SCALE WITH LIBERTAS & EXP REALTY
By Tim & Julie Harris · October 20, 2026
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Somewhere in your market this weekend, a neighbor at the coffee shop asks an agent, “So, how’s the market? Is it a good time to buy or sell? I keep seeing headlines saying the market is bad.”
The agent says, “Yep, it’s going to be real slow ’til rates improve.” The neighbor nods, opens up their phone, and the conversation ends. What the agent never found out is that the neighbor was asking because they’re already getting ready to buy or sell. Two weeks later, they list with someone else.
Here’s the thing: knowledge equals confidence, and ignorance equals fear. When you know exactly what’s happening in your local market, you answer that question like the expert. When you don’t, you repeat the headlines.
Most agents use AI to write. Few use it to know their market.
NAR’s 2026 Technology Report found that 23% of agents use AI daily and another 25% use it weekly. The top use is writing listing descriptions (75%). Only 30% use AI for market summaries.
That’s the gap. Make market numbers your number one AI job, and you’ll be ahead of most agents in your office.
The national numbers are in. Do you know yours?
Redfin’s September data shows the median sale price was up 1.3% from a year ago. Here’s the rest of the picture:
19.8% of active listings cut their price.
60.5% of homes sold below their original asking price, an 18-month streak of about 3 in 5 sellers coming down before they sell.
The national list-to-sale price ratio was 98.5%, so on average, homes sold for about 1.5% less than their list price.
Homes took a median of 51 days to sell, and about 1 in 4 still sold above list.
Those are exactly the numbers your clients are asking about. But they’re national, and your neighborhood could look completely different.
Builders are advertising rates under 4%
A Realtor.com analysis of August new-construction listings found that 13.8% advertised a reduced mortgage rate, averaging 3.92%. Freddie Mac’s weekly average 30-year rate held at 7.40% on October 15.
On a $400,000 loan, that’s the difference between a payment of about $2,770 and about $1,890. Know the best payment in your market, not just the rate.
Your CRM can now talk to your AI
Inside Real Estate launched BoldTrail MCP, which connects AI assistants to the BoldTrail CRM, and Real Geeks launched AI Connect for agent websites. Agents can now ask their AI to review daily priorities, pull up contact histories and find leads who haven’t heard from them lately. Ask your CRM provider whether it connects yet. If it does, add “Who should I call today?” to your briefing.
Build your AI daily market briefing
Think of it as hiring a research assistant who works at 6 a.m. and never calls in sick. You set it up once, and it runs on its own.
1. Gather your sources.
Today’s rates: Freddie Mac’s weekly survey plus your lender’s daily rate sheet.
Your MLS hotsheet: set up for your farm, zip codes and top price range.
HousingWire Intelligence: local market data by zip code.
Your local board of Realtors’ market reports: monthly stats by area and price range.
Your lender’s buydown and ARM options: current 2-1 and 3-2-1 buydown terms and ARM rates.
2. Know the numbers that matter, in addition to rates. Every briefing should answer four questions for your areas:
Are prices going up, staying steady or dropping?
What percentage of active listings are reducing their price?
What percentage of sellers are coming down in price before they sell, and by how much?
What’s the hot price range? That’s the band with the fewest days on market, the most pendings for the number of listings and the highest list-to-sale price ratio.
3. Give your AI Business Bot this prompt:
“Every morning at 6:30, send me a one-page market briefing for [my zip codes] and [price range]: today’s rates and the payment on a [$400,000] loan with a 2-1 buydown, a 3-2-1 buydown and an ARM; whether prices are up, steady or down; the percentage of listings cutting their price; how much sellers came down before they sold; the hot price range; three talking points for today; and one yet-to-be-sold listing or FSBO to call. Plain English. Don’t guess at numbers.”
4. Set it once, and let it run on its own. The whole point is that your AI does the work, not you.
Schedule it to run every morning and send the briefing to your email or phone.
Point it at HousingWire Intelligence and your board’s reports once, right in the prompt.
Have your MLS saved searches, your hotsheet and your lender’s rate sheet emailed to you every morning, and connect your AI to that inbox so it reads them for you.
Then just read it. By the time you pour your coffee, your briefing is waiting.
5. Check it before you use it. AI can get math and rates wrong. Confirm every rate with your lender before you quote it, and never send the briefing to a client as-is.
Add your Monday numbers report
Yesterday we gave you the “know it cold” list. Now let your AI pull it for you every Monday.
“Every Monday at 6 a.m., send me my weekly numbers for [my zip codes, school districts and price ranges]: list-to-sale price ratio, days on market, months of supply, price trend, price reductions and the expired rate. Add my business numbers from my tracker, and a 60-second market update for my sphere.”
Your only job is to read it and check the numbers before you share them.
Now use it
Nail the “How’s the market?” question in 30 seconds:
“Great question. Here’s what’s happening right here, not on the news. Prices in our area are [going up, holding steady or dipping slightly]. About [X]% of listings have cut their price, and most sellers are coming down about [X]% before they sell. The hot price range right now is [range], and those homes are going under contract in about [X] days. Are you thinking about making a move, or just curious?”
Then be quiet and listen.
Call your active buyers with a payment, not a rate:
“Good morning, Sarah. Rates moved a little this week, but here’s the good news. With a 2-1 buydown the seller pays for, your first-year payment on that $400,000 loan would be about $2,250 instead of $2,770. Want me to find you homes where we can ask for that?”
Call your sellers and likely sellers with your real local numbers:
“Mr. Seller, here’s what I’m seeing this week. Prices in our area are holding steady, about 1 in 5 active listings has cut its price, and most homes are selling a few percent below their original list price. The hot price range right now is $350,000 to $450,000. Let’s make sure you’re priced to be one of the homes that sells, not one of the ones that cuts.”
And call the yet-to-be-sold listing or FSBO your briefing flags. That’s another spoke in the wheel of lead generation, delivered to you every morning.
The moral of the story: the agent with the numbers gets the conversation. AI doesn’t replace your lender or your expertise. It just makes sure you never walk into a call unprepared.
Your challenge this week: Build your daily briefing and your Monday numbers report, and use the briefing every day through Friday. Make five calls a day using a payment, not a rate.
Want someone in your corner holding you to it? Join Premier Coaching at PremierCoaching.com. Try it for 7 days for just $1.
Tim and Julie Harris are internationally recognized real estate coaches, best-selling authors and the voices behind Real Estate Coaching Radio, the nation’s #1 daily podcast for real estate professionals.
Meet the Harris AI Real Estate Team
We built a team of AI specialists that handles the busywork of running a real estate business, from follow-up to market reports, so you can spend your time with clients.
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— Tim & Julie Harris
Founders of Tim & Julie Harris Real Estate Coaching | Publishers of Harris Real Estate Daily | Hosts of PowerHouseTalk | eXp Realty Sponsors at Libertas
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