EP 108: Why Smart Agents Use AI to Get Closer to Clients

Feb 4, 2026

Michael Thorne, Canadian real estate veteran and AI educator who pioneered video and AI in the industry, joins to discuss practical AI use. He explains using AI to automate low-value tasks, build digital departments, and capture voice-driven expertise. Conversation covers tools like ChatGPT, NotebookLM, and Perplexity. He urges curiosity, creativity, and early adoption to get closer to clients and future-proof business.

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ADVICE

Automate Busywork, Do More High-Value Work

Do streamline repetitive, low-value tasks with AI so you can spend more time with clients.
Freeing that time lets you focus on high-value activities like lead follow-up, client care, and deeper conversations.

INSIGHT

AI Should Bring Agents Closer To Clients

Treat AI as a tool that should push agents closer to clients, not put something between them.
Avoid using AI to entirely replace human connection or you'll lose long-term value and trust.

ADVICE

Build Digital Departments With Custom Instructions

Do create 'digital departments' and assign custom instructions or 'digital employees' for each function.
Use these departments for marketing, content, data analysis, and client care to standardize outputs and speed workflows.

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In this episode, I speak with Michael Thorne, award-winning Canadian real estate innovator and AI educator, about how agents should really be using AI. Michael explains why AI should streamline low-value tasks, elevate expertise, and push agents closer to their clients rather than replacing human connection. The conversation covers digital departments, custom instructions, NotebookLM, Perplexity, and practical ways agents can reclaim time, improve creativity, and future-proof their businesses.

Resources Mentioned

ChatGPT - Used for custom instructions, projects, digital departments, brainstorming, and voice-based market insights.
NotebookLM - Referenced extensively for organizing HOA documents, market data, blogs, and turning knowledge into podcasts, mind maps, and summaries.
Perplexity - Used as a research-first alternative to Google for fast, source-based answers.
Custom Instructions and Projects - Used to create digital departments such as marketing, content creation, data analysis, and client care, each with its own "digital employee."
Advanced Voice Mode in ChatGPT - Used to capture spoken expertise, interview the agent as a market expert, and convert conversations into blogs and marketing content.

Books Mentioned

Creativity Inc. by Ed Catmull - Recommended for developing creative thinking as a core business skill.
Growing Up Lillooet by Terry Thorne - Personal recommendation reflecting values, perspective, and creativity.

Guest: Michael Thorne

Website - https://www.tmbrealestate.com/ourteam?wmTabs=michael

Host: Rajeev Sajja

Website: http://www.realestateaiflash.com

Facebook: https://www.facebook.com/rsajja

Instagram: http://www.instagram.com/rajeev_sajja

LinkedIn: http://www.linkedIn.com/in/rsajja

Resources:

AI Playbook - http://www.realestateaiflash.com

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