Nearly 14 million homes are about to change hands over the next ten years, and most of them are the family homes your buyers are dying to get. It's the biggest listing opportunity most of us will see in our careers. And most agents are going to miss it, because they don't know how to talk to a 75-year-old homeowner and their grown kids. In this episode, Tim and Julie Harris break down Realtor.com's projection that baby boomers and the generation before them will free up 13.9 million homes by 2036, why there are even more buyers coming behind them, and why the agents winning right now are doing the work they don't want to do. Plus the latest AI tools for agents, including what eXp announced at eXpcon. You'll learn the sphere script that turns "do you know anybody?" into real leads; why these sellers care about safety, family, health and peace of mind, not your marketing plan; how to build your list and offer help instead of a pitch; how to bring the family in while remembering who your client is; the team of partners (consignment, estate sales, auctioneers) that makes you the first call; and the big secret to getting a downsizer moving. Plus a listener question: how do you work with adult children who are pushing their parents to sell? Tim and Julie answer it with the story of a listing appointment where the right advice was to stay. The agents who earn trust now are the ones those families will call. 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.

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.

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 buyer may have more money available than you think. And the mortgage company may not be the only lender in the transaction. Tim and Julie Harris break down how family wealth is changing real estate transactions through all-cash purchases, larger down payments, rate buydowns and other creative strategies. They explain why agents need to stop ending the conversation when a buyer says they're waiting for interest rates to fall. Family assistance, assumable mortgages, paid-off homes and seller financing may create possibilities that aren't obvious at first. You'll learn how the "Bank of Mom and Dad" is appearing in real transactions, the three primary ways family money can help buyers, why low-rate assumable mortgages deserve attention, how paid-off sellers can create additional options, and why creative agents can continue making deals while other agents sit on the sidelines waiting for the market to change. The message is simple: ask better questions, understand how money is moving, surround yourself with knowledgeable professionals and stop waiting for perfect conditions. 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.