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By Greg Harrelson

Greg Harrelson is the founder and leader of the largest Century 21 offices on the East Coast. With offices located throughout South and North Carolina, Greg coaches the top real estate talent in the Carolinas and also founded Real Estate Sales Solutions which has coaching programs like the Agent Success Academy.

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Most agents use AI wrong. Every real estate AI video shows you a stack of tools and a few prompts, then leaves you with no idea what to do next. With more than 30 years in this business, a company that closed more than 4,000 transactions last year, and thousands of agents coached, I can tell you most agents are using AI to avoid the hard work, when the entire point is to get better at it.

AI sharpens the fundamentals. You still have to make outbound calls, master your dialogue, build your database, and show up every morning. AI doesn’t let you skip any of that. Used the right way, it makes you sharper at every one of those things.

Practice and prepare with AI. The most valuable use of AI for a listing agent is practicing conversations. Ask ChatGPT to play a frustrated expired-listing owner and push back hard, then ask how you could have handled each objection better. Before a call, paste in a listing description and ask for three likely reasons it didn’t sell, so you walk in with real talking points in 90 seconds instead of 20 minutes.

“Most agents are using AI to avoid the hard work, when the entire point is to get better at it.”

Get recommended in AI search. In a Realtor.com survey, 82% of Americans said they use AI for housing market information. Make your name, address, and phone number identical across every platform, then blog answers to the questions people actually ask, using a tool like AnswerThePublic. Go hyper-local, covering the neighborhoods and streets the big portals ignore, and always edit what AI drafts before you post it.

Keep your database warm. Paste recent MLS sales into ChatGPT to create personalized market updates for different neighborhoods and price ranges in seconds, and draft follow-up emails that reference real conversations. Use AI for support work too, like listing descriptions, presentations with Gamma, and dictation with Wispr Flow. Just put the time you save back into prospecting, because AI can’t make you consistent, build real relationships, or have the real conversation for you.

You can watch the full video above, or feel free to skip to the topics that interest you most using the timestamps below:

00:00 — AI for Listings

01:31 — AI Sharpens Fundamentals

02:54 — Practice Conversations

06:38 — AI Search Visibility

10:35 — Database Follow-Up

13:18 — AI Support Tasks

15:28 — What AI Can’t Do

17:02 — Strengthen the Fundamentals

If you want a step-by-step system for building these strategies into your daily routine, with the scripts, the structure, and a room full of agents doing the work alongside you, that’s exactly what we do inside my Agent Success Academy. Call or text me at (843) 457-7816, email me at greg@c21harrelson.com, or visit realestatesalessolutions.com. The technology serves the work, so let’s put it to work for you.

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  • Book a one-on-one meeting to write a clear business plan to get more listings and sell them with less stress. Free Business Planning Call

  • Sign up for our free agent training newsletter right insights, tips, and Q&A to sell more homes with less work. Agent Training e-Newsletter

  • Join the most effective Group Coaching program offered in the real estate industry. Learn from agents taking 200+ listings per year…each year. Real Estate Sales Solutions

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