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. 4d ago

    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

  2. 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

  3. 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

  4. 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.

  5. Sep 3

    Your Real Estate Career Needs a Memory

    Send us Fan Mail After 24 years in real estate and mortgage, I realized something. I’ve forgotten a lot of deals. Not the biggest ones. Not the disasters. The everyday transactions where something went wrong, someone needed help, and we figured it out. This episode is about fixing that. I break down how Realtors can build a simple Deal Journal to document transactions, preserve lessons, create future content, train team members, and build a searchable record of the work they have done. Your deals are already telling the story of your career. You should start saving it. After enough years in real estate, the details start disappearing. You remember some transactions forever. Others blur together. But inside those forgotten deals are lessons, problems solved, negotiations handled, mistakes avoided, clients helped, and stories worth keeping. In this episode, I share why Realtors should start documenting their deals while they are happening. You’ll hear: • Why your closed deals are part of your professional history • What to include in a simple Deal Journal • Why you should document deals that never close • How to use AI to interview you after a transaction • How to capture the turning point in every deal • Why “What did I learn?” might be the most valuable question you ask • How your deal history becomes a future training system • How transactions turn into blogs, emails, videos, podcasts, and case studies • Why some sanitized case studies should live on your website • How a searchable history of your deals creates proof of your experience The goal is not to turn every closing into content. The goal is to remember the work. Ten years from now, you should be able to open a deal from today and remember who you helped, what went wrong, what you figured out, and what you learned. Your real estate career needs a memory.

    Your Real Estate Career Needs a Memory

  6. Aug 28

    Build a Real Estate AI System You Actually Own

    Send us Fan Mail  Build a Real Estate AI System You Actually Own If your best AI work is buried inside old ChatGPT conversations, this episode is for you. I break down a simple way to start saving your best prompts, scripts, workflows, listing strategies, follow-up systems, and business instructions as Markdown files. The goal is simple. Stop rebuilding the same work. Start creating a private AI knowledge base for your real estate business. You’ll learn how to organize files for listings, buyers, sellers, your database, local market knowledge, brand voice, and AI instructions. I also explain how these files eventually become the building blocks for AI agents, assistants, and workflows built around the way you run your business. Start with five files. Build from there. Show Notes You spend 20 minutes getting ChatGPT to finally write something the way you want. Then three months later, you need it again. Good luck finding that conversation. In this episode, I show you a better system. Start taking the best things you create with AI and saving them as Markdown files on your computer. A Markdown file is simply a text file ending in .md. The interesting part is what you put inside it. Your files might include: Brand Voice.md Listing Marketing.md Buyer Follow Up.md Database Follow Up.md Open House Process.md AI Writing Rules.md Local Market Knowledge.md These files become reusable instructions for the AI systems you build. We cover: • Why random ChatGPT conversations are a bad place to store business knowledge • What Markdown files are and why they work well with AI • How to save your brand voice and writing instructions • How to organize listing, buyer, seller, and database systems • How to store your local market knowledge • What deserves to become a permanent file • Why you should avoid saving every AI conversation • How your assistant or VA benefits from the same system • How Markdown files become building blocks for future AI agents Your first step is simple. Create a folder called: Real Estate AI System Then create these five files: Brand Voice.md Listing Marketing.md Buyer Follow Up.md Database Follow Up.md AI Writing Rules.md The next time you create something with AI and think, “I’m going to use this again,” do not leave it buried in the chat. Save it. That is how you start building a real estate AI system you actually own.

    Build a Real Estate AI System You Actually Own

  7. Aug 21

    Realtors: Warn Your Clients About Student Loans Before Credit Gets Hit

    Send us Fan Mail If you are a Realtor, this is one warning worth sending to your database. We are seeing buyers with solid credit suddenly show new student loan late payments because they did not realize a payment was due. Some missed an email. Some thought their loans were still deferred. Some had not made a payment in years. In this episode, I break down what Realtors need to know, what to tell clients, and how to spot the issue before it affects mortgage qualification. You do not need to become a student loan expert. You need to help your clients catch the problem early. Read the full article here: https://referralboss.co/alerts/realtors-warn-clients-student-loans-late-payments-credit Show Notes Student loan late payments are showing up on mortgage credit reports. For Realtors, this creates a simple opportunity to protect clients before they get under contract. In this episode, Keith explains what Realtors should watch for and how to turn this into a useful client conversation. You’ll learn: Why some borrowers are suddenly seeing student loan payments againWhy missed emails are creating late paymentsWhy the 90-day mark mattersWhat happens when a late payment hits a buyer’s creditHow student loan issues affect mortgage qualificationWhy SAVE ending in 2026 mattersWhat RAP and the Tiered Standard Plan mean for borrowersWhat clients should check inside StudentAid.govWhy Realtors should not try to give detailed repayment adviceWhen to bring the lender into the conversationHow to use this as a past-client and database touchHow this helps protect future buyers before they are ready to moveYour job is not to solve the student loan problem. Your job is to spot it early. If a client has not made a student loan payment in years, tell them to check their account now. Read the full article here: https://referralboss.co/alerts/realtors-warn-clients-student-loans-late-payments-credit

    Realtors: Warn Your Clients About Student Loans Before Credit Gets Hit

  8. Aug 13

    How to Own a Neighborhood Without Overspending on Postcards

    Send us Fan Mail Geographic farming still works. The problem is relying on postcards to do all the work. In this episode, I break down a three-channel system built around postcards, Meta ads, and email. You’ll learn which five postcards are still worth sending, how to use Meta ads for repeated local visibility, where email fits into the relationship, and how to structure the whole system around a realistic monthly budget. I also walk through a simple 90-day rollout for picking the right neighborhood, building your farm, creating local content, and staying visible without wasting money on mail that gets ignored. If you want more listings from one specific area, this is the system I would build today. SHOW NOTES In this episode: Why traditional geographic farming needs an updateThe two numbers to check before choosing a farm areaWhy turnover rate mattersHow to spot agent saturationThe five postcards still worth sendingWhen to use Just Listed postcardsHow to structure a better Just Sold postcardWhy neighbors around open houses matterHow to use neighborhood-specific market statisticsWhy Meta ads belong in your farming strategyThe three Meta campaigns I would runHow local video builds recognitionWhy your face should be in the adsHow email fits into the systemHow home anniversary emails start conversationsWhy specific client stories work better than generic testimonialsA sample budget for a 400-home farmHow the three-channel approach compares with mailing 16 times a yearA 90-day rollout for getting startedHow daily real estate activity gives you your content ideasHow one local topic feeds your postcards, ads, and emailsThe three channels: Postcards for high-impact physical touchesMeta ads for repeated local visibilityEmail for ongoing relationships and conversationsThe goal is simple. Become familiar enough in one neighborhood that when someone decides to sell, your name is already one they recognize. Here is everything we went over- https://referralboss.co/alerts/become-hyper-local-agent-neighborhood-90-days

    How to Own a Neighborhood Without Overspending on Postcards
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About

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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