Real Estate Coaching Radio

Somewhere in your market this morning, an agent is still waiting for the crash. They're holding off on calling their sphere, holding off on the farm mailer, holding off on asking for the listing. Here's the hard truth: the crash already happened. It happened three years ago, and the agents who stopped waiting are the ones taking the listings. In this episode, Tim and Julie Harris break down why the doom headlines don't match what's happening on your street: eXp CEO Leo Pareja's take on what "normal" looks like now, why Austin is down 4.4% while Abilene, Texas is up 9% in the same state, and why payments, not rates or prices alone, are the real problem buyers face. You'll learn the short list of numbers every agent should know cold (months of supply, absorption rate and days on market by price range); how to explain a seller's, balanced or buyer's market in plain English; the script for buyers who keep making lowball offers, starting with "What does a great deal mean to you?"; and how to keep sellers informed when a listing starts to sit. Plus a listener question from Whitney: should you pay for staging upfront? Tim and Julie share the halfway approach that protects your money, and the advanced tip that lets the stager deliver the hard news about condition. And stay to the end for our announcement about the new Harris AI Real Estate Team. These are the numbers that make sellers trust you and make you sound like the expert in every conversation. 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.

One in five sellers cut their price last month, the most for any September on record. If you have listings, the price conversation is coming. Have it in week three and you keep the listing and the seller's trust. Wait until week 12 and you're headed for an expired. In this episode, Tim and Julie Harris break down the headlines behind it: NAR counts 1.62 million homes for sale, a five-month supply and the most in over a decade, and Redfin says 21% of sellers cut their asking price in the four weeks ending September 20th. Buyers have more choices than they've had in years, and they know it. You'll learn how to set up the price conversation at the listing appointment so it never feels like a surprise; why you should preview the competing and pending listings before every appointment; the "two weeks or 10 showings" gauge (and why you should know your own market stats first); why you say "reposition" instead of "lower the price"; the script for "Why aren't you the one showing my house?"; and why you have to make the seller calls yourself instead of hiding behind digital updates. Plus a listener question: should you call expired listings now or wait until January? Tim and Julie walk through the full conversation, from "What does spring mean to you?" to "Can I tell you why that scares me for you?" The key to being a successful listing agent is having the listing when it sells. 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.

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.

Most listings that sit were already in trouble before the agent rang the doorbell. If you don't know the seller's pricing expectations, neighborhood days on market, competing inventory, nearby new construction, timeline, and motivation before the appointment, you're walking in at a disadvantage. Tim and Julie Harris break down the preparation real estate agents need before meeting with a seller. You'll hear why pricing starts before the presentation, how neighborhood-specific market data can change your strategy, why list-to-sale ratios can be misleading, and how builder incentives can completely change what your resale listing is competing against. They also explain why listing success requires more than a good presentation. A repeatable system for lead generation, appointment setting, seller pre-qualification, pre-listing preparation, presentation, negotiation, and closing gives agents the confidence to walk into listing appointments prepared to earn the business. What you'll learn includes how to uncover the seller's real pricing expectations, evaluate days on market correctly, analyze list-to-sale ratios, identify competing inventory, account for new construction, uncover seller motivation and timing, and prepare more effectively before the listing appointment. 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.

Your past clients loved you. So why did they hire another real estate agent? The answer may be much simpler — and more expensive — than you think. In this episode, Tim and Julie Harris break down why successful transactions don't automatically create repeat clients, why agents overestimate the strength of their databases, and why staying top-of-mind requires more than scheduled emails, social media posts, and automated marketing. The episode starts with an experienced agent who discovers that a former client listed with someone else because they assumed he had retired. That story illustrates the larger problem: clients may intend to work with you again, but after years without meaningful contact, another agent becomes the person they remember. You'll learn why centers of influence and past clients remain critical to a real estate business, how to determine whether your database contains real relationships or just names, why personal conversations still outperform passive visibility, how client events can create multiple meaningful contacts, and why your lead-generation strategy should combine relationship-based business with proactive prospecting. Tim and Julie also explain how the Real Plan inside Premier Coaching helps agents build an actionable business plan, determine their listing goals, establish lead-generation spokes, and create a schedule around the activities that actually move the business forward. 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.

Your seller already asked AI what their house is worth. What happens when its answer is higher than yours? Getting defensive could cost you the listing. In this episode, Tim and Julie Harris break down what happens when sellers arrive at listing appointments armed with AI-generated valuations, comparable sales, pricing opinions, and questions for their real estate agent. They explain how one coached agent responded when a seller’s AI valued the property at $648,000 while her recommendation was $620,000 — and why the real issue was not the price difference. It was whether the agent could demonstrate value the technology could not provide. You’ll learn why agents should never dismiss a seller’s AI, how to identify the property details automated valuations can miss, why firsthand neighborhood knowledge still matters, and how giving buyers and sellers a better AI prompt can create a more productive pricing conversation. Tim and Julie also explain how agents can use AI before listing appointments and how an AI-powered real estate team can take repetitive preparation off the agent’s plate. The goal is not to compete against AI. It is to use the technology while becoming even more valuable when a real client needs judgment, context, communication, and trusted advice. 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.

Getting a home under contract doesn’t mean the negotiation is finished. For many agents, the home inspection has become the second negotiation — and it can be where an otherwise solid transaction starts falling apart. Tim and Julie Harris break down how listing agents can prepare sellers before an inspection, how buyer agents should set expectations before the repair report arrives, and how to handle repair requests without creating unnecessary drama. You’ll learn when a pre-inspection may make sense, how seller home warranties can reduce potential objections, what buyers should reasonably request, why repair credits and escrow arrangements can sometimes work better than seller-managed repairs, and what to do when the buyer appears to be using the inspection primarily as another opportunity to negotiate price. You’ll also learn why successful agents must become the calm voice in difficult transactions. Inspection problems, inexperienced agents, emotional buyers, and frustrated sellers are all part of the business. Your ability to anticipate problems, communicate clearly, and keep the deal together is what separates agents who write contracts from agents who consistently close them. This is practical, tactical real estate coaching for agents who want stronger negotiation skills, more closed transactions, and a career built on solving problems instead of creating them. Free training: HarrisRealEstateDaily.com Coaching: PremierCoaching.com Join eXp + Libertas: WhyLibertas.com/Harris Text Tim Direct: 512-758-0206 Opinions are my own and not the views of eXp Realty.

Mortgage rates moved higher. Most agents are about to react by slowing down. Tim and Julie explain why this may be exactly the wrong response — and why rate headlines can become one of the best reasons you've had to call your buyers, sellers, past clients, and database. The real conversation isn't simply about mortgage rates. It's about monthly payment, affordability, financing strategy, seller concessions, rate buydowns, and helping consumers understand options they may not know exist. You'll learn why buyers who say they're “waiting for rates” may actually have a payment objection, how working with a knowledgeable lender can help uncover alternatives, how seller-paid buydowns can change the listing conversation, why motivated sellers become more important when competitors retreat, and how consistent database prospecting can create opportunities while other agents mentally check out. Tim and Julie also explain why your next business year shouldn't begin in January. The agents building momentum now can enter the next year already working from a plan instead of starting from zero. Free training: HarrisRealEstateDaily.com Coaching: PremierCoaching.com Join eXp + Libertas: WhyLibertas.com/Harris Text Tim Direct: 512-758-0206 Opinions are my own and not the views of eXp Realty.

Your seller may be fact-checking your listing price with ChatGPT after you leave the appointment. If AI gives them a different answer, you could lose the listing without ever finding out what happened. In this episode, Tim and Julie Harris explain how AI is changing the listing appointment and why real estate agents need to stop treating automated pricing research as something they can simply argue against. The issue is not only whether AI gives the right answer. It is how confidently it can deliver an incomplete answer based on the prompt and information it receives. Tim and Julie break down why agents should assume sellers will check their pricing recommendations, how the wording of an AI prompt can influence the result, and why agents should consider giving sellers an objective prompt before the listing appointment. They also explain how to handle a seller who brings an AI-generated valuation into the conversation, why off-market sales and local market knowledge still matter, how nearby new construction and builder financing can affect resale pricing, and why buyers are often comparing payments rather than prices. You'll learn how to use AI without fighting it, how to strengthen your CMA with information the technology may have missed, how to build greater pricing conviction, and why staying focused on listings can create opportunities while competing agents become distracted. Free training: HarrisRealEstateDaily.com Coaching: PremierCoaching.com Join eXp + Libertas: WhyLibertas.com/Harris Text Tim Direct: 512-758-0206 Opinions are my own and not the views of eXp Realty.

AI isn’t the first technology people feared would destroy human skill. It probably won’t be the last. But real estate agents who refuse to adapt may be fighting the wrong battle. Tim and Julie Harris break down the real estate industry’s “immune response” to artificial intelligence and why the same fears surrounding AI have appeared throughout history with the printing press, calculators, spreadsheets, photography, electricity, and the internet. The bigger shift isn’t simply that AI can perform more tasks. It’s that information, digital marketing, content creation, analysis, and specialized knowledge are becoming easier for almost everyone to access. That changes what makes a real estate agent valuable. You’ll learn why relationships may become your strongest competitive moat, why trying to compete with AI on information alone is a losing strategy, how rapidly improving AI tools are changing real estate marketing, why human judgment still matters, and how agents can begin testing AI inside their businesses instead of debating it from the sidelines. The goal isn’t to become a technologist. The goal is to use technology to eliminate lower-value work so you can spend more time building relationships, communicating with clients, generating opportunities, and becoming the person people know, trust, and recommend. 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.