Maximize Your CRM to Track, Nurture, and Convert Leads with Tips from Sara the ISA
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This week on KGCI Real Estate On Air Live, host Ian Wheatley sits down with Sara Delansig, host of Keeping It Real Estate, to talk about how agents can fully leverage their CRM to track, nurture, and convert leads effectively. Many agents struggle with their CRM—whether they’re not using it consistently or failing to automate key processes. Sara shares insider strategies from her experience in inside sales, revealing how top agents transform their CRM into a deal-closing machine.
📌 Missed this episode? No problem! Sara will dive even deeper on the Agent Power Huddle (Wednesday at 11 AM ET / 8 AM PT), and we’re covering everything again in our Friday Focus, where we’ll deliver six hours of expert CRM strategies.
Plus, this week’s Housing Headlines include Rocket Mortgage’s massive $1.75B acquisition of Redfin, rising FHA loan delinquencies, and a surge in mortgage demand as interest rates dip.
And don’t miss this week’s Real Estate Confessions—from tenants caught in the middle of a showing to a buyer who took an unexpected dip in the pool.
Episode Breakdown:
- What’s happening this week: Sara Delansig joins us to break down advanced CRM strategies, and you can catch her follow-up on Agent Power Huddle before the full recap in Friday Focus.
- Rocket Companies Acquires Redfin for $1.75 Billion – What this means for agents.
- FHA Loan Delinquencies Hit 11-Year High – Why affordability is getting tougher.
- Mortgage Demand Surges 20.4% – Interest rates dip, buyers jump back in.
- 08:00 | The #1 mistake agents make with their CRM (hint: not using it at all).
- 12:45 | How a well-organized CRM saves time & increases conversions.
- 18:30 | Segmenting leads properly to personalize follow-up.
- 22:10 | Automate everything—except the human touch.
- 28:00 | The future of CRMs—AI integration, automation improvements & voice-to-text features.
- 36:00 | The tenants that weren’t supposed to be home… but were.
- 38:40 | Buyer steps backward into a pool mid-conversation.
- 40:50 | The junkyard backyard listing—seller called it “character.”
- Watch Sara’s full deep dive on CRM strategies at Agent Power Huddle (Wednesday at 11 AM ET / 8 AM PT).
- Catch the full recap of today’s conversation + more in Friday Focus (12 PM ET).
- Submit your Real Estate Confessions! DM us on Facebook or Instagram to share your craziest real estate stories.
Key Takeaways from the Interview with Sara Delansig:
✅ 1. The #1 CRM mistake? Not using it at all. Many agents see CRMs as storage, rather than an active tool for tracking conversations and automating tasks.
✅ 2. A well-organized CRM saves time and boosts conversions. Proper CRM usage eliminates guesswork, allowing agents to focus on high-value activities instead of manual tracking.
✅ 3. Personalization matters—one-size-fits-all doesn’t work. Leads from Zillow, Facebook, and referrals all need different approaches—segmenting them properly leads to higher engagement and conversion.
✅ 4. Automate everything—except human interactions. Text sequences, emails, and reminders should be automated, but critical touchpoints still require agent involvement for best results.
✅ 5. Start simple—master one CRM feature at a time. Agents shouldn’t try to do everything at once—begin with adding notes and setting reminders, then move into automation and advanced workflows.
Final Thoughts:
🎧 Missed this episode? Catch the replay on-demand on Apple Podcasts, Spotify, iHeartRadio, and the KGCI mobile app.
📅 Next Up: Watch Agent Power Huddle on Wednesday & tune in Friday for the full CRM recap!
📲 Submit Your Real Estate Confessions – Got a crazy client story? Message us on Instagram or Facebook!
📅 Next Up: Watch Agent Power Huddle on Wednesday & tune in Friday for the full CRM recap!
📲 Submit Your Real Estate Confessions – Got a crazy client story? Message us on Instagram or Facebook!
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