In Part One of our conversation with Nick Krautter, author of The Golden Handoff, we discussed how to identify agents who are winding down their businesses and how to approach them about adopting their database.

Throughout Part Two of our discussion we explore:

• The difference between a one-off referral and a golden handoff referral
• How long the retiring agent will receive referral fees for
• The actionable steps to take when handing off a database
• How much communication there should be between the retiring and adopting agents
• Referral fees vs a flat fee for a database
• How you could possibly make more money not working

If you missed Part One you can catch up here: The Golden Handoff with Nick Krautter - Part One

“What are your plans for your business when you’re done selling?” is not a question a lot of agents think about before they decide to retire, nor the value of their database.

Nick Krautter, author of The Golden Handoff, joins us to share his process for adopting clients from agents who are winding down their businesses or changing markets.

During this part of our conversation Nick shares:

• How he got from 200 to 2000 clients in two years by adopting other agents' clients.
• The challenges Nick encountered the first time he tried to adopt someone else’s book of business
• How to identify who is a good candidate to give your book of business to
• How to find people who are looking to retire or change markets
• Scripts to help approach someone about taking over their business
• Partial handoffs
• Practical steps to take to make the transition as smooth as possible
• Setting expectations for success

Are you looking to grow your business quickly or looking to retire and are unsure what to do with your book of business? Then listen in for part one of our two-part discussion with Nick to learn some actionable steps you can take to do so.

The Keeping It Real podcast has evolved. Welcome to /RealEstate – the podcast for ambitious agents who leverage technology to grow their business.

We’re still bringing you insights from top industry leaders and experts—just with a fresh new format and a bold new look.

If you are already subscribed to Keeping It Real you don’t need to subscribe to anything else, /RealEstate will be coming to you in the exact same places.

Tune in every other Wednesday on YouTube, Apple Podcasts, Spotify, or wherever you get your podcasts for game-changing tips, tricks, and tech to take your business to the next level.

We’re kicking things off next Wednesday, February 19, with part one of a special two-part episode featuring Nick Krautter on The Golden Handoff—you won’t want to miss it!

On this episode of Keeping It Real, we sit down with Chuck Richards, Senior Product Manager at Real Geeks, to discuss what role automation plays in real estate.

During our conversation, we explore:

• The basics of automation
• The difference between automation and workflows
• Creative ways to utilize automation - Best practices for workflows
• The future of automation

Whether you are new to incorporating automation in your business or a seasoned pro looking for exciting new ideas, you’re going to want to tune in.

Check out Chuck’s previous appearances:

Setting Up Your Website for Success: https://youtube.com/live/mmXFixZeBl0

CRM 101: https://youtu.be/ORx4GIwJBX4

You’ve got a CRM! Now What Do You Do?: https://youtube.com/live/VyzNv9ohQU0

On this episode of Keeping It Real, Dale Archdekin is back to help you prepare for and manage some of the new objections you might encounter related to the NAR settlement.

Despite the uncertainty around the NAR settlement, don’t wait until everything is in stone to start implementing some of the upcoming changes. Dale shares some of his master objection-handling skills to help you deal with some of these new obstacles you might face.

During our conversation we dive into:

• When to have the conversation about buyer agent agreements with online leads

• Setting expectations about compensation

• How to address the contingency of having the buyer having to pay what the seller doesn’t cover

• How the news cycle creates more objections

• A real-world example of how to address the “I don’t want to pay a buyer agent’s commission”

• How to handle common objections such as “So and so represents buyers for free”, “ I don’t want to be tied to one agent”, and “I don’t want to pay for a buyers agent”

For more of Dale's great insight check out his Youtube channel: @Smartsalescoaching or to work with Dale go to: http://www.smartsalescoaching.com

Last year, Theresa Bastian had her best year in her entire 25-year real estate career. On this episode of Keeping It Real, she joins us to share what she attributes to that success and some of the major lessons she’s learned along the way.

Theresa talks to us about the importance of:

• Approaching your business like a professional in any other field would

• Having control over your time

• Surviving the crash in 2008

• Getting to a skills-based model for a balanced market

• Having foundations in place

• Knowing the market well enough to be confident in the conversations you need to have

• How giving the perception we are always available devalues what you bring to the table

• Working with your ideal clients

• Operating with a business plan

• Standing out from the automatic responses

• Knowing your value propositions and articulating that value

• Understanding that you are a business owner

• Learning that you can work remotely

• How to successfully delegate

We sit down with Dr. Benjamin Ritter for a special mindset-focused episode of Keeping It Real to provide coaching many agents don’t usually get.

Dr. Benjamin Ritter is an international leadership and career coach, Sr. Talent Management Consultant, Top Career Development and Executive Coaching Voice on LinkedIn, international speaker, values-geek, online instructor, and host of two podcasts.

During our discussion, Dr. Ritter provides actionable steps for dealing with:

• Feeling a lack of control

• Self-leadership

• Holding yourself accountable

• The Three C’s: Clarity, Confidence, and Control

• Getting over the fear of calling your leads

• Managing your schedule

• Tackling an overwhelming to-do list

• Delegation

• Job satisfaction

• Managing change

• Comparing yourself to others

• Having difficult conversations

If you are feeling stuck in your career or want help optimizing your workflow, you’ll want to tune in.

On this episode of Keeping It Real, we sit down in person with Aymen Alobaidi at Pouch 6 Studios in Austin.

Aymen has been laser-focused on becoming a real estate agent since he was 14, strategically choosing jobs in sales and hospitality in order to accumulate skills in preparation for his career in real estate. Now he’s in his second year in real estate and is killing it.

In our conversation, Aymen shares some of the lessons he’s learned starting out, including:

• Learning how to handle objections

• The chaos of change creating opportunity

• Focusing on the client instead of the commission

• The payoff of making 100 calls a day

• Working with your clients on their timelines

• Working with difficult buyers