Estate of Mind — The Art of Selling Luxury Real Estate

Episode: How Top Luxury Agents Are Adapting in 2026: AI and Changing Search Behavior (Jan 9, 2026)

Overview

This episode features host Tammy Sims (Institute for Luxury Home Marketing, St. Petersburg, FL) and co-host Jack Miller (Onward Real Estate, Nashville, TN) reflecting on how top luxury real estate agents are adapting their business practices in 2026, particularly regarding advances in artificial intelligence (AI) and shifting consumer search behaviors. Through candid stories and practical advice, they discuss overcoming challenges, refining strategies, and maintaining personal relationships amid technological change.

Key Discussion Points & Insights

1. The Impact of AI on Luxury Real Estate Workflows

AI to Enhance, Not Replace, the Human Touch

• Agents are harnessing AI to streamline workflows, freeing time for authentic, face-to-face interactions with clients and prospects.
  • Quote: "My colleagues, what they plan to do is using AI to really help enhance the workflow so they can spend more time on the authentic face to face interaction...while AI works in the background." (A, 00:00)

2. Changing Property Search Behaviors

From SEO to AI-Driven Queries

• Search methods have shifted: Consumers now use AI platforms like ChatGPT instead of just traditional portals like Zillow or Google.
• Detailed, natural language prompts (e.g., “Find me a home within walking distance of X with these features”) are becoming common.

Implication for Listing Descriptions

• Agents must be more deliberate and detailed in their property descriptions—articulating features that may not fit standard MLS checkboxes.

  • Quote: "We need to rethink how we're describing our properties." (B, 05:24)

• Examples: Including not just “4 bedrooms + office,” but detailing nearby amenities (“Museum of Fine Arts,” "James Museum,” top restaurants).

• Unsure if AI pulls from photo captions or only narrative; agents are motivated to learn how AI scrapes data for home searches.

3. Emerging Best Practices for Agents in 2026

Learning How AI Reads and Renders Listings

• Ongoing education about how property information—metadata, photo captions, narrative descriptions—is indexed by AI.
  • Quote: "On my list to do in 2026 is to learn more about...how these search functions are working." (B, 07:54)

Using AI for Marketing and Visualization

• AI assists in:
  • Writing scripts and narratives (human review remains crucial to avoid generic, cliché language).
  • Data analysis for market trends.
  • Staging imagery—AI can generate pool designs or furnish rooms in photos per client’s specifications.
    • Quote: "I'd let ChatGPT just design a pool according to my specifications...to help paint the picture..." (A, 10:43)

4. Balancing Technology and Fundamentals

Staying Grounded in Relationships

• Despite technology's rise, meaningful business stems from direct relationships—face-to-face meetings, calls, texts, events.

  • Quote: "A lot of the business that I got toward the end of the year...was the direct result of having face to face contact with past clients and current clients..." (A, 16:55)

• Fundamental sales skills (relationship-building, personalized touchpoints) remain at the core of luxury real estate.

Strategies for Personal Touch

• Blocking time for client events and regular meetings (“putting the big rocks in the calendar”).
• Leveraging the work being done (such as market analyses) to engage more people in the same community or sphere.

5. Marketing in the Age of AI and Attention Spans

Optimizing for Search Portals' Visuals

• The first five listing photos are crucial for platforms like Zillow; agents must now refine which images appear first to maximize attention.
  • Quote: "There are certain platforms like Zillow that all it's going to show you unless you click through is the first five photos...that's gotta absolutely be on the money." (B, 26:18)

Learning from Colleagues and Continuous Improvement

• Veteran agents can get complacent; it’s vital to continually assess and update practices and tools, meet with colleagues, and seek feedback (“listerectomy”—peer review of listings).
  • Quote: "My priority in 2026 is spending more time with my colleagues who know different things than I do." (B, 27:55)

Peer Review and Collaboration

• Sharing listings in group settings to solicit honest, practical feedback for improvement.

Notable Quotes and Memorable Moments

• On AI's Dual Role:

  • “I think for me it's the awareness of how the consumer is using it...I was invited to interview for a $4 or $5 million [listing], and when I asked the owners how they came to call me, they said, ‘We asked ChatGPT who were the top five realtors...’ And I was blown away.” (B, 13:47)

• On Avoiding Complacency:

  • “You could be doing well in business, but we can get complacent on bringing in new tools and effective strategies simply because we're doing okay as we are.” (A, 29:11)

• On the Power of Personal Touch:

  • “You can't underestimate top of mind experiences in real estate because...You're the one they're going to think about, and you want to be there.” (A, 24:02)

• On Peer Feedback:

  • “They do a listerectomy...Agents will submit...they'll put the listing up on the big screen and everybody will give feedback.” (A, 38:31)
  • “For those of you in the audience who are real estate professionals...think about the listerectomy. That is a gem takeaway from today's podcast.” (B, 40:36)

Timestamped Breakdown of Key Segments

• 00:00–01:29: Discussion opens with AI’s role in freeing agents for client time.
• 03:33–06:16: Reflecting on the evolution of search—web 1.0 to AI-driven queries; property search anecdote (“avocado tree”).
• 05:24–07:19: Strategies for adapting property descriptions to AI filters; increasing specificity about local assets.
• 08:56–11:55: AI perceptions in different industries (music vs. real estate); examples of AI use in imagery and workflow.
• 13:47–16:55: AI’s expanding role from marketing to workflow, and humanizing AI output.
• 16:55–19:12: Refocusing on relationship sales for business generation after a tough market year.
• 21:47–23:13: Leveraging existing work (e.g., market reports, CMAs) as value-add touchpoints for multiple clients.
• 24:15–25:27: Importance of personal events (e.g., breakfast meetings) for referral generation and expanding SOI (sphere of influence).
• 25:42–28:03: Prioritizing photographic order in listings; differences in display across search portals; continuous peer learning.
• 29:11–31:32: Risks of complacency; need for annual reflection; lessons from company leaders adapting to change.
• 38:31–40:58: The “listerectomy” process—open peer critique of listings as an improvement tool.
• 41:25–47:22: Ensuring accurate, clean, up-to-date databases; navigating disappointments when losing clients, and continuous improvement in client retention.

Actionable Takeaways for Agents

• Embrace AI—but always add the human touch to all client-facing outputs.
• Update and detail your property descriptions for AI search compatibility—include amenities, unique features, local landmarks.
• Continuously learn how platforms—MLS, portals, AI—scrape and display your listings.
• Prioritize relationship-building activities: client events, one-on-ones, and regular outreach.
• Regularly review your database for completeness and accuracy; track and rank contacts meaningfully.
• Seek peer feedback on your listings—implement “listerectomies” or similar sessions.
• **Never get complacent—invest time in professional development, collaboration, and self-reflection on your business.

Final Thoughts

The episode encourages agents to approach 2026 with a dual commitment: embracing emerging technologies like AI, while doubling down on relationship-driven fundamentals and continuous professional growth. As search habits and tools evolve, so must the strategies—but nothing replaces genuine connection and client-centric focus.

Memorable Quotes Recap

• "AI is here to enhance what we do, not replace it. But if you're not paying attention, you might just miss where the business is going." (A, ~08:56)
• "You never really arrive. You just don't. Because every time you think you get there, something changes." (A, 33:00)
• "Focus is a key word. Authenticity is critical. But focus is really critical, too." (A, 33:32)

For more insights or to connect with the Institute:
www.luxuryhomemarketing.com