Real Estate Coaching Radio

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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.

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

Your seller signs the listing agreement and asks, "Great, so when does it go on Zillow?" Most agents answer with a date: photos Tuesday, live Thursday, fingers crossed. Here's the truth: the best listings don't just go live, they launch. The buzz gets built before the home hits the market, and the first 14 days can decide how the whole listing goes.

In this episode, Tim and Julie share what really sells a listing, and how to launch it so your seller feels taken care of from day one.

You'll learn:
• Why more exposure doesn't sell a house faster or for more, and why you still market a listing
• The test to run on your next listing, and why price beats location and condition every time
• Why pricing skill matters more than ever, with expired listings piling up
• What eXp's coming-soon listings in RealScout and the new Open Real Estate platform mean for your sellers
• Why private, off-MLS listings put the burden on the seller
• Your 14-day launch, the 180-day seller communication plan, and how an AI seller specialist keeps every seller informed
• Listener question: what if you love your human transaction coordinator?

Spoil your sellers with communication, especially going into the holidays.

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 buyer stands in the kitchen at your open house, holding up her phone: "ChatGPT found me this house. Gemini says the neighborhood's great. What do you think?" Your client already has a favorite AI. Do you? Most agents are paying for two or three AI tools and getting good at none of them.

In this episode, Tim and Julie share how to choose the AI you actually use, and how to keep your client data your own.

You'll learn:
• Why a luxury brokerage building its own AI is a warning about who controls your client data
• Why you should never rely on broker apps that aren't fully portable, and what happens to your past clients when you leave
• Why AI power users are going deeper, not wider: pick the tool you know how to use cold
• How the Harris AI Real Estate Team sets up, why it keeps upgrading itself, and why your data stays yours
• How to add a team member for special projects and personal tasks, with no new hire
• Listener questions: why your AI forgets your business, whether to tell clients you used AI, and how to stop feeling overwhelmed by AI at any age

Sellers already assume you're using AI. Now they want to know how.

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.