Real Trends: Real Trending

In today’s episode, we speak with the co-founder & CEO of the National Association of Hispanic Real Estate Professionals (NAHREP), Gary Acosta. Gary is a real estate and mortgage entrepreneur, public policy advocate, investor, and advisor, who has served on boards for several Fortune 500 companies including Fannie Mae, Freddie Mac and JP Morgan Chase. Tracey and Gary’s conversation focuses on Gary’s career passion: the health of Hispanic and Latino homebuyers in today’s market. They discuss the impact of the NAR settlement on Hispanic agents and homebuyers and how broker cooperation benefits first-time homebuyers. They also talk about takeaways from NAHREP’s State of Hispanic Homeownership Report and the priorities that NAHREP is focusing on as they see more opportunities in the changing market.  Here’s a glimpse of what you’ll learn: The NAR settlement and potential changes to broker cooperation could have a disproportionate impact on Latino real estate agents and first-time homebuyers. The Latino communit

Today we welcome Sharran Srivatsaa, the president of Real, to the RealTrending podcast! Sharran joined Real in 2022 and has personally overseen the onboarding of over 13,000 agents while Real has moved up to #6 from #11 by transaction sides in the 2024 RealTrends Verified brokerage rankings. He brings over two decades of business and entrepreneurial experience to today’s conversation from several companies across the real estate, finance and technology sectors. In today’s conversation with Tracey, he talks about Real’s strategic growth plan on a granular level, including his personal commitment to showing up for his agents even in the most unexpected of places. He also talks about how they’re navigating industry-wide changes amid the commission lawsuits, and how brokers can best provide building blocks for their agents to build out their unique businesses. Here’s a glimpse of what you’ll learn: Deploying goodwill and generosity is a powerful strategy for growth in the real estate industry. Showing up in une

On today’s episode of RealTrending, we talk to the newly appointed CEO of eXp Realty, Leo Pareja. He has over two decades of real estate and entrepreneurial experience, and it was just announced last month that Leo was to move from his role as Chief Strategy Officer into the role of CEO, which was previously held by Glenn Sanford. Sanford moves to Chairman of eXp Holdings. In today’s conversation, Leo shares eXp’s plan for future growth, how they are educating agents on the terms of the NAR settlement and how technology at the company is evolving. He and Tracey talk about the importance of proper agent support systems, the challenges happening during the transition of compensation models, and how eXp is embracing generative technology to aid in long-term growth. Here’s a glimpse of what you’ll learn: There is a need for real estate agents to treat buyers and sellers as valued clients and provide full support throughout transactions. There is a paradigm shift in the real estate industry with compensation mod

On today’s episode of RealTrending, we welcome Jason Mitchell, the founder and president of the Jason Mitchell Group. In 2023, JMG had over 8500 transaction sides and almost $4.2 billion in transaction volume according to RealTrends verified data. Jason offers insight into the impact of the NAR settlement on the industry as well as the lack of transparency in the settlement agreement. JMG’s model focuses not only on buyer leads from lender referrals, but also a lot of veteran buyers, which he believes will be much more negatively impacted by changes in the commission model. He also talks about the Real Estate Agent Pledge, a commitment to educating clients about cooperative compensation and promoting transparency in the industry. Here’s a glimpse of what you’ll learn: The NAR settlement will require buyer-broker agreements, which can create more loyalty between consumers and agents. The lack of transparency in the settlement, particularly regarding cooperative compensation, is a concern. Low-income buyers,

On this week’s episode of RealTrending, we welcome two industry figureheads: Thad Wong and Mike Golden, the co-CEOs of Christie's International Real Estate and founders of @properties. Thad and Mike have been in business together for 27 years and are an extraordinary duo. During the conversation, the two talk about their business arrangements and how they’ve managed to get along after almost three decades. They also talk about some insights gleaned from Christie’s recent luxury real estate report, including the rise of luxury markets in university towns, Gen-Z buying trends, and long-term strategies to adapt to an evolving market. Here’s a glimpse of what you’ll learn: University towns are becoming hotspots for luxury real estate due to the presence of educated populations, vibrant culture, and better quality of life Gen Z buyers prioritize eco-friendly features and low maintenance living, and Christie's is adapting its offerings and marketing to meet these preferences Malta and Nicaragua are attractive em

In today’s episode of RealTrending, we welcome Jason Waugh, the President and CEO of Coldwell Banker Affiliates, who, despite just recently starting in this position some eight months ago, brings to the table many years of brokerage experience at another brand. Waugh talks a lot about the importance of empathy and understanding, specifically when it comes to the challenges of making tough decisions that may negatively impact people but are necessary for the long-term success of the organization. He also talks about their growth-driving strategies used to unify the franchise and company-owned sides as they work on becoming the premier provider of home ownership and commercial real estate services. Here’s a glimpse of what you’ll learn: Empathy and understanding are crucial for leaders in the real estate industry to support brokers and sales professionals. Making tough decisions that may negatively impact people is necessary for the success of the organization. Collaboration between the franchise and company

On this week’s episode of the RealTrending podcast, we welcome Michael Repka, the CEO and managing broker of DeLeon Realty, a Palo Alto-based brokerage with a unique business model of salaried agents.  In this conversation, Mike and Tracey talk about DeLeon’s brokerage model and its place in the market post-NAR commission lawsuit settlement, as well as scalability and sustainability of the salaried agent model. They also talk about what the future holds for buyer’s agents and what agents need to do to demonstrate their value to consumers. Here’s a glimpse of what you’ll learn: DeLeon Realty is structured differently from traditional brokerages, with all agents being salaried and the commission going to the buyer's side. Value-added services, such as providing legal and contractor support, can set a brokerage apart and offer additional value to clients. The recent NAR settlement may lead to the emergence of new business models and services. Buyer's agents may need to demonstrate their value and offer uniqu

On this week’s episode of the RealTrending podcast, Tracey Velt sat down with Alex Vidal, the president of ERA Real Estate. Today’s conversation is all about mindset, leadership, and challenging yourself with both personal and career goals. They discuss the power of positive thinking, and he shares his coaching strategies for helping agents develop a positive mindset and master their goals. He also discusses his vision for the future of ERA Real Estate and the real estate industry at large. Here’s a glimpse of what you’ll learn: Mindset is a key factor in real estate success. Agents can work on their mindset just like they work on their physical fitness. Practicing gratitude and positive affirmations can help agents maintain a positive mindset. Grit is essential for overcoming challenges and achieving goals in real estate. Leaders should focus on helping agents see the opportunities in the industry and develop deep, meaningful connections with clients. ERA Real Estate aims to become a brand that agents a

On this week’s episode of the RealTrending podcast, we are joined by Craig Goodliffe, KW Maps coach and the founder and CEO of Cyberbacker, a company that provides administrative support and virtual assistant services to real estate firms. Craig and Tracey talk about the misconceptions and misinformation plaguing consumer perceptions of commissions, the comission lawsuit and subsequent settlements, as well as strategies for agents to engage in transparent commission conversations with clients. He also discusses current opportunities that he sees in the market and industry and the significance of education and financing options. Here’s a glimpse of what you’ll learn: Consumers and agents are confused about the settlement and how commissions are paid. Agents should accurately explain the value of commissions and the services they provide to buyers. Buyer agents should focus on understanding client needs and setting clear expectations. Listing agents should emphasize the benefits of higher commissions in attr

On this week’s episode of the RealTrending podcast, we are joined by Jill Butler, founder of Red Key Realty Leaders, who discusses her business model, services offered, growth strategy, and the importance of culture and recruiting. She emphasizes the importance of transparency and agent’s value add to clients, mastering talent development, and her excitement for the future of the real estate industry Here’s a glimpse of what you’ll learn: Transparency and communication are key in the real estate industry, both with clients and within the brokerage. Building a strong culture and recruiting agents who align with the company's core values is crucial for success. Adapting to market changes and challenges requires strong leadership and a focus on the company's vision. Investing in talent development and providing excellent customer service can lead to growth and success in the industry. Related to this episode: Connect with Jill on LinkedIn Red Key Realty St. Louis The Gathering HousingWire’s YouTube Cha

We are dropping a breaking news episode in your feed today as Steve Murray of RTC Consulting joins us to discuss an important update in the class action commission lawsuits brought by home sellers across the nation. The National Association of Realtors (NAR) has settled for $418 million and will make several policy changes, pending court approval. This proposed settlement has several implications for the real estate industry, including the removal of compensation offers from the MLS. Murray talks about the potential for more commission compression as well as the possibilities for new business models, additional brokerage services and the future of NAR and state associations. Here’s a glimpse of what you’ll learn: The settlement in the class action commission case has several implications for the real estate industry, including changes to compensation offers. The settlement opens up possibilities for new business models, with big brokers having an advantage. The billions in savings for homebuyers is a myth.

On today’s episode of RealTrending, Josh Team, President of SERHANT., joins us to share his journey and how his perspective has changed since he had a heart attack after leaving Keller Williams that left him near death. Three years after his heart attack, where he spent time being a dad and husband through recovery, he’s back in the industry. He discusses the changing landscape of the real estate industry, the opportunities it presents, and how new market horizons fit into growth strategies for SERHANT., including personalized training and leveraging AI tools. Make no mistake, Team is ready to help Ryan Serhant rapidly expand the company nationally while taking big risks to do so. Here’s a glimpse of what you’ll learn: Unexpected life events can lead to massive perspective changes and a reevaluation of priorities and goals. The real estate industry is going through a changing of the guard, with new models and value being created. Collaboration and data-driven decision-making are crucial for success in lead

On this week’s episode of the RealTrending podcast, we are joined by Scott Wright, a partner with RTC Consulting, the premier consulting firm for brokerage mergers and acquisitions, and business valuations for teams and brokerages. They've been collecting brokerage and team benchmarking data for the past 12 years.  Tracey and Scott cover the upcoming Dealmakers Conference and talk about the importance of benchmarking data on brokerage operations, including trends that they’re seeing in brokerage expenses, gross margin and how firms are valued. They also explore some of the innovative services brokers can adopt to enhance value and productivity, and talk about recent market dynamics and M&A trends. Here’s a glimpse of what you’ll learn: Occupancy and personnel costs are the largest expenses for brokerages, and reducing these costs can significantly impact profitability. Brokers can boost their value by adding creative services, increasing productivity, and focusing on scale. Teams can have value beyond a re

On this week’s episode of the RealTrending podcast, we are joined by Mark Johnson, the co-founder of Co-Recruit Systems and a business partner in Third Pool Recruiting Systems. He is an industry veteran and also was the former brand president and CEO of JPAR Real Estate company-owned stores, and under his leadership, they grew nearly five times. In today’s episode, he discusses the stark difference between simply recruiting and attracting talent, emphasizing the importance of company culture in attracting and retaining worthwhile agents. Mark also discusses the use of artificial intelligence in recruiting and the importance of focusing on productivity in the current market. Plus, find out the newest twist on recruiting trends. Here’s a glimpse of what you’ll learn: Recruiting is more about selling, while talent attraction is about branding and attracting agents to the brokerage's culture. Culture is a key factor in attracting and retaining agents, and it is important to communicate the culture authentically

On today’s episode of RealTrending, Dave Liniger, co-founder and chairman of the board of RE/MAX, joins us to discuss his longstanding real estate career, his new book 'The Perfect Ten' and shares insights on leadership and success in the real estate industry.  Liniger shares his most impactful leadership lessons and how his failures have informed his success. He shares personal stories and talks about the use of the 'Perfect 10' score in measuring brokerage satisfaction. Liniger stresses the importance of communication, determination, and leadership adaptability for achieving success. He also goes into the many changes in the real estate industry over the years and the challenges faced by agents of the future. Here’s a glimpse of what you’ll learn: The 'Perfect 10' score measures customer satisfaction and loyalty in the real estate industry. Effective communication and leadership are crucial for success in business. Grit, determination, and resilience are key qualities for achieving success. Successful l

On today’s episode of RealTrending, Jerry Holden, founder of THA Brands, shares his journey of transitioning from a traditional brokerage model to a 100% commission transaction fee-based model. He discusses the challenges he faced in gaining recognition and credibility in the industry and how he overcame them. Jerry also highlights the importance of coaching and training in boosting agent productivity and shares his unique approach of paying agents to train. Jerry emphasizes the significance of continuous improvement and customer satisfaction in driving growth. Here’s a glimpse of what you’ll learn: Transitioning to a new business model can be challenging but can lead to increased agent retention and growth. Coaching and training programs can significantly improve agent productivity and success. Paying agents to train and providing accountability measures can enhance training effectiveness. Owning affiliated mortgage and title companies can provide additional income streams and improve customer experience

In this episode of the Real Trending podcast, luxury property specialist Michael LaFido provides insights into the trends shaping the luxury market. He emphasizes the importance of preparing for the market and offers tips for finding hidden inventory. LaFido also gives a sneak preview of his upcoming book, 'Secrets of Top Luxury Agents,' and discusses the significance of personal branding. He shares his most impactful aha moments and highlights the opportunities for growth in the luxury real estate sector, including breaking into luxury as a new agent. Related to this episode: Connect with Michael on LinkedIn Luxury Listing Specialist LUXE Group The Gathering HousingWire’s YouTube Channel Enjoy the episode! The RealTrending podcast features the brightest minds in real estate. Every week, brokerage leaders, top agents, team leaders, and industry experts share their success secrets, trends, and lessons learned navigating this ever-changing industry. Hosted by Tracey Velt and produced by Elissa Branch. Le

In this sponsored episode of the RealTrending Podcast, host Tracey Velt interviews Gene Millman, the President and CEO of REcolorado. They discuss the importance of partnerships and collaboration in the MLS industry, as well as the need to adapt to changes in the real estate industry. What does the future hold for the MLS? Millman talks about where he is seeing innovation, how important data protection and security are and where opportunities lie. Millman shares impactful moments and pivots in his career, and concludes by discussing the future of REcolorado. Here's a glimpse of what you'll learn: Partnerships and collaborations are essential in the MLS industry to provide a comprehensive and trusted real estate marketplace. Adapting to changes in the industry, both legal and economic, is crucial for the success of MLSs and their subscribers. The future of MLS lies in embracing innovation and technology, particularly in terms of data management and providing a seamless experience for subscribers. Data prot

In this episode of the Real Trending podcast, Tracey Velt interviews Julie Harris, co-founder of Tim and Julie Harris Coaching. Harris has deep insights into what agents are struggling with right now (inventory!) and offers solid ways to find more listings.  She also explores trends in the industry, such as the value of expanding one's center of influence and emphasizes the importance of focusing on fewer, more meaningful goals and breaking them down into daily and weekly tasks. By whittling down weekly goals and consistently taking proactive actions, agents can make significant progress in their business. Julie shares pivotal moments in her career and offers three to-dos for agents to change their business. Here's a glimpse of what you'll learn: The lack of inventory is a major challenge for real estate agents, but being proactive and creative in finding inventory can lead to success. Real estate commission lawsuits are causing uncertainty in the industry, but agents can navigate this by being more profess

In this episode of the Real Trending Podcast, Tracey Velt interviews Steven Barks, the president and COO of Worth Clark Realty, a transaction fee brokerage. When Barks joined the company, they had 5 licensed salespeople. Now, they have 1,200. Barks talks about myths about transaction fee services and explains how a focus on recruiting the right agent has helped the brokerage break even in the difficult 2023 housing market. They also explore the use of AI in real estate and the opportunities for brokerage leaders in the industry. Steven shares his aha moment and the lessons he has learned in running a RealTrends 500 brokerage. Here's a glimpse of what you'll learn: Worth Clark Realty offers a flexible, transaction fee business model that allows agents to vary their service offerings and charge their clients accordingly. The use of AI in real estate is growing, but the adoption rate among agents is still relatively low. However, tools like AI writing assistants can help agents save time and improve their ma