Real Estate Coaching Radio

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Your past client leans over the fence and says, "Nobody's buying right now, are they? I heard sales are way down." Here's the truth: homes under contract were down about 10% from a year ago in October, so almost 9 out of 10 of last year's deals are still happening. Stop chasing everyone and find the people who are actually buying.

In this episode, we give you the facts to bring to every holiday party, then show you who is still buying right now: cash first-time buyers, family movers, and the equity-rich owners who sell one home and buy the next. Plus how we used open houses to break into a luxury market.

You'll learn:
• Why today's market isn't 2007-2008, and how to calmly answer Uncle Bob at the Thanksgiving table
• Rates fell a third straight week and the typical monthly payment hit a five-week low
• A record 1 in 10 first-time buyers paid all cash (NAR's 2026 Profile): their median age was 54, and 28% used an inheritance
• Why more buyers are moving to be closer to family and friends, and why that move starts in your sphere
• Equity-rich owners who buy and sell: one relationship, two or three transactions
• Why the upper end is the most resilient part of the market, and how to move up market
• Repeat buyers are 78% of buyers, with a median age of 62, and 30% of them paid all cash
• How open houses helped us break into a luxury country club market

Buyers didn't disappear. Find the ones who are actually buying.

Start Premier Coaching: https://PremierCoaching.com
Free training and the daily newsletter: https://HarrisRealEstateDaily.com
Harris AI Real Estate Team: https://HarrisAITeam.com
Join eXp + Libertas: https://WhyLibertas.com/Harris
Text Tim Direct: 512-758-0206

Opinions are my own and not the views of eXp Realty.

📬 The daily companion to Real Estate Coaching Radio. Subscribe free: https://www.harrisrealestatedaily.com/subscribe

Your seller opens the door and says, "Zillow says we're worth 520, and the other agent said 549." You haven't even sat down yet. Here's the truth: the listing you take overpriced costs you more than the listing you lose. Today: how to rescue the listings already on your board, and a pricing system that wins the next appointment.

In this episode, we show you how to win the price conversation before you ever sit down: send the pre-listing pack and the CMA ahead of time, let your seller choose the comps, and be ready for the moment your seller asks AI what their home is worth. Plus why the real cost of an overpriced listing isn't the time or the marketing. It's your reputation.

You'll learn:
• Why price is now sellers' number one objection, and why a third of agents lost a listing over it
• Why three in four agents still hand over their comps at the table, and what to send ahead of time instead
• The seven-step listing process and the pre-listing pack that answers the seller's questions before you arrive
• How to get the seller to pick their own comps, and what they think their home is worth, before the appointment
• The seller net sheet with three prices: aspirational, market and sell-it-now
• What happens when your seller asks AI what their house is worth, and the shared-prompt tactic that answers it
• Why the real cost of an overpriced listing is reputation damage
• Why homes priced right still sell above list (about 23% did in Redfin's latest four-week numbers)

The overpriced listing is the most expensive one you'll ever take. Win the price conversation with evidence, and the money follows.

Start Premier Coaching: https://PremierCoaching.com
Free training and the daily newsletter: https://HarrisRealEstateDaily.com
Harris AI Real Estate Team: https://HarrisAITeam.com
Join eXp + Libertas: https://WhyLibertas.com/Harris
Text Tim Direct: 512-758-0206

Opinions are my own and not the views of eXp Realty.

📬 The daily companion to Real Estate Coaching Radio. Subscribe free: https://www.harrisrealestatedaily.com/subscribe

Somewhere in your database, a past client is sitting on a pile of equity, a landlord is tired of the tenants, and a CPA is about to tell a client, "Go talk to your Realtor." A pop-by with a plate of cookies is nice. A pop-by with a plan can be your next $50,000 worth of commission.

In this episode, Tim and Julie lay out who should get a holiday visit from you, what to bring, and why you always knock on the door, plus two listener questions: breaking through 15 to 20 transactions a year, and what to say to past clients with low mortgage rates.

You'll learn:
• Why your next listing is most likely already in your phone (NAR: 40% of buyers were referred by a friend, neighbor or relative; two out of three sellers were referred or rehired an agent)
• What a pop-by is, and why the holidays are the time to do them
• Who gets a visit: your top 20 to 30 past clients, anyone who sent you a referral, centers of influence and your own neighbors
• Why passive marketing and digital drips don't build referrals, and human-to-human contact does
• Pumpkin pies, personalized wine and the raccoon story: why you always knock on the door
• Client events that scale: Santa at the office, a Christmas tree farm, toy and food drives
• The challenge: double the listings you have lined up for early 2027
• Listener questions: stuck at 15 to 20 transactions a year, and past clients with low mortgage rates

Knock on the door. Hand it to them. Have the conversation.

Start Premier Coaching: https://PremierCoaching.com
Free training and the daily newsletter: https://HarrisRealEstateDaily.com
Harris AI Real Estate Team: https://HarrisAITeam.com
Join eXp + Libertas: https://WhyLibertas.com/Harris
Text Tim Direct: 512-758-0206

Opinions are my own and not the views of eXp Realty.

📬 The daily companion to Real Estate Coaching Radio. Subscribe free: https://www.harrisrealestatedaily.com/subscribe

For two months, your clients said the same thing: "Let's wait until after the election." Well, it's after the election, and those clients are ready to talk. Here's the truth: you've never waited on the market, and you're not starting now. The agents who finish the year strong work a short list of the right people, put a date on the calendar with every call, and let AI help with the sorting.

In this episode, Tim and Julie lay out a year-end sprint you can finish before December 31: five more deals under contract, found in the people who already know you, with an AI team member helping you stay in real conversations.

You'll learn:
• Why "let's wait until after the election" clients are ready to talk now
• Why politics and rates don't decide whether people move, and why one in ten first-time buyers is paying all cash
• Why listings, not buyers, give you a predictable floor every month
• The year-end sprint: five more deals under contract by December 31
• Where to find them: your after-election list, expireds and withdrawns, your own stale listings, paused buyers and builders with finished homes
• The "Do you know Bob?" test: why your real database is closer to 100 people than 1,000
• Holiday cards and doorstep gifts for your core people
• Why drip campaigns are dead, and how an AI center of influence specialist keeps real conversations going
• Homework: finish your Real Plan before the holidays

Don't wait on the market. Work your short list.

Start Premier Coaching: https://PremierCoaching.com
Free training and the daily newsletter: https://HarrisRealEstateDaily.com
Harris AI Real Estate Team: https://HarrisAITeam.com
Join eXp + Libertas: https://WhyLibertas.com/Harris
Text Tim Direct: 512-758-0206

Opinions are my own and not the views of eXp Realty.

📬 The daily companion to Real Estate Coaching Radio. Subscribe free: https://www.harrisrealestatedaily.com/subscribe

A potential buyer stands in the kitchen of your open house and says, "We're just looking. We'll probably wait until spring." Most agents hand over a card and say, "Call me when you're ready." Here's the truth: "just looking" usually means nobody has shown them what's changed. This fall and winter, buyers have more choices, more room to negotiate, and even builders who want to deal.

In this episode, Tim and Julie share the buyer consultation and pre-qualifying conversation that turns lookers into buyers, and often into listings too.

You'll learn:
• What a retail store's greeters teach you about buyers who say "just looking"
• The pre-qualifying questions to ask at your open house, and when to pivot to the listing
• Why "fake friending" repels serious clients, and what professionals do instead
• The 1-to-10 motivation question, and "What would it take to get you to a 10?"
• Why builders with finished homes are offering incentives and rate buydowns, and how to ask for them
• Rate or payment: the question that moves fence-sitting buyers
• The 30-minute buyer consultation, and why a showing is not a consultation
• Listener question: exhausted in Q4, how do I finish the year strong?

Stop being a secret agent. Ask the next question.

Start Premier Coaching: https://PremierCoaching.com
Free training and the daily newsletter: https://HarrisRealEstateDaily.com
Harris AI Real Estate Team: https://HarrisAITeam.com
Join eXp + Libertas: https://WhyLibertas.com/Harris
Text Tim Direct: 512-758-0206

Opinions are my own and not the views of eXp Realty.