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Real Estate Coaching Radio

Real Estate Coaching Radio is the longest-running daily real estate podcast for real estate agents, brokers, and aspiring agents who want practical real estate training, professional real estate coaching, and real-world systems that work in any market.

Hosted by Tim Harris and Julie Harris, internationally recognized real estate coaches, best-selling authors, and top-ranked leaders at eXp Realty, this podcast delivers daily real estate coaching focused on listings, lead generation, scripts, mindset, and long-term business ownership.

This daily real estate podcast for agents covers:

Real estate training for new and experienced agents

Proven real estate coaching systems used by top producers

Lead generation strategies for real estate agents

Listing presentation scripts that convert sellers

Buyer conversion, negotiation, and objection handling

Real estate market updates, housing trends, and interest rates

Business planning, profitability, and wealth building for agents

Real Estate Coaching Radio is not motivational content.
It is daily real estate coaching for agents who want predictable income, stronger listings, and a real business — not just transactions.

If you are a real estate agent serious about mastering the fundamentals, increasing listings, and building a durable real estate business, this is the real estate podcast you should be listening to every day.

Copyright: © Copyright Tim & Julie Harris

Latest Episodes:

Are You Finally Ready To Become A Listing Agent (Part 3) Apr 29, 2021

Show notes

Secret: A resale home for $350k may be competing with new construction as high as $500k if the builder has buy downs and in house financing with incentives. Know what’s going on with new construction!

6 What the seller’s time frame is. Ideally, when does this need to sell and close by?

Secret: If they don’t actually HAVE a time frame, you may have a problem! The less motivated they are, the higher they may wish to price it…recipe for a tough relationship.

7 What is motivating the sale? When you know why they want to / have to move, you can use this to stay on task during the appointment, referring to their needs and making it more about them than about you.

Secret: When you can highlight what they NEED, you can actually deliver on that. Not knowing what they need or by when is a handicap to the relationship.

8. Are they listing AND buying or just listing? Is there a referral needed for where they’re moving to? Are they already in contract on something?

9 What happens if it doesn’t sell or if they don’t get ‘their price’? Is keeping the house an option?

10 How did they happen to call you? Track your sources of business. Use your white board to track this!

Are You FINALLY Ready To Become A Listing Agent? (Part 2) Apr 28, 2021

Show notes

Here is part 2 of 'Are You Finally Ready To Become A Listing Agent"

2 The Average Days on the Market for properties like your subject property. This helps set both your expectations and the home owners.

3 The List to Sell Price Ratio. This helps you combat the ‘price it high, let them negotiate’ objection –or- helps you know if you can price it right on the mark and expect to get slightly more.

4 Know the number of homes competing with your subject property. What are you up against? How would it compare in the eyes of the buyer?

Secret: The next time you have to do Continuing Education, take an Appraisal class. This will help you become a more confident pricer!

5 Is there new construction in the area that competes with your potential listing? Remember when builders provide in-house financing they often can sell a more expensive home for the same payment as your resale.

Secret: A resale home for $350k may be competing with new construction as high as $500k if the builder has buy downs and in house financing with incentives. Know what’s going on with new construction!

6 What the seller’s time frame is. Ideally, when does this need to sell and close by?

Secret: If they don’t actually HAVE a time frame, you may have a problem! The less motivated they are, the higher they may wish to price it…recipe for a tough relationship.

Are You FINALLY Ready To Become A Listing Agent? Apr 27, 2021

Show notes

PRICING RULES

Secret #1: A great Seller Prequalification Script pulls out critical facts so you can be best prepared to not just take the listing, but to price it right in the first place! Not prequalifying is unprofessional and can waste your time and theirs. Always prequalify, 100% of the time! Price it to SELL, not to SIT.

Secret #2: The best price reduction conversation is the one you never have to have. All pricing scripts are best used at the listing table!

Secret #3: Don’t lose the listing of a motivated, have-to-sell-seller over price. If they HAVE TO sell, you HAVE TO take the listing! Someone is going to make a commission. Shouldn’t it be you?

Bonus Secret: Proper Previous Planning Prevents Pitifully Poor Pricing!

Don’t Go Unless You KNOW:

1 What the seller wants, needs or thinks it’s worth! Pricing it right in the first place prevents future price reduction drama! Even if they’re thinking it’s worth more than the comps, you need to know by how much and how they arrived at ‘their price’… BEFORE you arrive to the appointment.

Script: (when they tell you a too-high price): “That’s interesting, Mr/Mrs Seller, how did you arrive at that price? (listen carefully)

Secret: Sellers overprice out of either Ignorance or Arrogance. Even in a hot seller's market, there is 'aspirational pricing'...you can price too high. Ignorance is when they just don’t know how to price a home (square feet matters, bedrooms, baths, views, condition). Arrogance is when they won’t listen to comps and have reasons other than real value to try to justify their price.

Learn To Be A Goal SLAYER (Not Just A Goal Setter) Apr 26, 2021

Show notes

This means you DO have goals, but how do you know your own level of commitment?

1 Are these goals written down, specific and posted? Are they taken seriously?

2 Are you obsessed with your goals to the point that you push through your fears, you do what you don’t want to do when you don’t want to do AND you do it at a high level? Do you use the affirmation, ‘I’m a do-er, I do things now, I get things done!’?

3 If you’re not getting the results you need to get, are you pursuing excellence to get there or just settling for lesser results? Can you identify what you must do to correct course and get best results?

4 What is your accountability structure to achieve your goals? Who do you report to? A coach, your spouse, yourself? Do you embrace accountability or run from it?

5 How do you handle yourself when things do NOT go your way? How fast do you get back in the saddle? Do you make a failure or challenge your ‘theme song’ for the week, month, quarter or year?

6 If we called you in the middle of the night, would you be able to state what Napoleon Hill called your ‘Definiteness of purpose’?

7 What are 3 action steps you must implement to get closer to your goal?

Examples:

-Systematize, schedule and upgrade your Lead Generation

Finally get your Pre Listing Package done so you stop losing listing appts to someone else.

Go back to your Real Estate Treasure Map schedule or 90 day massive action plan and actually follow it. Get an accountability partner and create incentives for following it and disincentives for not.

Use the Real Estate Success Game if you’re a Premier or Elite coaching client to increase your number of appointments weekly.

Attend your DAILY Premier Coaching calls and ask questions which move you forward.

How To (Dramatically) Increase Your Average Sales Price Apr 23, 2021

Show notes

When you listen to today's show you will learn how to increase your sales price. Hint: its not as hard as you might believe. Fact is, the luxury real estate markets often offer the most opportunity. It just makes sense to increase your average sales price. Think about it, you can sell 10 homes with an average sales price of $350,000 and have a GCI of around $9-10,000 and earn $90-100,000 or sell 10 homes where the average sales price is $1,000,000 and earn more $250,000. From a business perspective it just makes sense to maximize your time and return on your time by selling more expensive homes. The question is, HOW do you break into the upper end markets? Listen now.

Your Make Money Now Open House Plan! (Part 2) Apr 22, 2021

Show notes

Open House Math

1 Hold open houses every weekend as a rule until you have a minimum of 3, AAA buyers at all times. Once you put one in contract, replace it with another AAA buyer, so you are never without 3. Doing this ensures you will never, ever have a lean month.

2 When you work with at least 3, AAA buyers at all times, 2 will close per month, minimum.

3 2 deals / month x your average commission = $_______. Let’s say your average is $15,000/ sale. $30,000/month just from open houses = $360,000 per year. Even if your numbers are HALF of that, open house math makes a lot of sense.

4 If you’re already doing better than this in your business, ADD open houses as a viable ‘spoke’ and add the $60,000 to $120,000+++ to your existing business. Use the added income to pay off debt, buy a rental, pay for an assistant or upgrade your car!

Open House Prospecting Rules

1 You must use 10 Directional signs, minimum. Ask permission to place signs and connect with homeowners who allow you this courtesy.

2 Choose the RIGHT HOUSE to hold open. 1st-time buyer houses or first move-up houses in popular schools, great neighborhoods, and nice curb appeal. Avoid gated communities if possible.

3 Door knock 1 hour before the open house, using an open house flyer, which invites neighbors and friends for a ‘sneak preview’ 1 hour prior to a public open house.

4 Place FREE ads in Craig’s List, on your Facebook, Realtor.com, Zillow.com..everywhere!

Your Make Money Now Open House Plan! Apr 21, 2021

Show notes

Top 5 Reasons to Love Open Houses

1 Yes, serious buyers DO go to open houses. In fact, 20% of them are going to open houses so they can make a decision this weekend! Be the agent the write the contract with. Yes, they seem like buyers, but they're sellers in buyers clothing!

Script: "Which home in the area do you plan on selling?" (memorize, internalize, utilize!)

Fact: At least 30% of open house visitors DO have a home to sell, and even MORE when you go up in price!! Most agents don't know this because they never ask.

2 It’s a great place to meet the nosey, soon-to-list neighbors.

3 Build your future business through making maximum contacts in minimum time. This is efficient prospecting when you do it right. You'll be amazed at how much future business you'll create by doing consistent, well-executed Opens.

4 The seller who’s home you’re holding open will love you when you do your open the right way. Keep your sellers happy. They expect open houses. Give up the fight and do them right.

5 Open houses force you to be in front of people. More contact = more contracts. Polish your skill and stop being a secret agent.

Lack Of Homes For Sale, Stop The Insanity! (Part 4) Apr 20, 2021

Show notes

Todays show is part 4 of 'Lack of Homes For Sale, Stop The Insanity!

PART 1

(Open with some rapport, use your FORD elements (Family, Occupation, Recreation, Dreams)...(expect them to ask, 'how's real estate?'

"_Bob__, I'm reaching out to all of my friends and clients this week just to share some market news with you so you stay informed. I'm sure you've noticed that there aren't many For Sale signs around right now.

This means that a great house like yours typically is selling very quickly and not

just for top dollar but in many cases well over top dollar. Your neighborhood is selling for x% higher than last year and typically in less than _x_ days. What do you think about that?

(listen to answer)

So now that you know that we could likely get at least __ for your home, what does that do to your plans? / Would you like me to prepare a market analysis to see what you could expect to net in today's market?"

Note: Even if they say they're never moving, you can still ask who do they know who could use your help buying or selling real estate?

Note: If they say the predictable: 'Well, that'd be great but where would I move to?'...move on to Part 2 of the script.

"That's a great question and it's certainly on everyone's minds lately. Let's look at a variety of options and see which might be the most comfortable for you...

A lot of people are buying first and then selling. With super low interest rates and the likelihood of your home selling as soon as we get it on the market, many people are just buying first, closing and then selling the old home.

Some people are choosing to build and then sell. Building buys you time and you get a brand new house with nothing to repair.

I've had a few clients instruct me to get them the most for their home and then they plan to travel for 6 months to a year. One of them is trying out a different vacation rental in 4 different cities they're considering moving to. They're really enjoying the adventure.

Some of my clients are moving to their own vacation rental or to their own normal rental home so they have time to look around at their options.

A few people have cashed out and moved in with family for the time being. They liked option of taking some time to look around.

2 of my clients have cashed out and moved into luxury rental units until they decide what's next for them.

Another couple of clients have purchased homes to rehab so they can again take advantage of higher prices and make even more money during this unprecedented time.

Either way, everyone seems to want to take advantage of their increased values., so what are you thinking as I tell you all of this? What does this do to your plans?"

HOMEWORK:

Identify and prioritize EVERY Expired and For Sale By Owner and speak with 100% of them using the script. These are all people who already have their hand up, self-identifying that they wish to SELL!

Set a goal and execute on speaking to 100% of your database using that script over the next 90 days or less. If you have for example, if you have 200 people on your list, you can contact ALL of them when you achieve 10 contacts daily. If that's too much, make it 5 contacts daily for 60 days. WATCH what happens to your listing inventory!! Be proactive. Be the LISTING AGENT. The listing agent always wins.

Homework: Go to http://1800homehotline.com and sign up for the program.

Lack Of Homes For Sale, Stop The Insanity! (Part 3) Apr 19, 2021

Show notes

Todays show is part 3 of 'Lack of Homes For Sale, Stop The Insanity!

These 3 categories we just mentioned should be your #1 focus.

What to say? Scripting consists of 2 elements.

1. Showing your potential seller the facts about the market...

plus:

2. Actually being able to handle the objection (an objection is an unanswered question in the mind of the prospect): 'I'd sell but what will I buy?)

What's your current answer?

"Yea, I know, it's really hard to find anything, then you have to compete."

(that's not very motivational)

Instead: SCRIPTS for part 1 (show the facts) and part 2 (deal with the objection)

PART 1

(Open with some rapport, use your FORD elements (Family, Occupation, Recreation, Dreams)...(expect them to ask, 'how's real estate?'

"_Bob__, I'm reaching out to all of my friends and clients this week just to share some market news with you so you stay informed. I'm sure you've noticed that there aren't many For Sale signs around right now.

This means that a great house like yours typically is selling very quickly and not

just for top dollar but in many cases well over top dollar. Your neighborhood is selling for x% higher than last year and typically in less than _x_ days. What do you think about that?

(listen to answer)

So now that you know that we could likely get at least __ for your home, what does that do to your plans? / Would you like me to prepare a market analysis to see what you could expect to net in today's market?"

Note: Even if they say they're never moving, you can still ask who do they know who could use your help buying or selling real estate?

Note: If they say the predictable: 'Well, that'd be great but where would I move to?'...move on to Part 2 of the script.

Lack Of Homes For Sale, Stop The Insanity! (Part 2) Apr 16, 2021

Show notes

So stop hoping, speculating and wishing the market will just shift magically to a balanced or buyer's market. That's not happening any time soon!

What to do and why YOU might be part of the problem...

Things we hear from agents:

"I already have too many buyers, too much stress trying to win in a bidding war. Why would I want more?"

"I'm afraid to take listings who also have to buy!"

Are you part of the problem? If you're not reaching out to your database / past clients / centers of influence, someone else IS.

Don't get mad when someone from 'your list' sells without you via For Sale By Owner or another agent! If you're dodging these pro-active calls, you are:

a) doing your people a disservice by not informing them of the facts,

b) contributing to the lack of inventory by not being pro-active.

Solution:

1. You must look at your own Center of Influence and Past Clients (your database) to create the inventory you're looking for! (Script to follow).

2. You must realize that even in a hot seller's market there ARE Expireds who need your help. Aspirational pricing and strict showing restrictions = expireds.

3. You must realize this is also the era of the rise of the For Sale By Owners.

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