Washington, United States. McKinsey research says estate agents spend most of their time on repetitive, data-heavy tasks that underpin property transactions, and that artificial intelligence tools are increasingly able to automate much of this work. The consultancy’s analysis suggests this shift would leave agents with more time for client-facing judgment and advisory roles.
How estate agents’ time is currently spent
According to McKinsey, most estate agents today spend roughly 80% of their time on “Steps,” described as repetitive groundwork such as market research, property valuations, compiling comparable sales data, drafting communications, and tracking paperwork. The remaining time is split between “Thoughts,” involving analysis and interpretation of market data, and “Judgment,” defined as the human decision-making exercised with clients.
AI’s impact on routine tasks and analysis
The research points to AI tools handling “Steps” almost completely, including automating property market analysis, generating valuation reports, managing prospective client databases, and running initial demand assessments. More advanced platforms are described as also delivering structured “Thoughts,” such as synthesised market analyses, property price trend breakdowns, and data-driven strategic recommendations.
Changes to the listing process and client discussions
The article describes how AI could compress preparation for securing an exclusive mandate by enabling agents to enter listing presentations with credible data in less time. It also says AI-powered briefings could support agents in responding to seller objections, including resistance to exclusivity, a desire to “test the market first,” and concerns about timing.
McKinsey’s conclusion on the role of the agent
McKinsey’s key point, as presented in the article, is that AI does not replace estate agents but elevates them by shifting emphasis to “Judgment,” including empathy, the ability to read a room, and professional leadership when advising a property owner.
Ask Wire positioned as an example of the shift
The article cites Ask Wire as a property market data platform intended to take on data-heavy “Steps” and deliver “Thoughts” in the form of market insights, positioning agents to focus on advisory work and judgment when meeting clients.
How do you think AI-driven market analysis will change what you expect from an estate agent?
