🧐 You’re Watching the Market... So Why Aren’t You Working It?

LIBERTAS + EXP REALTY = FREEDOM

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Ten agents called Tim Harris this week about joining eXp. One or two were excited. The rest were, in one flavor or another, afraid. Afraid of AI. Afraid of the market. Afraid of interest rates, geopolitical noise, and a future that feels like it's accelerating faster than anyone can track.

The fear is understandable. What it's pointing at, though, isn't the market.

Here's what Tim noticed across those calls: the agents with the most anxiety weren't the ones in the most difficult markets. They weren't the ones with the thinnest pipelines or the most listings sitting unsold.

They were the ones most deeply plugged into the information stream — constantly consuming, constantly reacting, constantly braced for whatever was coming next.

The anxiety wasn't about the market. The anxiety was the consumption.

And that's the diagnosis that changes everything. Because if your anxiety is a market problem, you're at the mercy of something you can't control. But if your anxiety is an overstimulation problem — a brain that's been run through a blender of adrenaline spikes and fear triggers long enough to have forgotten what baseline calm feels like — that's entirely fixable. Today. Before you make your first prospecting call.

Social media platforms are not neutral. They are engineered — with significant research investment and continuous optimization — to keep you in a loop of low-grade arousal. What's next? What did I miss? What just happened? That compulsive pull isn't a personality flaw. It's a designed response to a designed stimulus.

The average amount of time before a user scrolls past a video on major platforms is now measured in seconds. YouTube has quietly shifted its homepage away from long-form content because the behavioral data shows users won't stay. The platforms are adapting to an attention capacity they helped degrade — and then optimizing for it further.

Here's what this does to your brain over time: it genuinely impairs your ability to concentrate. Not as a metaphor — as a measurable cognitive effect. If you've noticed more brain fog than you used to have, more difficulty sustaining focus on a single task, more low-grade anxiety that you can't quite trace to a specific cause — the feed is a significant contributor.

You've been training your brain to need a new stimulus every few seconds. The work of building a real estate business doesn't provide that. So the work feels harder than it used to, and the feed feels easier than it should.

There's also a layer most agents don't factor in: adversarial foreign influence operations have been systematically flooding social feeds with content designed to make American professionals feel weak, confused, and incapable.

That's documented. It's been running for years. If you're wondering why your confidence doesn't match your track record — why agents with your experience and your actual results still feel uncertain walking into a listing appointment — some portion of that is manufactured.

The answer isn't paranoia. The answer is curation. You decide what enters your mental environment. Right now, most agents are letting anyone decide that for them.

The protocol is simple. The discipline is real.

Wake up. Don't check anything.

No phone. No email. No news. No social feed. Not before you've set your own mental state for the day. Not before you've done the one practice that returns you to a sense of control — which is the only antidote to anxiety that actually works.

When you feel the resistance to this instruction — and you will feel it — that resistance is information. The stronger it is, the stronger the dependency. The agents who bristle hardest at the idea of a media-free morning are the ones who need it most urgently.

The FOMO is the symptom, not the truth. Nothing in your feed at 6:47am requires your immediate attention. Nothing that can't wait 45 minutes was going to change the outcome of your day anyway.

What you do with those first 45 minutes, though, will change the outcome of your day. Every time.

Before you dismiss this as something you've already tried: you probably haven't done it correctly. Almost nobody does on the first attempt.

Making a gratitude list is not the exercise. The exercise is feeling gratitude — and those are categorically different things.

Here's the distinction: when Tim walked Julie through it live on the show, he asked her to think of Max — their French bulldog. She started describing him: "silly and fun." He stopped her. How does that make you feel? She went deeper: warm, loved, happy, grounded. And you could hear it shift in real time.

That's the exercise. Not the descriptor. The feeling.

When you genuinely access the emotional state of gratitude — not the cognitive acknowledgment of it — something specific happens: you become present. Fully, actually in the moment. And anxiety requires the future. It requires projection, catastrophizing, the mental simulation of things going wrong.

You cannot be simultaneously present and anxious. The brain doesn't run both processes at full power at the same time.

Gratitude — felt, not listed — is the fastest reliable path to presence. And presence is the state from which your best conversations happen, your best decisions get made, and your best energy reaches the people on the other end of your calls.

The technique:

Think of one specific thing you're grateful for. Hold it in your mind. Access the emotion — don't just name it. Let it land for several seconds. Then move to a second thing. Then a third. Three things, one at a time, felt fully before you move on.

If you don't feel anything by the end, you made a list. Start over. Go slower. Go deeper. Ask yourself how the thing makes you feel — not what it is. The feeling is the whole point.

Here's why all of this is directly connected to your production:

When you call an expired listing with anxiety in your chest — when you're worried about rejection, worried about the conversation going badly, worried about what the seller will think of you — that energy travels through the phone. Sellers can't usually name it. But they feel it and they pull away from it.

When you call from presence — settled, grounded, genuinely oriented toward helping someone who needs it — that energy also travels. Conversations that would have been cold and short become open and real. Sellers who had their defenses up with the first three agents who called will talk to you for twenty minutes.

The mental frame that makes this work:

That's true. Lead with it — internally, genuinely — and it changes everything about how you sound.

Now the practical intelligence that should make you want to pick up the phone immediately:

Close to 50% of active listings in the current market will not sell on their first listing term. Median days on market is running 40 to 60 days on homes that do sell. Price reductions are near their highest rate since early 2012. There are roughly 44% more sellers than buyers nationally.

That sounds like a difficult market. It is, for agents who don't know what they're doing.

For agents who do — it's the greatest expired listing opportunity in two decades.

Here's the number that matters: over 90% of homes that expire will relist and sell within six months. Those transactions are going to happen. Those commissions are going to be paid. The sellers whose listings are expiring right now are going to hire someone. They're not staying. They had a reason to sell and that reason didn't disappear because the listing did.

The agent who gets that business is the agent who calls — from the right mental state, with the right framing, in a genuine service orientation — while everyone else is watching the news and wondering if the market is going to cooperate.

You don't have to work expireds in your current price range. Tim and Julie built their way into New Albany Country Club — a market they had no business being in by any conventional measure — entirely through expired listings.

No connections. No referrals. No social proximity to the community. Just consistent calls to the expireds, a social membership to the club that felt uncomfortable until it didn't, and the patience to learn a new neighborhood thoroughly enough to serve it at a high level.

By the following spring, they had four previously-expired listings hitting the market simultaneously in a community where they hadn't existed 18 months earlier. They sold all four.

One listing is the entire strategy. One listing in a neighborhood you've never sold in before gives you a physical presence, a marketing foothold, and a reason to knock on every door within two blocks. The longer days-on-market that frustrate most agents are actually an advantage for this approach — more time to run more open houses, more opportunities to meet more people, more chances to turn one listing into four.

For expired listing phone numbers with the highest coverage and accuracy: text RED to 47372. Tim and Julie's relationship with REDX gets you $150 off to start.

Ask specifically for the older expireds when you set up your account — the 30, 60, and 90-day-old listings that nobody else is calling. That's where the lowest competition and highest seller receptivity lives.

Everything connects:

The agents who understand what's happening and act on it will look back on this period as the moment they separated. The ones waiting for things to feel more stable are waiting for something that isn't coming.

The market is what it is. Your phone is in your hand. The expireds are in your MLS.

Make the call.

Ready to build the system around this — scripts, daily practice, and a coach who shows you exactly where your conversion is breaking down?

Join Premier Coaching free for 30 days at premiercoaching.com — or text Tim at 512.758.0206.

Text RED to 47372 for expired listing data — $150 off with Tim and Julie's discount.

Considering eXp? Visit whylibertas.com/harris — Premier Coaching is included in what the Libertas group offers, on top of everything eXp already provides.

— Tim & Julie Harris
Tim & Julie Harris® Real Estate Coaching
https://www.whylibertas.com/harris/
Real Estate Coaching Radio | #1 Daily Podcast for Real Estate Agents

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