Real Estate Coaching Radio

Open ChatGPT and ask it, "Who's the best real estate agent in my town?"

If your name doesn't come up, you're not alone. In a new study across ten markets, AI recommended only about 1.3% of agents.

In this episode, Tim and Julie Harris explain why AI isn't checking the MLS to see who sold the most. It's reading your Google Business Profile, your reviews, your website and what people say about you online. And it isn't just young buyers searching this way anymore. Everyone is, from first-time buyers to retirees downsizing from the family home.

You'll learn the four things that get agents recommended: A, a complete, active Google Business Profile; B, a steady stream of fresh reviews; C, a name, brokerage, phone number and headshot that match everywhere; and D, a website that answers the questions your clients actually ask. Tim and Julie also share the review ask that gets clients to say yes, a few unforgettable stories of what an online search turned up about agents, and why AI search is a moving target you have to test every month.

Plus a listener question: can a newer agent with only a handful of sales show up in AI search against the big teams? (Yes, and here's how.)

Make sure the next time someone asks who to call, the answer is you.

Free training and newsletter: HarrisRealEstateDaily.comCoaching: premiercoaching.timandjulieharris.comHarris AI: HarrisAITeam.comJoin eXp + Libertas: WhyLibertas.com/HarrisText Tim Direct: 512-758-0206Opinions are my own and not the views of eXp Realty.

Mortgage rates just climbed to 7.40%, and the average agent in your market is about to go quiet.

That's the best news you'll hear all week, because when they stop calling, the whole field opens up for you.

In this episode, Tim and Julie Harris break down the headlines that matter right now: buyers have more negotiating power, sellers are helping with closing costs and rate buydowns, new construction is opening doors for agents who work with builder reps, and Fannie Mae now lets lenders contact homeowners who may be able to cancel their private mortgage insurance.

You'll learn how to show buyers the payment instead of the rate, how to put seller-paid concessions and buydowns to work, why you should get to know the new-build reps in your market, which past clients to call about dropping PMI, and why expired listings are gold in a market like this.

Tim and Julie also answer a listener question about the buyer who wants to wait for rates to come down, and explain why AI will make person-to-person conversations more valuable than ever.

Rates are a headline. Conversations are a business. Your challenge this week: 10 real conversations.

Free training and newsletter: HarrisRealEstateDaily.comCoaching: premiercoaching.timandjulieharris.comHarris AI: HarrisAITeam.comJoin eXp + Libertas: WhyLibertas.com/HarrisText Tim Direct: 512-758-0206Opinions are my own and not the views of eXp Realty.

Your seller thinks the home is priced competitively. The builder down the street is offering a pool, mortgage incentives, prepaid HOA dues and other perks.

If you are only comparing asking prices, you are missing what buyers are actually comparing.

In this episode, Tim and Julie Harris break down how builders use incentives to move inventory without simply destroying their recorded sale prices — and how listing agents can compete using the same psychology.

You’ll hear how pools, golf carts, lease buyouts, prepaid HOA dues, mortgage-rate buydowns and other incentives influence buyers. More importantly, Tim and Julie explain why monthly payment can matter more than purchase price and why automatically recommending another price reduction may not always be the best strategy.

You’ll also learn how listing agents can build creative incentive packages, why buyer agents should negotiate beyond the advertised builder offer, how renters can become buyer prospects through lease assistance and why relationships with knowledgeable lenders are increasingly valuable.

The conversation also expands into AI, productivity, coaching and the importance of surrounding yourself with the right people as the real estate business changes.

Price is only one number. Buyers are comparing payment, perks and price — whether you are helping them make that comparison or not.

Free training: HarrisRealEstateDaily.comCoaching: PremierCoaching.comJoin eXp + Libertas: WhyLibertas.com/HarrisText Tim Direct: 512-758-0206Opinions are my own and not the views of eXp Realty.

Rates are high, so nobody is buying. Right?

Not exactly. The bigger problem may be that you're prospecting the wrong buyers.

In this episode, Tim and Julie Harris break down the rate-proof buyer: cash buyers, equity-rich homeowners, buyers receiving help from parents, people using stocks and investments for down payments, and high-net-worth prospects whose decisions aren't controlled by mortgage rates.

You'll learn why cash buyers never disappeared, how to uncover purchasing power inside your existing database, why agents should ask about family assistance, how investments can become a down payment, and why CPAs, wealth advisors and estate attorneys can become powerful additions to your professional network.

Tim and Julie also explain why agents need to stop absorbing market pessimism, how to meet financially capable prospects through community and charitable events, and how conversations about rate buydowns and creative financing can help buyers see options they may not know exist.

The market isn't necessarily dead. You may simply need better conversations, better prospecting and better information.

Free training: HarrisRealEstateDaily.comCoaching: PremierCoaching.comJoin eXp + Libertas: WhyLibertas.com/HarrisText Tim Direct: 512-758-0206Opinions are my own and not the views of eXp Realty.

AI can write the listing description, analyze the data, and automate the follow-up.

But it still struggles with the part of real estate that happens when actual human beings are involved.

In this episode, Tim and Julie Harris explain why emotional intelligence, judgment, negotiation, timing, and reading the room are becoming more important as AI becomes more capable.

They discuss how AI-generated inspection recommendations can create unrealistic expectations, why software can misunderstand sarcasm or frustration, how averages fail when every seller has a different motivation, and why agents need to stop competing against technology and start working with it.

What you’ll learn: how to recognize where AI falls short, prepare buyers before inspection problems happen, communicate with emotional sellers, make your value visible during the listing process, and use technology to create more time for real human connection.

Free training: HarrisRealEstateDaily.comCoaching: PremierCoaching.comJoin eXp + Libertas: WhyLibertas.com/HarrisText Tim Direct: 512-758-0206Opinions are my own and not the views of eXp Realty.