handled differently before proposing another listing appointment. Connect the appointment to a specific concern Give the seller a reason to meet. Review selling expenses, buyer feedback, competing properties, or the timing of their next move. Capture the details after each conversation Dictate a recap into Otter after hanging up. Record the homeowner's goal, obstacles, promises made, and agreed follow-up date. Review the summary before adding the details to your CRM. Book the next conversation Agree on when to reconnect and why. Following up after a scheduled open house gives you a specific conversation to continue. Bring the next purchase into the discussion Ask whether the seller has reviewed expected sale proceeds and the payment on their next home. Involve your lender before committing to a moving timeline. Questions to practice "How has the response compared with what you expected?" "What feedback have you received about the property?" "What do you think has kept someone from making an offer?" "Where are you hoping to move after you sell?" "If the home hasn't sold by then, how would your moving plans change?" "What led you to choose selling on your own?" "How did the experience compare with what you expected?" "What would you want handled differently if you listed again?" Your five-day assignment Choose FSBOs or expired listings. Protect thirty minutes each day. Prepare your list before the calling block. Ask questions, capture the answers, and agree on the next step. Working with a Middle Tennessee seller who also needs to buy? Reach out to review the financing questions and purchase timing. https://keithgo.com Tools mentioned in the episode Otter.ai (https://otter.ai) Transcribe your spoken recap after each call. Use the notes to capture the seller's goals, concerns, and next steps. Review summaries before saving them to your CRM. PropertyRadar (https://www.propertyradar.com) Research property and owner information before your calling block. Use the available details to prepare a brief background summary for each contact. Verify current listing status through your brokerage's approved sources. Jeremy Miner's NEPQ Framework (https://www.7thlevel.com/nepq) Explore the question-based sales framework referenced in this episode. The episode's examples are Keith's adaptations, rather than official NEPQ scripts. Optional CRM resource HighLevel (https://www.gohighlevel.com/crm) An option for organizing contacts, conversation history, appointments, and follow-up workflows. Start with your existing CRM if you already have one. Connecting notes and automations requires setup. Your brokerage's MLS and approved prospecting resources Use your existing access to verify listing status and prepare your calling list. Ask your broker which sources and outreach procedures your office supports. Keith Goeringer

    Calling FSBOs feels uncomfortable when your only plan is to ask for the listing.

  2. Oct 21

    Why Handing Your Database to AI Is Backfiring

    Send us Fan Mail A lot of Realtors are turning their whole database over to the AI built into their CRM. From everything I've seen, it's not working. AI is great at taking tasks off your plate. It is not great at knowing that a past client's daughter just left for college. In this episode, I talk about where AI actually fits in your business and where you still have to show up yourself. What we cover: Why letting AI run your relationships falls flatUsing technology to clear every task except talking to peoplePutting the time you get back into calls and texts to past clientsA simple morning: check your AI agents, then power hour, then content hour, then appointmentsThe Realtor on a coaching call who said the market is never down for her, and whyRecording content in batches instead of creating it on the flyWinning before noonThe difference is simple. AI should free you up to build relationships, not replace them. If you want to talk through how you're setting up your day or your systems, just DM me. Happy to help. Keith Goeringer

    Why Handing Your Database to AI Is Backfiring

  3. Oct 16

    Before You Hire Another Assistant, Listen to This

    Send us Fan Mail  A conversation at a conference reminded me how many real estate professionals still haven’t seen AI agents handle everyday work. In this episode, I share how I use agents for birthday research, email checks, calendar reviews, past-client follow-up, and for-sale-by-owner research. I explain my approach to building one specialist at a time, teaching the job, checking the results, and expanding from there. For Realtors, the goal is more time for personal conversations. Let an agent gather the information so you’re prepared to pick up the phone. I also share why I’m building an AI setup business with my son, Jake, and how to request a free review of the tasks you’d like help handling. NOTES: Keith Goeringer shares practical examples from his own business and explains where Realtors should start with AI agents. In this episode: • The conference conversation about CRMs and the future of working through AI agents. • Why Keith’s first Grok Bot focused on birthday research and more personal outreach. • Using birthdays to review past conversations and reconnect with people in your database. • Preparing daily past-client follow-up lists. • Recording a recap after a conversation and having an agent update the CRM. • Researching new FSBO listings before making contact. • Why honest outreach matters when approaching homeowners selling without an agent. • Training a listing copy bot with examples of your own writing. • Using agents to review email and calendars. • Giving each bot one specialty before adding a coordinating “chief of staff.” • Keith’s new project with Jake to help professionals set up AI agents while supporting Jake’s college education. Keith also shares a past-client conversation which led to a connection with a veterans benefits resource. The lesson: staying in touch creates opportunities to help beyond the next transaction. YOUR FIRST STEP Choose one recurring task. Define the information your bot needs, the result you expect, and what you’ll review. Improve the process before adding another bot. WANT HELP GETTING STARTED? Message Keith with the task you want help handling and how you currently complete the work. Keith and Jake are offering a free initial review to identify the scope of a potential setup.  Connect with Keith: https://keithgo.com

    Before You Hire Another Assistant, Listen to This

  4. Oct 9

    How Realtors Edit Their Own Videos With ChatGPT

    Send us Fan Mail  In this episode, Keith covers: Installing the ChatGPT desktop app and opening Codex. Connecting ChatCut and starting your first video project. Uploading footage from your computer or phone. Writing editing prompts with clear instructions about what to remove and preserve. Removing failed takes and long pauses without rushing your delivery. Using the transcript to make specific cuts. Adding captions and checking names, prices, and property details. Placing your own property footage over your narration. Reviewing audio, saving revisions, and exporting an MP4. Understanding the difference between assistant usage and ChatCut credits. Assigning recording, approval, and posting tasks between you and your virtual assistant. YOUR FIRST STEP Choose one client question you already explain clearly. Record a complete answer, finish the edit, and watch the exported file before posting. COMPLETE GUIDE AND SETUP INSTRUCTIONS https://referralboss.co/alerts/how-realtors-edit-videos-chatgpt ADDITIONAL RESOURCES ChatGPT desktop setup: https://learn.chatgpt.com/docs/app ChatCut plugin installation: https://chatcut.io/docs/agent-plugin ChatCut: https://chatcut.io Have a buyer financing question for your next video? Send Keith the scenario before recording. Review the details first so your audience gets accurate advice and a clear next step.

    How Realtors Edit Their Own Videos With ChatGPT

  5. Oct 1

    How To Unlock Equity Before The House Even Sells

    Send us Fan Mail Mark Madsen and I sat down with Bill Rogerson, President of Cash to Win, to talk about options Realtors should know when a client has substantial equity tied up in their current home but isn’t ready, or doesn’t want, to sell before buying the next one. We get into Cash to Win’s buy-before-sell approach, how it fits alongside options like HELOCs and bridge loans, downsizing and relocation situations, homes that need repairs before going on the market, and why the right answer isn’t always the same for every homeowner. I also walk Bill through a real situation I’m working on: a buyer with an approximately $800,000 home and strong income who can qualify carrying both houses but doesn’t want to drain his reserves just to make the move. For Realtors, that’s the bigger lesson from this conversation. When a client says they have to sell before they can buy, find out what is actually stopping them before assuming the move can’t happen. Show Notes In this episode, Mark Madsen and I sit down with Bill Rogerson, President of Cash to Win, to dig into a problem Realtors see all the time: a homeowner wants to move, but much of the money they need is tied up in the house they already own. Bill explains how Cash to Win approaches the buy-before-sell problem and how homeowners may be able to access a portion of their equity before their existing property is ultimately sold. We talk through several situations where this can become useful, including: • Buying the next home before selling the current one • Downsizing without having to move twice • Relocation when the existing home hasn’t sold • Preserving cash reserves during the move • Comparing the situation with a HELOC or bridge loan • Handling a current home that needs repairs before it can be sold One of the most important parts of the conversation is that Cash to Win isn’t automatically the answer. We discuss why some homeowners may be better off using a HELOC, bridge loan, their own cash, or simply selling traditionally. The important part is understanding the homeowner’s actual problem and comparing the numbers. I also give Bill a real buyer scenario I’m currently dealing with: an approximately $800,000 current home, strong income, the ability to qualify carrying both properties, and enough money to make the next purchase—but a legitimate concern about using too much of the family’s reserves before the existing home sells. That distinction matters. Qualifying for two mortgages doesn’t necessarily mean someone is comfortable carrying two mortgages. For Realtors, my takeaway is simple: when someone tells you, “I have to sell before I can buy,” don’t stop there. Ask why. Is it qualification? Equity? Cash reserves? Repairs? Carrying costs? Or simply not wanting to move twice? Those are different problems, and they may have completely different solutions. If you have a client in Middle Tennessee who wants to move but believes their current house is preventing them from buying the next one, send me the scenario. Let’s look at the financing, equity, and available options before assuming they have to sell first.

    How To Unlock Equity Before The House Even Sells

  6. Sep 24

    Your TC, VA, and AI Are Probably Doing the Wrong Jobs

    Send us Fan Mail Realtors have more ways than ever to delegate work. Transaction Coordinators, virtual assistants, AI agents, and normal AI tools all save time. The problem is figuring out which one should handle each job. After years of working with VAs, building SOPs, and now testing AI agents, I have started looking at delegation differently. Some work absolutely belongs with the Realtor. Other work should never be taking up the Realtor’s day. In this episode, I break down how I decide what stays with the Realtor, what belongs with a TC or VA, where AI agents make sense, and when a normal ChatGPT thread is all you need. I also explain why cost matters, where I think Realtors are over-automating, and what you should be doing with the time these systems give back to you. The goal is not to automate relationships. The goal is to automate the work around them so you have more time for the people who matter. Episode Notes: Last week I talked about spending $329 in four days testing an AI agent. That experiment led me to a bigger question. Instead of asking, “Can AI do this?” I started asking, “Who should be doing this?” That changes the entire conversation. In this episode, I break down the five places work can go inside a modern real estate business: the Realtor, Transaction Coordinator, Virtual Assistant, AI agent, or a normal AI thread. I talk about why client conversations, negotiation, judgment, prospecting, and relationship building still belong with the Realtor. I also explain why I want the TC managing the process without taking over the relationship. After personally training virtual assistants on more than 900 tasks, I have also learned where VAs perform extremely well and where they struggle. Production, editing, design, and clearly defined execution tend to work. Asking them to create relationships or originate business is a different story. Then there are AI agents. They are becoming excellent at repetitive digital work, research, CRM work, monitoring, and gathering information. My preference is to let AI do 80 or 90 percent of the labor, then let the expert review the work and make the final judgment. We also get into something I learned from the $329 experiment: automation has a cost. A sophisticated AI agent is not automatically better than a VA, and sometimes a normal ChatGPT thread handles the job in a few minutes. The final question is the one I think matters most. What are you doing with the time you get back? If your TC, VA, and AI give you three hours back and you spend those three hours scrolling social media, none of this helped your business. Use the time for calls, conversations, content, clients, and relationships. AI should not create the relationship. It should clear away the work around it so you have more time to build it.

    Your TC, VA, and AI Are Probably Doing the Wrong Jobs

  7. Sep 17

    My AI agent burned through 63,000 credits in four days. Cost: $329

    Send us Fan Mail  The technology worked. The finished work looked impressive. The expense exposed a problem few business owners are measuring. In this episode, I break down the true cost of getting work done through AI agents, virtual assistants, employees, freelancers, automation, or your own time. I also explain why one listing landing page used about 9,000 credits, bringing its estimated cost to $47. The goal is not to automate everything. The goal is to protect your time, judgment, client relationships, and income while finding the most economical worker for each task.   My AI agent used $329 in credits in four days. One listing landing page used about 9,000 credits. Based on the plan price, the page cost about $47. Was $47 a good price? The answer depends on the finished result, the work involved, the supervision required, and the value produced. In this episode, you will learn: • Why AI credits feel disconnected from money • Seven ways Realtors pay to get work done • The hidden cost of doing a task yourself • When an employee or personal assistant makes sense • Where virtual assistants still provide strong value • When a standard AI subscription is enough • When a credit-based AI agent earns its higher cost • Why fixed automation often beats an advanced AI agent • How to calculate cost per approved result • How to run a ten-task test before committing to a workflow AI did not make work cheaper. AI made more work possible. Before adding another tool, choose one recurring task. Run the task ten times.  Track the full cost, supervision, corrections, failures, and approved results. Then decide where the task belongs.

    My AI agent burned through 63,000 credits in four days. Cost: $329

  8. Sep 11

    The fall slowdown isn't just about the market - it's about follow-up.

    Send us Fan Mail  In this episode, Keith Goeringer breaks down the Conveyor Belt Strategy: a simple system for keeping your database moving through October, November, and December so your first quarter doesn't start from zero. You'll learn how to separate Close This Year from Build Q1, why "not ready" doesn't mean "not a client," how to book your next conversation before the current one ends, and what five daily conversations can do for your pipeline. If you've got waiting buyers, credit cleanup clients, or past clients who said "maybe next year" sitting in your database, this episode shows you exactly what to do with them. Show Notes: Episode: The Conveyor Belt Strategy for Fall The fall market slows down. But the real problem? Most agents let their follow-up slow down too. Then January arrives and everyone's scrambling to rebuild their pipeline from scratch. Your Q1 doesn't start on January 1st. It's being built right now - in the conversations you're having (or not having) with the people already in your database. In this episode, Keith walks you through a practical fall system that keeps your pipeline moving without burning you out. What You'll Learn: • The Two-Season System: How to separate "Close This Year" from "Build Q1" in your database • Why "not ready today" doesn't mean "not a client" - and what to do with waiting buyers, credit cleanup clients, and future sellers • The Conveyor Belt Strategy: How one conversation creates the next conversation • BAMFAM - Book A Meeting From A Meeting (and why your memory is terrible CRM software) • The two questions that reveal the real reason someone is waiting - and how that changes your follow-up • What to do with stale listings (and when payment matters more than price) • Why five real conversations a day builds more business than eight hours of cold calling • Your database assignment for this week Key Takeaway: Every conversation should create the next action. Put your database on a conveyor belt, stay useful, stay present, and when people are ready - you'll be the person they call. Resources: Read the full Fall Real Estate Playbook:  https://referralboss.co/alerts/fall-real-estate-playbook-work-database-build-q1

    The fall slowdown isn't just about the market - it's about follow-up.
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Join Keith Goeringer on the Referral Boss podcast, where mastering referral strategies is the name of the game! Discover how to build authentic, high-value relationships that generate steady referrals, without feeling pushy or salesy. Using the proven CONNECT Framework, Keith delivers actionable insights and practical advice for loan officers and real estate professionals eager to create lasting partnerships. Whether you’re new to the industry or a seasoned pro, this podcast will help you unlock strategies to make referrals your number one business driver. Tune in and transform how you grow your network and close deals! 

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