Episode Details

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:

⏳ 00:00 - 02:30 | Opening Monologue – Maximizing Your CRM Week

• 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.

📰 02:31 - 07:33 | Housing Headlines

• 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.

🎙 07:34 - 35:11 | Exclusive Interview with Sara Delansig – Advanced CRM Strategies

• 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.

😆 35:12 - 43:15 | Real Estate Confessions – The Wild Side of Showings

• 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.”

📢 43:16 - 45:00 | Final Stretch!

• 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 stori