How Top Luxury Agents Are Adapting to AI and Buyer Behavior in 2026

In this episode of Estate of Mind, presented by the Institute for Luxury Home Marketing, hosts Tami Simms and Jack Miller, pull back the curtain on what top-performing luxury agents are actually doing differently as they head into 2026 and why many of the biggest shifts have less to do with flashy tools and more to do with focus, fundamentals, and intention.

But if you think this episode is just another conversation about technology trends, think again.

AI isn’t Replacing Agents, it’s Repositioning Them

One of the central themes of this episode is artificial intelligence, but not in the way you might expect. Rather than framing AI as a replacement for human expertise, Tami and Jack explore how high-performing agents are using it behind the scenes to condense workflows, eliminate friction, and reclaim time for the work that drives luxury transactions.

The conversation goes far beyond basic automation. They discuss how AI is changing the way consumers search for properties and real estate professionals and why this shift demands a rethink of listing descriptions, online bios, and digital presence. When sellers are asking ChatGPT for the “top agents”, it’s time to understand who and what is the response, together with why this result matters.

Why Listing Descriptions Matter More Than Ever

As buyers increasingly use AI-powered tools to search for homes, the way properties are described is undergoing a quiet revolution. Tami shares an “AHA” moment about how AI pulls context, not just from checkboxes but from the narrative, to include details buried in remarks, captions, and descriptions many agents have historically treated as secondary.

What happens when proximity to facilities, lifestyle amenities, or flexible spaces are not explicitly articulated within the description? Jack and Tami challenge long-standing habits and invite agents to rethink how they should position listings for a world where discovery no longer starts on a single portal.

Back to Basics, but with More Intention

While technology plays a role, one of the most powerful thought lines in the podcast is the return to fundamentals. Jack offers a candid reflection on where his best business actually came from in the past year, and it wasn’t lead sources, databases with thousands of names, nor automated funnels. It was relationships.

Face-to-face conversations. Meaningful time with past clients. Being present, engaged, and top of mind are the means that create a genuine connection. For experienced agents especially, this podcast serves as a reminder that sophistication in luxury real estate does not mean complexity - it means providing integrity and clarity.

Focus is the New Competitive Advantage

Another standout insight: you do not need to do everything, but you need to do the right things for you.

Tami and Jack talk openly about how different top agents succeed in different ways. Some thrive with large databases and mass outreach. Others excel with boutique, highly curated spheres. The danger is not choosing the “wrong” strategy, it’s trying to chase them all.

In a market full of noise, focus becomes a differentiator.

Learning From Colleagues and Letting Others See your Blind Spots

The episode also highlights the importance of peer collaboration, whether through broker-inclusive events, candid listing reviews, or what Jack humorously calls a “listerectomy” - a group critique designed to improve stagnant listings through fresh eyes.

These moments of shared expertise, constructive feedback, and openness are where growth happens, especially for agents who already “know what they’re doing.”

Why this Topic Matters Right Now

This podcast is about perspective - understanding how consumer behavior is changing, how tools should support, not replace, human skill, and why the agents who will thrive in 2026 are the ones willing to adapt while maintaining integrity.

If you are a real estate professional looking to understand how to succeed in 2026, this episode offers a masterclass in how to do it right.

STAY AHEAD WITH THE INSTITUTE

For deeper guidance on working with affluent clients and building a luxury practice, explore The Institute’s advanced training and global network.

Becoming a member of The Institute is a valuable investment in your future success as a luxury real estate professional. Access curated real estate tools and resources, advanced learning experiences, and connect with a network of successful real estate professionals throughout the United States and Canada.

Our Certified Luxury Home Marketing Specialist™ (CLHMS™) designation is recognized globally. Take advantage of the training offered and the information provided through The Institute’s Local Luxury Market Reports, published monthly exclusively for members.