RealTrending

On this episode of RealTrending, Tracey sits down with veteran executive recruiter Stephen Kowalchuk to unpack why succession planning for brokerage owners can’t wait. With so many independent owners now in their late 50s and 60s, Stephen explains that the industry is heading into one of the largest generational ownership transfers we’ve ever seen. Add recent market volatility and aggressive consolidation from regionals, nationals, and private equity, and you get an environment where owners who haven’t planned often end up selling on someone else’s terms — not their own. Stephen breaks down what real succession planning is — and what it isn’t. It’s not just naming your son, daughter or a favorite manager as the heir apparent. It’s about building a deep leadership bench, creating an operating structure that doesn’t revolve around a single charismatic owner and giving yourself three to five years of runway.  Finally, Stephen gets tactical about protecting your agents, culture and valuation through transition. He also reframes M&A and strategic partnerships as proactive tools in a long-term succession strategy, not last-ditch exits.  For owners who’ve done little to no planning, his next-12-month playbook is straightforward: identify realistic future leaders, obtain an objective valuation, and start documenting how the business runs and why key decisions get made. In his view, succession isn’t just an exit plan — it’s a continuity and value-creation strategy for the entire organization. Here’s a glimpse of what you’ll learn: Succession planning protects the value of your brokerage; it’s not just about retirement. Start planning three to five years out so you have time to develop leaders and clean up the business. Naming a successor—especially a family member—isn’t a plan unless they’re prepared and supported. If everything runs through the owner, the business is harder to transfer and usually worth less. Agents fear uncertainty more than change, so clear, early communication is critical. Clean financials and early legal prep prevent deals from falling apart. M&A and strategic partnerships can be proactive succession tools, not just last-resort exits. Documenting culture, processes, and decision-making helps transfer judgment, not just titles. An objective valuation shows you what you’re really trying to protect and grow. In the next 12 months, owners should identify future leaders, get valued, and start writing the plan down. Related to this episode: Tracey Velt’s LinkedIn Stephen Kowalchuk's LinkedIn Corporate Management Advisors Want more from Tracey? Don’t forget to subscribe to Real Estate Daily. The RealTrending podcast features conversations with the brightest minds in real estate. Every Monday, brokerage leaders, top agents, team leaders, and industry experts join us to share their secrets to success, trends, and the lessons they’ve learned. Hosted by Tracey Velt and produced by the HousingWire Content Studio.

In this episode of RealTrending, Tracey Velt talks with Jack Gaughan, president of Greater Nashville Realtors and managing broker at REMAX Choice Properties, about what’s really happening in the Greater Nashville housing market. Jack explains how the market has shifted from a post-COVID boom to a more balanced, hyper-local environment, where conditions can look completely different just a few miles apart. With buyers enjoying more choice and longer decision timelines, smart pricing and clear communication are no longer optional—they’re essential. Tracey and Jack dig into how brokers should be coaching agents differently in this climate. Newer agents, many of whom started during the boom, are now facing their first compressed market and need guidance on building a sphere, handling rejection, and setting realistic goals. Seasoned agents are wrestling with noise around lawsuits, mergers, and new models, and Jack urges them to stay grounded in the fundamentals that built their businesses rather than chasing every shiny object. They also explore how Nashville’s transit referendum ties directly into housing affordability and long-term growth. Jack makes the case that transit, sidewalks, and smart density planning along key corridors can unlock underutilized neighborhoods, support multiple generations—from young professionals to aging boomers—and ease inventory pressure. At the association level, he highlights two big priorities: leading on affordable housing solutions and deepening broker engagement so policy, MLS, and legislative decisions truly reflect what’s happening on the ground. Here’s a glimpse of what you’ll learn: Nashville has moved from a boom market to a balanced, hyper-local landscape where micro-markets matter. Buyers now have more choice and time, making sharp pricing and strategy critical. Agents must set honest expectations upfront instead of overpromising to win listings. Newer agents need help building a sphere, resilience, and realistic goals in a slower market. Seasoned agents should lean on proven processes rather than chase every new model or tool. Economic uncertainty and headlines can cool even “hot” neighborhoods quickly. Nashville’s transit plan is tightly linked to affordability and smart neighborhood growth. Sidewalks, multimodal transit, and smart density can unlock underused areas and support local economies. The association is prioritizing affordable housing advocacy and closing the wage–price gap. Jack urges brokers to collaborate, use better data, and stay client-focused to maintain consumer trust. Related to this episode: Tracey Velt’s LinkedIn Jack Gaughan's LinkedIn Greater Nashville Realtors REMAX Choice Properties Want more from Tracey? Don’t forget to subscribe to Real Estate Daily. The RealTrending podcast features conversations with the brightest minds in real estate. Every Monday, brokerage leaders, top agents, team leaders, and industry experts join us to share their secrets to success, trends, and the lessons they’ve learned. Hosted by Tracey Velt and produced by the HousingWire Content Studio.

On this episode of RealTrending, Jason Aleem, Redfin’s chief of real estate services, pulls back the curtain on what life looks like at Redfin one year after the Rocket Mortgage acquisition.  At the center of the strategy is Redfin Early Access, a premarket and coming-soon listings program designed to unlock reluctant sellers and put more homes in front of motivated buyers. Backed by survey data — 76% of sellers say they’d be more likely to list with greater certainty and 83% want to test the market first — Aleem argues that giving sellers more optionality could drive 6% to 12% more inventory into a starved marketplace, all while keeping transparency front and center on Redfin.com. Alim also walks through the three-way collaboration between Compass, Rocket and Redfin, framing it as a genuine win-win-win: Compass gains broader exposure and more leads for its agents; Rocket opens up new mortgage opportunities; and Redfin gets exclusive inventory and traffic growth.  Underneath the partnership is a simple but powerful idea — matching Rocket bankers with real estate agents to create real, long-term client relationships rather than one-off transactions. Early results, especially in key markets like Chicago, show that agents are embracing Early Access listings, and consumers are responding to the added visibility and choice. Inside Redfin’s own house, the company has quietly reinvented its agent model with Redfin Next. After years of being known for salaried agents, Redfin has shifted to a W-2 plus bonus/commission structure, giving agents more entrepreneurial upside while still preserving the support and systems of a major platform. Combined with Rocket’s scale and client-first culture, that change has helped Redfin retain top performers and attract new talent, with agents reporting strong satisfaction with Rocket’s level of service and the bigger stage the combined company provides. Finally, Aleem explores how AI and vertical integration are changing the playbook for real estate and mortgage. Redfin is leaning into AI not as a buzzword but as a productivity engine through its Agent Virtual Assistant (AVA), which helps agents craft client responses, surface database insights and refine comparative market analyses (CMAs), supporting an average of roughly 22 transactions per agent per year.  On the consumer side, AI and mortgage are being woven directly into the Redfin search experience with tools like conversational search, pre-approval flows and bundled savings programs like Rocket Preferred Pricing and Rocket & Redfin Super Savings. Looking ahead, Aleem envisions Redfin as a true homeownership platform — the digital front door to Rocket where consumers can search, buy, finance, manage equity and refinance in a single ecosystem. Here’s a glimpse of what you’ll learn: Redfin Early Access gives buyers a view into premarket and coming-soon listings, aiming to unlock 6% to 12% more inventory. Seller data shows high demand for optionality, with 76% wanting more certainty and 83% interested in a “coming soon” test-the-market strategy. The Compass-Rocket-Redfin partnership is built around three pillars: mortgage, leads and inventory, with strong early traction in markets like Chicago. Redfin’s Redfin Next model has shifted agents from pure salaries to W-2 plus bonus/commission, boosting retention, attraction and entrepreneurial drive. AI-powered tools, including the Agent Virtual Assistant (AVA) and conversational search, are helping Redfin agents maintain industry-leading transaction volumes while delivering a more seamless, integrated experience across search, mortgage and homeownership. Related to this episode: Tracey Velt’s LinkedIn Jason Aleem's LinkedIn Redfin Want more from Tracey? Don’t forget to subscribe to Real Estate Daily. The RealTrending podcast features conversations with the brightest minds in real estate. Every Monday, brokerage leaders, top agents, team leaders, and industry experts join us to share their secrets to success, trends, and the lessons they’ve learned. Hosted by Tracey Velt and produced by the HousingWire Content Studio.

On this episode of RealTrending, host Tracey sits down with Neda Navab, president of Compass, at what she calls a major inflection point for the company and the industry. They dig into how Compass is navigating consolidation, AI and a choppy housing market while trying to stay relentlessly agent-first. Neda unpacks why she spent her first 100 days on the road doing 125 in‑person agent events, what she learned from those rooms, and how that feedback is shaping Compass’s strategy — from coaching programs to AI tools. Neda explains how Compass is trying to deliver the “best of big and boutique”: national scale, tech, and data on one side, with hyper-local support and a deeply personal, advisory-style experience on the other. She pushes back on some of the industry’s loudest critiques—especially around private listings—and reframes Compass’s “private exclusive” phase as a sophisticated focus group rather than a black box. From AI-fueled bidding wars in San Francisco to why top agents see themselves as CEOs, not just agents, this conversation is a playbook for what it takes to compete—and win—in a slower, more complex market. Neda closes with a lightning round on trends, skills, and the future brokerage model, including why she believes brokerages will look less like traditional offices and more like Apple Stores, built around advice, experience, and one-to-one service. Here’s a glimpse of what you’ll learn: How Compass is repositioning at scale at a key post-acquisition inflection point while trying to deliver both national power and a boutique, high-touch feel. What 11,000 Compass agents told Neda in her first 100 days on the road, from fears about rates and AI to the nuances across Dallas, Denver, Lower Manhattan, and beyond. How top agents think and operate like CEOs, using process, metrics, and team management to win in slower, more complex markets. Why CRM discipline is becoming a non‑negotiable foundation for personalization and effective AI-powered outreach. How Compass’s three-phased marketing program works in reality and why Neda frames private exclusives as a focus group rather than a closed-off listing strategy. Why the trend “more visibility equals more value” is overhyped, and why a sharp, differentiated perspective on the “why” behind the data matters more. Why Neda believes the brokerage of the future will look less like a traditional office and more like an Apple Store, centered on advice, experience, and one-to-one service.

In this RealTrending episode, Tracey Velt sits down with Anthony Djon, founder and CEO of Anthony Djon Luxury Real Estate in Michigan, to unpack how his team consistently converts internet leads at a staggering 7–9%, more than double the industry’s 2–3% average. Anthony walks us through how he started small with just a few Realtor.com zip codes, never intending to build a team, and how demand ultimately forced him to scale into one of Realtor.com’s largest clients and Zillow’s biggest Flex partner in Michigan. Anthony breaks down the accountability engine behind those numbers: his MaverickRE system, weekly conversion reviews, and a leadership structure built around high-performing team captains. He explains the daily checklist and prospecting routine that keeps agents focused on what actually moves the needle—three hours a day split between new prospecting and disciplined follow-up. He also shares how his team uses AI in text and personalization to deepen connections at scale without sacrificing authenticity. The conversation tackles some of the industry’s biggest myths, especially the idea that “internet leads are bad.” Anthony argues that the real problem isn’t the leads—it’s broken follow-up and weak training. He lays out his simple but relentless philosophy: hit each lead at least 17 times, track everything, and “rotate the name in your calendar until they buy or die.” Along the way, he offers candid insights on portals, data control, and industry consolidation, and why independents who move fast, measure everything, and build strong cultures can actually thrive in a world dominated by big brands. To close, Anthony dives into a lightning round on the one metric he watches daily (appointment set rate), how quickly he can tell if an agent will succeed with internet leads, and why he’ll bet on the disciplined follow-up machine over the “natural” salesperson every time. He calls AI a true game changer, warning that agents who ignore it will be like “riding horseback while everyone else is in spaceships.” Here’s a glimpse of what you’ll learn: How Anthony scaled from a solo agent with a few zip codes to Realtor.com’s largest client and Zillow’s biggest Flex partner in Michigan The weekly accountability system (MaverickRE) his team uses to obsess over conversion, not just leads The daily checklist and 3-hour calling structure that keeps agents focused on revenue-producing activities Why most agents blame “bad leads” when the real issue is a broken follow-up system Anthony’s “17 touches minimum” follow-up rule—and how he keeps it simple with a basic paper calendar How his team uses AI-powered texting and personalization to warm up leads and boost connection rates The truth about portals, dependence, and data control—and why even your sphere may be going there first How independent brokerages can outmaneuver larger brands with speed, culture, and adaptability The one metric Anthony watches every single day and why it predicts everything else What separates agents who crush internet leads from those who burn them—and how quickly he can tell who’s who Why AI is a must-have, not a shiny object, for any team serious about lead conversion Related to this episode: Tracey Velt’s LinkedIn Anthony Djon's LinkedIn Anthony Djon Luxury Real Estate MaverickRE Want more from Tracey? Don’t forget to subscribe to Real Estate Daily. The RealTrending podcast features conversations with the brightest minds in real estate. Every Monday, brokerage leaders, top agents, team leaders, and industry experts join us to share their secrets to success, trends, and the lessons they’ve learned. Hosted by Tracey Velt and produced by the HousingWire Content Studio.

In this episode, RealTrending host Tracey Velt sits down with two powerhouse independent brokerage leaders on opposite coasts: Michele Harrington, CEO of FirstTeam Real Estate in Southern California, and Bess Freedman, CEO of Brown Harris Stevens in New York. Together, they unpack what it really means to be independent in an era of consolidation, margin pressure, and nonstop industry disruption. From culture and control to capital and technology, they share how independents can stay nimble, agent-centric, and deeply connected to the consumer. Michele and Bess pull back the curtain on their new East Coast–West Coast collaboration, a marketing- and relationship-driven partnership that stops short of a traditional acquisition model. Instead of rolling up into a single brand, they’re choosing to share ideas, marketing strategies, and referral opportunities while keeping their unique cultures fully intact. You’ll hear how their marketing teams are working in lockstep, what this means for listing exposure on both coasts, and why they believe “collaborative, not consolidated” is the model to watch. The conversation also dives into some of the most debated topics in brokerage today—private listing networks, Bed Bath & Beyond’s entry into real estate, and the long-tail impact of class action lawsuits and thin brokerage margins. Michele and Bess don’t hold back on where they see consumer risk, where private networks can actually serve sellers, and why they think the next decade will be the “age of the independents.” They share how agents’ expectations have shifted toward growth, coaching, and AI-powered tools—and why human connection, trust, and storytelling still matter more than ever in a tech-driven world. Finally, in a fast-paced lightning round, the two leaders offer sharp, one-word descriptors for the future of independents, pinpoint the biggest threats to their model, and call out what every brokerage CEO should be laser-focused on right now—from AI to consumer trust. If you’re leading a brokerage, building a team, or just trying to understand where this industry is headed, this episode delivers clear signals amid all the noise. Here’s a glimpse of what you’ll learn: What “independence” really means in 2026 Why Michele and Bess believe freedom, flexibility, and culture are their core strategic advantages How answering only to agents and consumers changes decision-making and speed of execution Inside the First Team–Brown Harris Stevens collaboration How an East Coast–West Coast partnership can expand listing exposure without an acquisition The role their marketing leaders play in aligning strategy across New York and California Why they view this as a model of sharing power rather than consolidating it The truth about private listings and consumer impact Related to this episode: Tracey Velt’s LinkedIn Michele Harrington's LinkedIn Bess Freedman's LinkedIn FirstTeam Real Estate Brown Harris Stevens Want more from Tracey? Don’t forget to subscribe to Real Estate Daily. The RealTrending podcast features conversations with the brightest minds in real estate. Every Monday, brokerage leaders, top agents, team leaders, and industry experts join us to share their secrets to success, trends, and the lessons they’ve learned. Hosted by Tracey Velt and produced by the HousingWire Content Studio.

In this RealTrending episode, host Tracey sits down with James Wong, CEO and founder of MAXA Designs, to talk about what it really means to become an AI‑enhanced real estate business. While most of the industry is still stuck on basic use cases—asking ChatGPT to write an email or a social post—James pulls back the curtain on how top teams and brokerages are using AI to reengineer workflows, elevate their brand, and free up more time for what actually moves the needle: relationships and sales. James walks through a practical framework for running an AI audit across your business, similar to what a great coach would do. He explains how elite producers categorize every task—what gives them energy, what doesn’t, what can be eliminated, automated, or delegated—and then plug AI into that system. From benchmarking your marketing spend with tools like Claude to building repeatable, AI‑driven processes, James shows how agents can turn AI from a novelty into a true operations engine. The conversation also dives into advanced AI use cases many agents haven’t even considered. James explains how top teams are “teaching” AI by recording their own workflows, saving them as reusable skills, and letting tools like Claude CoWork and its Chrome extension execute tasks across their desktop, CRM, design platforms, and accounting systems. It’s the equivalent of hiring an assistant—at a fraction of the cost—and training it once to work exactly the way you do. Finally, James explores why esthetic intelligence—having great taste in design and brand—is becoming a major competitive advantage in an AI‑everywhere world. He breaks down how high-performing brokerages are scaling deeply customized campaigns for top producers, and why more marketing leaders are building their own personal brands to attract and retain top talent. Listeners come away with a playbook for standing out in a market where anyone can generate content, but very few can create a brand that actually resonates. Here’s a glimpse of what you’ll learn: How top real estate and mortgage marketing leaders really see AI reshaping their work A simple AI audit framework to evaluate every workflow in your business Which tasks you should eliminate, automate, or delegate—and where AI fits in How to use tools like Claude to benchmark your marketing spend and strategy What it means to “save skills” in AI and have it replicate the way you work The difference between Claude CoWork on your desktop and the Claude Chrome extension—and what each can automate Why basic AI content isn’t enough and how to avoid “AI‑generated slop” in your marketing The three pillars of esthetic intelligence: being uniquely distinctive, human and relatable, and esthetically obsessed How leading brokerages are building custom, AI‑assisted campaigns for their top producers at scale Why more marketing leaders are building personal brands—and how that’s driving recruiting and retention Related to this episode: Tracey Velt’s LinkedIn James Wong’s LinkedIn MAXA Designs Book a demo with MAXA Designs Want more from Tracey? Don’t forget to subscribe to Real Estate Daily. The RealTrending podcast features conversations with the brightest minds in real estate. Every Monday, brokerage leaders, top agents, team leaders, and industry experts join us to share their secrets to success, trends, and the lessons they’ve learned. Hosted by Tracey Velt and produced by the HousingWire Content Studio.

On this episode of RealTrending, Tracey Velt sit down with Thad Wong, founder and co-CEO of @properties Christie's International Real Estate, but under the Compass International Holdings umbrella, for a candid, wide-ranging conversation on the portal wars, national MLS, AI, brokerage scale and the future of data in real estate. Thad lays out why he believes a broker-agnostic national MLS is the industry's biggest missed opportunity—and how selling realtor.com derailed that vision. He pulls no punches on Zillow’s strategy to replace the MLS, arguing that its free access to broker data and lack of fiduciary duty pose the largest existential threat he's seen in nearly 30 years. We also dive into the Compass–@properties–Christie’s integration, how they’re blending tech stacks to create what Thad calls one of the strongest agent platforms in the country, and why agent adoption of technology is the make-or-break factor for brokerage margins. Finally, Thad explains how AI will amplify—not replace—high-EQ agents, enabling personalized service at scale and deeply tailored client communication instead of generic, one-size-fits-all marketing. Here’s a glimpse of what you’ll learn: Why a broker‑agnostic national MLS could transform transparency, scale, and consumer experience in U.S. real estate. How Zillow’s strategy may position it to replace the MLS and control key parts of the transaction. How portal economics work—and why free data for portals but high fixed costs for brokerages squeeze margins. What Compass, @properties, and Christie’s are doing to build a unified tech platform that agents actually adopt. How AI can power hyper‑personalized client communication, and why high‑EQ agents will win in an AI-driven world. Related to this episode: Tracey Velt's LinkedIn Thad Wong's LinkedIn @properties Christie's International Want more from Tracey? Don’t forget to subscribe to Real Estate Daily. The RealTrending podcast features conversations with the brightest minds in real estate. Every Monday, brokerage leaders, top agents, team leaders, and industry experts join us to share their secrets to success, trends, and the lessons they’ve learned. Hosted by Tracey Velt and produced by the HousingWire Content Studio.

On this episode of the RealTrending podcast, Tracey Velt sits down with Craig McClelland, a partner in McClelland & Hahn Consulting, for a wide-ranging conversation about the forces reshaping residential real estate. Beyond the latest merger and acquisition headlines, Craig explains why the industry's biggest shift is happening behind the scenes, as brokerages become part of larger ecosystems driven by mortgage, technology, data and other high-margin businesses. He shares why independent brokerages need to rethink growth, specialization and profitability to remain competitive in an evolving market. The discussion also tackles one of real estate's most polarizing topics — private listings. Tracey and Craig examine the balance between seller choice, brokerage control and consumer access while exploring the changing roles of MLSs, portals and listing data. They also discuss how artificial intelligence and Google's growing role in property search could influence the homebuying experience without fundamentally changing the agent's role. To close the episode, Craig offers his predictions for where the industry is headed over the next five years, including why transaction data may become real estate's most valuable asset and why unexpected players like insurance companies could make deeper moves into the residential space. It's an insightful look at the trends, technology, and business strategies that will shape the next chapter of real estate. Here’s a glimpse of what you’ll learn: Why mergers are really about data, margins, and customer acquisition—not brokerage brands. How mid-sized brokerages can survive by specializing instead of competing on agent count. Why transaction data may become the industry's most valuable long-term asset. The future of private listings, MLSs, portals, and AI-powered home search. Which unexpected industries could become the next major players in residential real estate. Related to this episode: Craig McClelland's LinkedIn Want more from Tracey? Don’t forget to subscribe to Real Estate Daily. The RealTrending podcast features conversations with the brightest minds in real estate. Every Monday, brokerage leaders, top agents, team leaders, and industry experts join us to share their secrets to success, trends, and the lessons they’ve learned. Hosted by Tracey Velt and produced by the HousingWire Content Studio.

On this episode of the RealTrending podcast, Tracey Velt sits down with Rainy Hake Austin, president of The Agency, to talk about scaling a luxury brokerage without losing the culture that made it successful in the first place. Austin explains how The Agency has expanded from roughly 30 offices to more than 160 across 15 countries while staying intentional about hiring leaders who align with the company’s collaborative, creative and people-first mindset. Austin shares why culture isn’t something that can be delegated to HR or reduced to perks and office games. Instead, she says culture is reflected in every hiring decision, leadership interaction and client experience. She discusses how the brokerage balances boutique luxury branding with global scale, why authenticity matters more than appealing to everyone, and how the company uses AI and technology to enhance — not replace — human relationships. The conversation also explores the broader wave of industry consolidation, the risks of brokerages becoming too corporate or transactional, and why Austin believes the firms that will thrive over the next year are the ones that stay focused on their core strengths while adapting intelligently to market shifts and technology. Here’s a glimpse of what you’ll learn: Culture has to evolve as companies grow — not stay frozen in time. The Agency prioritizes culture fit over production numbers when hiring leaders. Luxury real estate success still comes down to relationships and client experience. AI should create more time for human connection, not replace it. Brokerages that know their identity and core strengths will stand out during industry consolidation. Related to this episode: Rainy Hake Austin's LinkedIn The Agency Want more from Tracey? Don’t forget to subscribe to Real Estate Daily. The RealTrending podcast features conversations with the brightest minds in real estate. Every Monday, brokerage leaders, top agents, team leaders, and industry experts join us to share their secrets to success, trends, and the lessons they’ve learned. Hosted by Tracey Velt and produced by the HousingWire Content Studio.

On this episode of the RealTrending Podcast, host Tracey Velt sits down with Felix Bravo,managing director, international for eXp Realty, to talk about growing up in real estate, building resilience through hard work, and helping scale one of the industry’s fastest-growing international brokerages. Bravo shares how watching his immigrant mother transition from lawyer to Realtor in Miami shaped his work ethic and perspective on the business. The conversation dives into his early grind in real estate, including old-school cold calling, learning to earn opportunities instead of waiting for them, and the mindset that helped him rise from solo agent to leading eXp’s international operations before turning 30. Bravo also explains how eXp’s cloud-based model is resonating globally, especially in markets without MLS systems, and how the company’s cross-border platform “LYVVE” is helping agents and consumers collaborate internationally with more transparency. The episode also explores leadership, international expansion, the future of global real estate collaboration, and why Bravo believes agents everywhere are looking for more independence and entrepreneurial freedom. Here’s a glimpse of what you’ll learn: Felix Bravo credits his immigrant upbringing and his mother’s real estate journey for shaping his work ethic. Early success came from persistence, cold calling and embracing uncomfortable work. eXp’s international growth is fueled by its cloud-based, agent-first model. Many global markets still operate without MLS systems, creating challenges and opportunities. Bravo says leadership is less about personal achievement and more about helping others succeed. Related to this episode: Felix Bravo's LinkedIn eXp Realty LYVVE Want more from Tracey? Don't forget to subscribe to Real Estate Daily. The RealTrending podcast features conversations with the brightest minds in real estate. Every Monday, brokerage leaders, top agents, team leaders, and industry experts join us to share their secrets to success, trends, and the lessons they’ve learned. Hosted by Tracey Velt and produced by the HousingWire Content Studio.

On this episode of the RealTrending podcast, Tracey Velt sits down with Chris Watters for a conversation that challenges one of real estate’s biggest assumptions: most teams don’t actually have a lead problem — they have a conversion and accountability problem. Watters argues that brokerages spend too much time focused on training and buying more leads, while ignoring the ongoing coaching and accountability systems that actually drive performance. Drawing comparisons to industries like automotive sales, apartment leasing and home services, he explains how top-performing companies “inspect what they expect” through call reviews, ride-alongs and consistent feedback loops — something he says real estate rarely does well because of broker-to-agent ratios and outdated business models. The conversation digs into why low-intent internet leads are burning out agents and creating massive churn inside teams. Watters says many agents are expected to work hundreds of weak leads just to close a single transaction, leading to frustration, low morale and quiet quitting. Instead, he advocates for focusing on high-intent seller opportunities tied to life events like divorce, probate and foreclosure. The episode also explores how AI is changing team management. Watters shares how his company uses AI-powered tools to record, transcribe and grade appointments and phone calls, helping agents improve conversion while reducing compliance risk. He believes the future of real estate teams will look more like “enterprise organizations,” where leaders oversee AI-driven systems that handle administrative work so agents can focus on relationships, negotiation and guiding clients through complex transactions. Here’s a glimpse of what you’ll learn: Most brokerages train agents but fail to reinforce execution consistently. Low-intent internet leads are creating burnout and poor conversion rates. High-intent sellers often come from major life events like divorce, probate and foreclosure. Listening to calls and reviewing appointments dramatically improves conversion. AI tools are becoming a major advantage for coaching, compliance and operational efficiency. Teams focused only on recruiting often ignore the real issue: retention and accountability. The future “enterprise” real estate team will combine strong leadership with AI-driven support systems. Related to this episode: Chris Watters' LinkedIn Watters International Realty REALSYNCH The Million Dollar Real Estate Team The RealTrending podcast features conversations with the brightest minds in real estate. Every Monday, brokerage leaders, top agents, team leaders, and industry experts join us to share their secrets to success, trends, and the lessons they’ve learned. Hosted by Tracey Velt and produced by the HousingWire Content Studio.

HousingWire’s acquisition of Keeping Current Matters (KCM) takes center stage in this episode as Tracey Velt sits down with KCM President David Childers to discuss what the deal means for agents, brokers and the future of real estate market intelligence. Childers shares the story behind KCM’s nearly 20-year mission of helping agents understand and communicate market trends, transforming complex housing data into practical, consumer-friendly insights that build confidence and trust. The conversation explores why local market knowledge matters more than ever in today’s highly fragmented housing environment. While national headlines often dominate consumer perceptions, Childers explains that real estate remains intensely local, with some markets seeing price growth while others experience price declines. By combining HousingWire’s research, Altos market analytics, RealTrends performance insights, and KCM’s communication tools, agents will have greater access to actionable data that helps them explain market realities to buyers and sellers. Childers also addresses some of the biggest misconceptions consumers have about today’s housing market, including expectations of a major home price correction. He explains why inventory shortages, homeowner equity positions, and locked-in low mortgage rates continue to support pricing in many markets, despite affordability challenges. The discussion highlights the growing need for agents to confidently explain changing market conditions, seller concessions, inventory trends, and shifting buyer expectations. The episode concludes with a look ahead at the future of HousingWire Solutions and how the combined strengths of KCM, Altos, RealTrends, and HousingWire can help agents become more informed local experts. Childers emphasizes that the agents who consistently communicate accurate market information—and understand both national and local trends—will be best positioned to win trust, attract clients, and grow their businesses. Here’s a glimpse of what you’ll learn: HousingWire’s acquisition of KCM expands access to market intelligence, data, and agent resources. Local market knowledge is more important than ever in today’s uneven housing market. Inventory remains the key metric driving home prices and market conditions. Many consumers still misunderstand why home prices have remained resilient. Agents who can clearly explain market trends build greater trust with clients. Seller concessions are becoming more common as buyers gain negotiating power. Consistent market communication helps agents stand out and win more business. The combined strengths of KCM, Altos, RealTrends, and HousingWire create new opportunities for agent growth and education. Related to this episode: David Childers' LinkedIn Keeping Current Matters The RealTrending podcast features conversations with the brightest minds in real estate. Every Monday, brokerage leaders, top agents, team leaders, and industry experts join us to share their secrets to success, trends, and the lessons they’ve learned. Hosted by Tracey Velt and produced by the HousingWire Content Studio.

On this episode of the RealTrending podcast, Tracey Velt sits down with Dan Rochon, head coach of the Greetings Virginia Sales Network, to break down his “Teach to Sell” philosophy and why relationship-driven sales matter more than ever in today’s unpredictable housing market. Rochon argues that agents win by proactively educating clients, building trust before problems arise, and consistently showing up through lead generation and follow-up. The conversation dives into the four pillars of business success — belief, lead generation, organization building, and leadership — with Rochon emphasizing that consistent prospecting is still the foundation of predictable income, regardless of market conditions. He explains why agents should lean into the lead sources that fit their personalities and strengths, whether that’s sphere marketing, expireds, open houses or online advertising. Rochon also shares how his team is using AI to improve speed-to-process, client communication, and follow-up without replacing the agent relationship. He warns that agents who ignore AI and emerging technology risk falling behind over the next few years, while those who embrace it can create more time for high-value client interactions. The episode also touches on private listings, industry disruption, and the mindset shifts agents need to survive market uncertainty. Rochon’s message throughout is simple: stop focusing on what you can’t control, commit to daily lead generation, and do the work consistently. Here’s a glimpse of what you’ll learn: Trust and education are the foundation of modern real estate sales. Consistent lead generation still solves most business problems. Agents should choose lead sources that match their personality and strengths. AI should support relationships, not replace agents. Speed-to-process is becoming a major competitive advantage. Mindset and self-belief are often the biggest barriers to success. The agents who survive tough markets are the ones willing to do the work consistently. Related to this episode: Dan Rochon's LinkedIn Greetings Virginia The RealTrending podcast features conversations with the brightest minds in real estate. Every Monday, brokerage leaders, top agents, team leaders, and industry experts join us to share their secrets to success, trends, and the lessons they’ve learned. Hosted by Tracey Velt and produced by the HousingWire Content Studio.

On this episode of the RealTrending podcast, Tamir Poleg, CEO of The Real Brokerage, sits down with Tracey Velt to unpack why Real’s acquisition of REMAX is less about market share and more about combining scale, brand power and technology under one umbrella. Poleg explains that Real saw an opportunity to bring its AI-driven platform and growth mindset to a legacy franchise brand that still carries enormous recognition with consumers and agents alike. The conversation digs into the cultural alignment between Real and REMAX, the growing debate around private listings and listing fragmentation, and why Poleg believes the industry may be nearing a “point of no return” when it comes to listing data fragmentation. While many brokerages are loudly taking sides, Real has intentionally stayed quiet, choosing instead to focus on what its agents and consumers actually want. Poleg also lays out his vision for AI in real estate — not as a replacement for agents, but as a productivity engine that creates “super agents.” He describes a future where specialized AI assistants handle contracts, marketing and administrative work behind the scenes, allowing agents to focus on the human side of the transaction. Throughout the episode, he emphasizes that the future of real estate belongs to companies that can remove friction, improve transparency and create a smoother consumer experience without losing the trusted advisor relationship at the center of the business. Here’s a glimpse of what you’ll learn: Real says the REMAX acquisition is about combining complementary strengths: brand recognition, scale, growth and technology. Poleg believes REMAX’s slowdown was tied partly to a tech and value proposition gap that Real can help solve. Real plans to keep both brands culturally distinct while sharing technology, education and referral opportunities. The company intentionally stayed quiet during the private listings debate because most of its agents said clients weren’t asking about it. Poleg warned the industry may be approaching irreversible MLS and listing fragmentation. He believes fragmented listing access could ultimately hurt consumers by making housing data less accurate and harder to find. Real sees AI as a friction-reduction tool, not a replacement for agents. Poleg described a future where agents use multiple specialized AI assistants for contracts, marketing and transaction management. Real’s approach is to weave AI naturally into workflows rather than forcing agents to learn entirely new systems. Poleg says the industry’s biggest challenge isn’t technology — it’s delivering a simpler, faster and more transparent homebuying experience. Related to this episode: Tamir Poleg's LinkedIn The Real Brokerage, Inc. REMAX The RealTrending podcast features conversations with the brightest minds in real estate. Every Monday, brokerage leaders, top agents, team leaders, and industry experts join us to share their secrets to success, trends, and the lessons they’ve learned. Hosted by Tracey Velt and produced by the HousingWire Content Studio.

On this episode of RealTrending, host Tracey Velt sits down with Leo Pareja, CEO of eXp Realty and James Dwiggins, co-CEO of NextHome, to unpack the growing wave of consolidation across the real estate industry and what it means for agents, consumers and the future of listing data. Pareja compares today’s real estate landscape to the airline industry’s consolidation era, arguing that fragmented industries eventually shrink into a handful of dominant players. But unlike acquisitions driven purely by “synergy” and cost-cutting, he says the eXp and NextHome alignment was built around philosophical fit, shared views on consumer transparency and a belief that agents still need open access to listing distribution. The conversation quickly turns to private listings and the growing debate around listing control. Dwiggins strongly criticizes private listing strategies, warning they could damage consumer trust, create more litigation and ultimately fracture the MLS system into a European-style marketplace where buyers and agents must search multiple disconnected platforms just to find inventory. Both leaders argue that broad listing exposure remains the best path for sellers and that restricting visibility benefits brokerages more than consumers. The trio also dives deep into AI and the future of home search. Pareja explains why eXp partnered with Google, HouseCanary and ComeHome, arguing that AI-powered search is fundamentally changing how consumers discover homes. Instead of filtering by bedrooms and bathrooms, future buyers may search conversationally — asking for homes near favorite restaurants, with specific lot orientations or lifestyle features. Both leaders believe the industry has moved too slowly to modernize search experiences and warn that MLS organizations risk becoming irrelevant if they can’t adapt quickly enough. Despite the heavy focus on technology, both executives end on a surprisingly human note. In a world increasingly driven by AI, they argue that relationships, trust and emotional intelligence will become even more valuable. Their message to brokers and agents is simple: stop obsessing over data wars and start focusing on people, communication and the value you bring to the transaction. Here’s a glimpse of what you’ll learn: Consolidation in real estate is accelerating and leaders believe it’s only the beginning. Pareja and Dwiggins say private listings threaten transparency and consumer trust. Both executives warn MLS fragmentation could create a chaotic “European-style” market. AI-powered home search is expected to radically change how consumers find properties. The Google partnership is viewed as a way to expand listing exposure and future-proof search visibility. Both leaders believe real estate organizations have moved too slowly on innovation. They argue the real estate industry should prioritize consumers over data control. Human relationships and agent expertise may become even more important in an AI-driven future. Related to this episode: Leo Pareja's LinkedIn James Dwiggins LinkedIn eXp Realty NextHome The RealTrending podcast features conversations with the brightest minds in real estate. Every Monday, brokerage leaders, top agents, team leaders, and industry experts join us to share their secrets to success, trends, and the lessons they’ve learned. Hosted by Tracey Velt and produced by the HousingWire Content Studio.

On this episode of the Real Trending podcast, Tracey Velt sits down with Paul Boomsma, CEO of Leading Real Estate Companies of the World (LeadingRE) to unpack the biggest forces reshaping the real estate industry — from consolidation and private listings to AI and the changing expectations of agents. Boomsma describes today’s market as a moment of “hectic opportunity,” where mergers, acquisitions, AI innovation and economic uncertainty are all colliding at once. But amid the noise, he says strong leadership has never mattered more, especially for independent brokerages navigating uncertainty among agents and consumers alike. The conversation dives into why local brands still hold a major advantage in real estate, even as national consolidation accelerates. Boomsma argues consumers remain focused on trusted local professionals, not corporate ownership structures, creating opportunities for regional independents to differentiate through culture, leadership and community presence. Tracey and Paul also explore the future of brokerage models, generational changes among agents and the growing importance of collaboration-focused office environments. Boomsma explains why younger agents value teamwork, coaching and shared learning more than the traditional independent contractor model. The episode also tackles hot-button industry topics like private listings and AI adoption. While Boomsma believes private listings may be receiving more hype than necessary, he sees enormous potential for AI in agent coaching, role-playing and helping professionals sharpen their client conversations faster than ever before. Throughout the discussion, one theme stays consistent: the brokerages that thrive over the next few years will be the ones that lean into authentic local leadership, adapt to changing agent expectations and stay focused on consumer trust. Here’s a glimpse of what you’ll learn: Real estate is still fundamentally local despite industry consolidation. Strong leadership matters more than ever during market uncertainty. Younger agents prefer collaboration, coaching and co-working environments. AI is becoming a powerful tool for agent training and productivity. Private listings may be overhyped compared to other industry shifts. Independent brokerages still have a strong competitive advantage through local trust and community presence. Related to this episode: Paul Boomsma's LinkedIn Leading Real Estate Companies of the World (LeadingRE) The RealTrending podcast features conversations with the brightest minds in real estate. Every Monday, brokerage leaders, top agents, team leaders, and industry experts join us to share their secrets to success, trends, and the lessons they’ve learned. Hosted by Tracey Velt and produced by the HousingWire Content Studio.

In this episode of the Real Trending podcast, Tracey Velt sits down with Blake O’Shaughnessy, founder of Ownli, a platform aiming to rethink the traditional real estate transaction by removing agents entirely. Built around the idea that “search got modern, but pricing didn’t,” Ownli offers sellers a DIY platform where they can list homes, manage showings, negotiate offers and complete contracts without paying traditional percentage-based commissions. O’Shaughnessy argues that the post-NAR settlement environment has accelerated consumer skepticism around commission structures, especially as home prices continue climbing while fees remain tied to a percentage of the sale price. Ownli positions itself as a software-driven alternative, combining public listing data, pricing tools, contracts and third-party service providers into one platform. The conversation explores whether consumers are truly ready to handle transactions themselves, how Ownli plans to scale nationally, and where technology can — and can’t — replace traditional agents. While O’Shaughnessy acknowledges the emotional and relationship-driven aspects of real estate still matter, he believes the future of the industry is increasingly “unbundled,” with consumers choosing only the services they actually need instead of paying for full-service representation by default. Here’s a glimpse of what you’ll learn: Ownli removes agents and replaces them with software-driven transaction tools. The platform charges flat fees instead of percentage-based commissions. O’Shaughnessy says consumers are questioning traditional commission structures. Ownli launched nationally with access to more than 500,000 listings. The company believes the future of real estate is “unbundled.” Related to this episode: Blake O'Shaughnessy's LinkedIn Ownli The RealTrending podcast features conversations with the brightest minds in real estate. Every Monday, brokerage leaders, top agents, team leaders, and industry experts join us to share their secrets to success, trends, and the lessons they’ve learned. Hosted by Tracey Velt and produced by the HousingWire Content Studio.

On this episode of the RealTrending podcast, Ashley Thomas III, president of the National Association of Real Estate Brokers (NAREB), joined Tracey Velt to discuss the policies, barriers and opportunities shaping homeownership access across the country — especially within Black communities. Thomas framed the Black homeownership gap as more than a market issue, arguing that it was created through decades of intentional policy decisions, from the Homestead Act of 1862 to Federal Housing Administration (FHA) lending practices and the GI Bill. Because policy helped create the gap, he said, policy must also play a major role in closing it. Throughout the conversation, Thomas emphasized that access remains the industry’s biggest challenge. Even with more inventory or lower prices, many qualified buyers still struggle to navigate outdated credit models, lending standards, and qualification requirements that don’t reflect how consumers earn and manage money today. The discussion also highlighted NAREB’s policy initiatives, including its Community Property Fairness Initiative, which focuses on FHA rules in certain states that require nonborrowing spouses’ debt to be counted during qualification. Thomas argued these rules create unnecessary barriers for housing affordability. Velt and Thomas also discussed the industry’s broader responsibility in shaping consumer confidence. Thomas encouraged agents and brokers to avoid fueling negative market narratives, arguing that real estate professionals help shape buyer behavior through their mindset and messaging. The conversation closed with a look at NAREB’s eight-city homeownership bus tour, which combines education, housing counseling, legal support and community outreach in cities where affordability remains within reach. For Thomas, the goal is simple: to move the conversation beyond whether it’s a good time to buy and focus instead on whether it’s the right time for individual families to begin building generational wealth through homeownership. Here’s a glimpse of what you’ll learn: Policy helped create the homeownership gap — and can help close it. Access to credit remains a major barrier. Outdated lending models are limiting buyers. NAREB is pushing for FHA policy changes. The bus tour focuses on education and homeownership access. Agents help shape buyer confidence. Related to this episode: Ashley Thomas III's LinkedIn National Association of Real Estate Brokers (NAREB) NAREB Affordable Homeownership Bus Tour The RealTrending podcast features conversations with the brightest minds in real estate. Every Monday, brokerage leaders, top agents, team leaders, and industry experts join us to share their secrets to success, trends, and the lessons they’ve learned. Hosted by Tracey Velt and produced by the HousingWire Content Studio.

LIVE from HousingWire’s Gathering, Tracey Velt sits down with Jim D’Amico, CEO of Brands by Integra, to talk about brokerage growth, industry consolidation and why he’s optimistic about the Compass acquisition of Anywhere. D’Amico built his company from two agents in Massachusetts into a multi-brand operation with roughly 2,000 agents across 18 states. Today, Brands by Integra includes multiple real estate franchises, mortgage, insurance, asset management and property management companies — all operating under one umbrella. The conversation centers on the industry’s accelerating consolidation, particularly Compass’ acquisition of Anywhere. D’Amico says the deal injected new energy into a brokerage landscape he felt had grown stagnant, and he believes Compass CEO Robert Reffkin brings a growth-focused mindset that could unlock the scale and lead-generation potential many franchise brands have never fully leveraged. He also addresses one of the industry’s most debated topics: Compass’ private listing network. In D’Amico’s view, the strategy has been widely misunderstood. Rather than limiting access, he believes the approach is meant to give agents and sellers more control over marketing timelines while restoring some of the value agents once held when listing information wasn’t instantly public. Beyond mergers, D’Amico sees the future of brokerage tied to scale, technology and ecosystem expansion. While he believes mortgage and brokerage can work together, he notes the operational complexity of running both businesses. What excites him most is how real estate companies are increasingly acquiring technology — a move he believes will define the next phase of industry competition. Despite rapid consolidation across the sector, D’Amico says the brokerage landscape will always support multiple models — from national platforms to local boutique firms. For his company, the focus now is simple: build density in existing markets, keep expanding through strategic acquisitions and continue growing nationally while maintaining a family-run culture. Here’s a glimpse of what you’ll learn: Brands by Integra has about 2,000 agents in 18 states. The company plans continued expansion and acquisitions. The Compass–Anywhere deal brings new energy to brokerage. Robert Reffkin’s private listing strategy is widely misunderstood. Private listings may give sellers more marketing flexibility. Industry consolidation is accelerating. Brokerage scale is increasingly important. Technology is becoming a major competitive advantage. Mortgage and brokerage can work together with separate operations. Multiple brokerage models will continue to coexist. Related to this episode: Jim D’Amico’s LinkedIn Brands by Integra The RealTrending podcast features conversations with the brightest minds in real estate. Every Monday, brokerage leaders, top agents, team leaders, and industry experts join us to share their secrets to success, trends, and the lessons they’ve learned. Hosted by Tracey Velt and produced by the HousingWire Content Studio.