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High mortgage rates change the conversation. Bart Gurley and Larry G Smith show how real estate agents can study local market evidence, research asking-price reductions and turn a focused property shortlist into useful conversations with buyers and sellers.

Use the one-page kit to choose a market, find three homes worth discussing and turn the list into a useful buyer conversation.

EPISODE CHAPTERS
00:00 The rate objection
00:38 A useful local conversation
01:13 What agents can control
02:01 Read the Frisco market evidence
04:52 Explain the market tradeoffs
06:21 Build a focused property search
07:07 Look inside the property example

07:28 Reveal the asking-price reduction

07:39 Turn the research into marketing
10:07 Get the free agent kit
10:22 Compare price, terms and financing
12:06 Your next useful conversation

This week: choose one market, research three relevant homes and prepare one useful conversation.

Recorded October 21, 2026. Dashboard figures reflect a saved September 2026 NTREIS/Matrix snapshot, not a live MLS feed. Frisco 147 closings represent 4.9/day on average, not five-plus observed every day. Average prices reflect different groups of homes, not repeat-sales appreciation. Rates alone do not determine inventory or prices.

The example property’s $850,000 original asking price and $660,000 asking price at recording imply a $190,000 asking-price reduction, not verified below-market value, equity or guaranteed savings. Availability and condition require fresh verification. Recorded search 27; supplied post mockups 28: different draft snapshots, not an identical count. Post layouts are illustrative and were not published through this production workflow. Photo attribution: Pioneer DFW Realty, LLC / NTREIS MLS 21225161.

Future rates, prices, equity and refinancing are uncertain. Eligibility, appraisal, credit, income and costs apply. Seller-paid costs, points, buydown pricing and savings require lender/program review; no specific lower rate or savings is promised. Commission rates are negotiated, not fixed. Clients should assess affordability under current terms without relying on refinancing.