Podcast Summary: The Millionaire Real Estate Agent (MREA) Podcast

Episode 107: Psychology > Technology: What Consumers Actually Want With Mike DelPrete
Host: Jason Abrams
Guest: Mike DelPrete
Date: November 3, 2025

Overview

In this episode, Jason Abrams welcomes real estate tech strategist and researcher Mike DelPrete for a data-driven discussion on the true drivers of consumer behavior in real estate. The conversation challenges the notion that technology or AI alone will upend the traditional agent role, suggesting instead that human psychology and relationship-building remain paramount. Drawing on international research, DelPrete shares what consumers actually want from agents, unpacks widespread myths about tech disruption, reviews the real impact of AI, and debunks the hype with evidence-based insights.

Key Segments & Insights

1. Mike DelPrete’s Journey Into Real Estate

[02:06 – 05:52]

• Mike recounts his beginnings as a tech founder, his spontaneous move to New Zealand, and his transition to overseeing digital marketplaces encompassing real estate.
• “New Zealand is kind of a lot like… California in the 70s. It was really nice to do that.” (Mike, 03:30)
• Real estate was intellectually irresistible for Mike because “it’s the hardest and most interesting” industry, especially versus cars or jobs.

2. Why Real Estate Resists Disruption

[05:52 – 10:21]

• Abrams asks why, after waves of technology startups, the majority of consumers still use agents.
• DelPrete’s Twofold Answer:
  • a. Outsiders Don’t Understand Real Estate:
    “For the most part, everybody trying to disrupt it does not understand real estate… They just don’t understand it in the way that you need to.” (Mike, 06:18)
  • b. It’s Psychological, Not Technical:
    “It’s not a technology problem. It’s a psychology problem… People are not selling their home on their phone because the technology doesn’t exist. They’re not doing that because psychologically, you don’t want to sell your biggest asset with a click of a button.” (Mike, 06:54)

3. The Myth of the All-in-One Home Ownership Platform

[08:15 – 11:46]

• Many companies dream of creating a “one-brand, infinity loop” that owns the consumer’s entire housing journey.
• DelPrete is skeptical: “If you went around and asked 100 consumers… I don’t know that you’re going to get a lot of people saying, ‘I wish everything was on my phone all in one spot.’” (Mike, 09:27)
• True consumer pain points are affordability and finding houses, not bundling services.

4. Technology Bundling—Will It Ever Work?

[10:38 – 11:46]

• Product/Service “bundling” only works if there’s genuine consumer savings, as in the recent Rocket-Redfin collaboration.
• “If a consumer can save… $20, $30, $40 grand on a home purchase, like maybe that’s enough to move the needle.” (Mike, 11:36)

5. AI and Its Real Impact in Real Estate

[12:11 – 18:28]

• AI’s Value Boils Down to Two Buckets:
  1. OPEX Buster:
     “It helps you do things faster, cheaper, more efficiently.” (Mike, 12:43)
  2. Affecting Consumer Search Behavior:
     “Specifically with that, I’m talking about zero click searches.” (Mike, 13:10)
     • Zero click = getting direct answers from AI (ChatGPT, Gemini) instead of clicking links—now comprising “like 50, 60, maybe close to 70%” of searches. (Mike, 14:02)
• Abrams notes: “There is a segment of my client base who’s gonna ask AI, ‘Which real estate agent should I use?’”
• DelPrete: “It doesn’t seem like you can game the system… The best way to do a good job and be up there in their search results is to do a good job.” (16:20)

6. How Agents Can Stand Out in the New AI World

[16:55 – 19:58]

• Mike’s model for agent relevance:
  1. Master your reviews—“I’d be asking everybody for reviews…getting those online at trusted review sites.” (Mike, 17:22)
  2. Produce a small number of high-quality videos that showcase your value, expertise, and niche.
  3. Pick and emphasize your niche—“You can’t be everything to everybody.”
• Authenticity is crucial: “The worst thing you can do is to put stuff out there online that’s inauthentic, right? That’s AI generated and is just bs. We don’t need any more of that.” (Mike, 19:58)

7. Should Agents Use AI (and How to Disclose It)

[20:20 – 22:16]

• Internal use of AI is fine, but client-facing AI should always be clearly labeled as such.
• “If you’re going to have client facing AI, it should be advertised as AI… If you’re going to write something with AI, you should say this has been written by AI or edited by AI.” (Mike, 20:57)
• Abrams praises a model where an agent’s listing packet is split between “agent intelligence” and “artificial intelligence,” with full transparency about each’s role. (Jason, 22:01)

8. Why The Basics Still Matter: The Lead Response Crisis

[22:37 – 26:59]

• DelPrete’s national research found:
  • 50% of online leads are never contacted by agents—even in 2025, rates same as 10–20 years ago! (Mike, 24:24)
  • Only 47% of open house visitors are even asked for their contact info.
  • “One of those [calling your leads back] is going to move the needle here.” (Mike, 26:35)
• Abrams’ reaction: “You blew my mind with that last one.” (Jason, 26:59)

9. What Do Consumers Actually Want From Agents?

[27:26 – 29:08]

• DelPrete funded research involving 45-minute interviews with recent buyers/sellers.
• The top three attributes consumers want:
  1. Patient: No pressure—“Take your time. I’ll help you out through this process.”
  2. Knowledgeable: Expertise and real experience create trust.
  3. Transparent: Open, honest, forthcoming about everything.
• Biggest complaint: “The number one thing that consumers hate… is they just don’t hear from [agents].” (Mike, 29:08)

10. Tech Tools: Focus on the Fundamentals

[22:52, 30:03]

• DelPrete advises: “Skip the conferences, skip the sessions, skip all this noise and focus on just doing a great job for your clients.” (22:52)
• Technology’s best use is supporting the basic skills of communication and service, not pushing everyone into the same rigid “tech” funnel.

11. Teaching, Truth, and the Motivation Behind Research

[31:40 – 34:54]

• Teaching energizes Mike because it “helps me think better and think critically.”
• At the core of his work is a commitment to “transparency and truth”—asking if conventional wisdom is accurate and testing it with data, not opinion.

12. Love for the Real Estate Community

[34:19 – 35:05]

• Despite industry challenges, Mike says: “I think I have fallen in love… You’re surrounded by people who speak the same language… We all have this weird disease, right, where we really like this industry.”

Notable Quotes

• “It’s not a technology problem. It’s a psychology problem.” – Mike DelPrete (06:54)
• “Consumers are saying, like, it’s hard for me to find houses, I can’t afford it. That’s what people care about.” – Mike DelPrete (09:42)
• “The best way to do a good job and be up there in their search results is to do a good job.” – Mike DelPrete (16:20)
• “Patient. Knowledgeable. Transparent.” – Mike DelPrete (28:20) on what consumers want in an agent
• “The number one thing that consumers hate when working with a real estate agent is they just don’t hear from them.” – Mike DelPrete (29:08)
• “If you’re not going to respond to a lead, like, take the form down off your website.” – Mike DelPrete (25:29)
• “Don’t have opinions about your business. Have the data to back it up.” – Jason Abrams (39:38)
• “It’s rewarding because it’s hard.” – Mike DelPrete (35:00)

Actionable Takeaways

1. Focus on Human Skills:
   Patient, knowledgeable, and transparent service are what consumers value most.
2. Call Your Leads Back:
   The most dramatic ROI may be in simply following up with your existing contacts.
3. Leverage AI Carefully and Transparently:
   Use AI for efficiency and internal support, disclose to clients when AI is used, and always lead with authenticity.
4. Don’t Chase Every Tech Trend:
   Instead, reinforce the basics: reviews, expert content, and developing a clear niche.
5. Regularly Audit Your Business:
   Track who’s in your database, your lead response rate, and which sources actually drive your closings.

Timestamps for Key Segments

• 02:06 – Mike’s personal and career background
• 05:52 – Why real estate resists disruption
• 08:15 – Evaluating the “all-in-one” experience
• 12:11 – AI’s impact: OPEX buster & zero click
• 16:55 – Standing out in the AI era as an agent
• 22:52 – Tech tools: Skip hype, focus on service
• 24:24 – The “lead response” research bombshell
• 27:26 – Consumer research: patient, knowledgeable, transparent
• 29:08 – #1 thing consumers hate: Lack of communication

Closing Reflection

The episode repeatedly returns to a central, research-backed thesis: Technology—even AI—cannot replace the value of genuine, knowledgeable, and communicative human agents. In fact, the best tech simply amplifies these skills. For agents, Mike DelPrete’s core advice is simple but profound: do the basics well, let technology augment—not replace—your value, and constantly validate assumptions with data rather than opinion.

Want more from Mike DelPrete? Find him at mikedp.com and on his podcast “Context.”
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