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