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by RealTrends
The RealTrending podcast features conversations with the brightest minds in real estate. Brokerage leaders, top agents, team leaders, and industry experts share their secrets to success, trends, and the lessons they’ve learned. Hosted by Tracey Velt and produced by the HousingWire Content Studio.
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- 2 weeks ago32 min
Georgia CEO DeAnn Golden on how to plan for the market while keeping people at the center
On RealTrending, Tracey talks with DeAnn Golden, president and CEO of Berkshire Hathaway HomeServices Georgia Properties, about how agents can plan for a changing market. Golden’s message is simple: build a durable business around relationships, strong service, and tools that give agents more time with people. She also shares how full-service brokerages, thoughtful AI use and succession planning can help agents and teams thrive. Here’s a glimpse of what you’ll learn: Strong agents act as trusted client advisers. Measure brokerage value by what agents gain, not just the split. Use AI to create more time for human connection. Build a plan around relationships and repeat client touchpoints. Prepare teams for succession before a transition is needed. Answer the phone—and follow up. Related to this episode: Tracey Velt’s LinkedIn DeAnn Golden's LinkedIn Berkshire Hathaway HomeServices Georgia 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.
- 3 weeks ago23 min
Performance coach James Short on the habits that help leaders stay strong through an uncertain market
When the market gets uncertain, strong agents and brokers don’t chase quick fixes—they get back to the fundamentals. On this episode of the RealTrending Podcast, Tracey talks with performance and leadership coach James Short about how real estate leaders can guide their teams through a downturn with clear communication, consistent processes and a steady vision. James shares practical advice on building relationships, asking better questions, keeping agents accountable without micromanaging and helping people feel connected to the business. The takeaway: know your numbers, lead by example and stay true to your values. Here’s a glimpse of what you’ll learn: In a changing market, focus on consistent fundamentals and process rather than fixating on outcomes. Personal conversations—by phone, face to face, or at the door—help agents build trust and guide clients. Better communication starts with slowing down, listening, and asking questions that engage the other person. Leaders can strengthen accountability by helping team members set their own goals, activity plans, and consequences. Retention grows when people feel appreciated, understand the vision, and see how their individual plans fit into it. In uncertain times, leaders should know their numbers, communicate a clear plan, and lead by example. Related to this episode: Tracey Velt’s LinkedIn James Short's LinkedIn GoalsTribe 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.
- Oct 12, 202631 min
Smokey Garrett on real estate’s next chapter: The market, AI and the value of the agent
The housing market may feel stalled, but Smokey Garrett, founder and operating principal of the GO Network at Keller Williams, says it’s still moving — just under a different set of rules. After years of ultra-low mortgage rates and fast-paced sales, buyers are hesitating over affordability and sellers are adjusting their expectations. Demand hasn’t disappeared as people are still searching and making major life moves. The agents finding success are slowing down, helping clients understand their options and replacing uncertainty with clear guidance. For brokerages, growth is about more than recruiting agents. Garrett’s team looks at market share, profitability, adoption of agent tools, and especially how many individual agents are actually productive. He sees scale as a local advantage, not simply a matter of having agents spread across the country. As consumer expectations evolve, he argues, agents need to offer value beyond the transaction and become trusted “home advisers.” Garrett also sees AI as a way to make the business more efficient — but not a substitute for relationships. It can help agents work smarter and give brokerages faster access to insights and support, while the human connection remains essential. And as MLSs reconsider their role, he says brokers and agents should have a stronger voice in how the industry’s data is managed and monetized. The larger challenge, in his view, is to adapt together and make sure the industry’s value is clear to consumers. Here’s a glimpse of what you’ll learn: Buyers and sellers are navigating uncertainty, but underlying housing demand remains active. Agents can stand out by slowing down, explaining the options and helping clients make confident decisions. Strong brokerages track market share, profitability, tool adoption and agent-level productivity — not just headcount. Local market presence matters more than broad scale without meaningful influence in a community. Agents who use AI to improve efficiency while protecting client relationships may be better positioned to succeed. Garrett believes brokers and agents should help shape how MLS data is stewarded, shared and monetized. Recruiting and retention reinforce each other when productive agents are succeeding and attracting like-minded talent. Related to this episode: Tracey Velt’s LinkedIn Smokey Garrett's LinkedIn GO Network 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.
- Oct 5, 202622 min
NextHome Prolific’s Kenny Pleasant on building differently in a split-obsessed industry
What does it take to build a real estate business by doing things differently? On this episode of the RealTrending podcast, Kenny Pleasant of Seattle-based NextHome Prolific shares how he went from laid-off iron worker to real estate entrepreneur and why he built a boutique brokerage focused on personal development, collaboration, and meaningful training. Kenny discusses why he favors training over higher splits, how finding an off-market land niche helped him stand out, and why agents should get serious about negotiation and investing. He also shares practical advice for choosing a focused lead source, adapting to a changing industry, and turning commission income into long-term wealth. From learning through books, courses, and mentorship to helping agents build confidence through one-on-one coaching, Kenny’s story is a reminder that growth often starts with the skills and strengths you already have. He shares why more conversations, a trusted mentor, and a clear niche can matter more than a big brand or the latest tools. Here’s a glimpse of what you’ll learn: Why Kenny believes the revenue-share model may attract agents with different priorities than his brokerage does. How Next Home Prolific was built to support agents who may be starting without an established network. Why Kenny spent five years developing the brokerage’s systems and training before focusing on growth. How personal development, consistency, and grit fit into his approach to agent coaching. How specializing in off-market land helped Kenny create a path into higher-end home listings. Why choosing a focused niche can help agents stand out instead of trying to serve every market. How buydowns, incentives, and down-payment assistance can help buyers navigate higher interest rates. Why Kenny sees direct access to brokerage leadership as an advantage for agents and clients. What agents can do to improve their negotiation skills—and why splitting the difference can be a costly mistake. How agents can think beyond commissions by directing a portion of their income toward real estate investments. Related to this episode: Tracey Velt’s LinkedIn Kenny Pleasant's LinkedIn NextHome Prolific 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.
- Sep 28, 202622 min
From big tech to big deals: how Chandra Vennapusa redefines real estate for tech workers
In this episode of RealTrending, Tracey Velt sits down with Chandra Vennapusa, a top-producing eXp Realty agent with a deep background at Deloitte, Amazon, and Expedia. Chandra pulls back the curtain on how tech-world principles like customer obsession, leverage, scalability and data-driven decision making can completely transform a real estate business—especially for agents working with high-income tech professionals. Chandra explains how today’s Microsoft, Amazon, Google and Meta employees are no longer asking, “What do I qualify for?” but instead, “What can I afford without losing my financial freedom?” He shares the biggest mistakes he sees tech buyers make with RSUs and stock-based compensation, and how savvy agents can step in as true advisors—balancing emotion with numbers to protect their clients’ long-term wealth. From migration trends between Washington and Texas to using real estate as a diversification tool for high-net-worth clients, Chandra breaks down what’s really driving demand in today’s market—and why proximity to the office and total cost of living now matter more than headline affordability. He also talks candidly about what’s scalable in his business, what will always require a human touch, and what ambitious agents must do now to stay relevant in an AI-driven future. Here’s a glimpse of what you’ll learn: Tech buyers now ask: “What can I afford without losing freedom?” Biggest mistake: using all RSUs for the down payment. Don’t plan housing on today’s stock price or rosy forecasts. Migration is shifting back toward job hubs and office proximity. Decisions now factor total cost of living, not just home price. Real estate = diversification + unique tax advantages. Success requires hyper-local knowledge, not just online data. Agents win by negotiation, coaching, and decision support. Scalable: docs, marketing, CRM, client touchpoints. Not scalable: human judgment, negotiation, and local insight. Future-proof agents embrace tech, AI, and strong online presence. Chandra’s next move: luxury and commercial expansion in TX & WA. Related to this episode: Tracey Velt’s LinkedIn Chandra Vennapusa's LinkedIn eXp Realty Buy one, get one FREE tickets to the Mortgage Banking Summit on October 1st 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.
- Sep 21, 202623 min
Real estate sherpas: Corwyn Melette on how brokers lead in turbulent times
In this episode of the RealTrending, Tracey Velt sits down with broker-owner Corwyn Melette of Exit Realty Lowcountry Group breaks down what legacy really means beyond a single transaction. He shares how his own family lost generations of rental properties — and how that experience reshaped his mission to help consumers and agents build lasting wealth instead of simply consuming it. Corwyn explains why Charleston, South Carolina, is a “perfect storm” market, with geographic constraints, strong economic drivers, and intense demand that create both scarcity and opportunity. From workforce and affordable housing with layered funding to educating consumers on equity and long-term value, he walks through practical ways real estate can be the engine for financial freedom. He also digs into what real leadership and professionalism look like in today’s market amid lawsuits, rate anxiety and commission pressure. Corwyn challenges agents and brokers to lead with service, master their contracts and double down on real human connection, whether that’s picking up the phone or being a true “real estate sherpa” for clients navigating complex decisions. Here’s a glimpse of what you’ll learn: Eddie Garcia’s Realty of America debuted on the Real Trends Verified rankings in its first full year, hitting number 45 by sides, 63 by volume, and 24 among private independents. Garcia’s journey from poverty and humble beginnings fuels his mission to create opportunity and a modern path to the American dream through real estate. Realty of America runs a cloud-based model anchored by a physical 27,000-square-foot Chicago headquarters, emphasizing culture, collaboration, and centralized support. The brokerage is built on revenue share and agent ownership, paying out hundreds of thousands of dollars monthly to agents instead of keeping profits solely at the broker-owner level. Seven founding partners with 170 years of combined experience and $17 billion in closed production still run teams, ensuring leadership decisions are made from a producer’s perspective. The company is intentionally profitable without mortgage, title, or insurance, operates with no debt and no outside investors, and still posts rapid agent growth across more than 24 states plus Puerto Rico. Garcia believes the industry is consolidating toward a handful of mega brokers while strong boutiques survive locally, with RevShare models expanding to a far larger share of agents. He sees disciplined, tech-forward, debt-averse growth as critical in a market defined by affordability challenges, rate uncertainty, and mounting competitive pressure on traditional brokerages. Related to this episode: Tracey Velt’s LinkedIn Corwyn Melette's LinkedIn Exit Realty Lowcountry Group Buy one, get one FREE tickets to the Mortgage Banking Summit on October 1st 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.
- Sep 14, 202621 min
Realty of America’s Eddie Garcia on why rev share and no debt are reshaping brokerage
On this episode of RealTrending, Tracey Velt sits down with Eddie Garcia, founder of Realty of America, a brokerage that stormed onto the Real Trends Verified rankings in its very first full year of business — landing at number 45 by transaction sides, 63 by volume, and 24 among private independents. Eddie shares how growing up in poverty, with parents who were once homeless, fueled his ambition to build his own version of the American dream and ultimately a fast-growing national brokerage. Eddie breaks down Realty of America’s cloud-based but culture-focused model, anchored by a 27,000-square-foot national headquarters in Chicago and powered by more than 3,500 agents across 24 states plus Puerto Rico. Unlike many legacy structures, the company is built on revenue share and agent ownership, with hundreds of thousands of dollars in RevShare paid out monthly—money that, in the traditional model, would have gone to the broker-owner. He stresses that the firm was intentionally designed to be profitable without mortgage, title, or insurance, operating with no debt and no outside investors. We also explore how a 7-partner leadership team — collectively bringing 170 years of experience and $17 billion in closed production — creates a different kind of value proposition. All of them still run teams, so every decision is made through the lens of a producing agent, not just a corporate executive. Eddie credits the firm’s rapid growth to attracting top producers and mega teams, which then draw in agents who want to plug into that productivity and culture. Looking ahead, Eddie shares his views on where the brokerage landscape is headed: continued consolidation into a handful of mega brokers, rising relevance of RevShare models, and increasing pressure on smaller boutiques to compete with national brands. Even in a challenging market marked by affordability issues and rate uncertainty, he believes life events will continue to drive demand—and that disciplined growth, smart leverage (or lack of it), and technology investment will separate the brokerages that thrive from those that simply survive. Here’s a glimpse of what you’ll learn: Eddie Garcia’s Realty of America debuted on the Real Trends Verified rankings in its first full year, hitting number 45 by sides, 63 by volume, and 24 among private independents. Garcia’s journey from poverty and humble beginnings fuels his mission to create opportunity and a modern path to the American dream through real estate. Realty of America runs a cloud-based model anchored by a physical 27,000-square-foot Chicago headquarters, emphasizing culture, collaboration, and centralized support. The brokerage is built on revenue share and agent ownership, paying out hundreds of thousands of dollars monthly to agents instead of keeping profits solely at the broker-owner level. Seven founding partners with 170 years of combined experience and $17 billion in closed production still run teams, ensuring leadership decisions are made from a producer’s perspective. The company is intentionally profitable without mortgage, title, or insurance, operates with no debt and no outside investors, and still posts rapid agent growth across more than 24 states plus Puerto Rico. Garcia believes the industry is consolidating toward a handful of mega brokers while strong boutiques survive locally, with RevShare models expanding to a far larger share of agents. He sees disciplined, tech-forward, debt-averse growth as critical in a market defined by affordability challenges, rate uncertainty, and mounting competitive pressure on traditional brokerages. Related to this episode: Tracey Velt’s LinkedIn Eddie Garcia's LinkedIn Realty of America Buy one, get one FREE tickets to the Mortgage Banking Summit on October 1st 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.
- Sep 8, 202625 min
Paradigm co-founders Mark Jovanovic and Scott Hustis on AI, private listings and the NYC pied-à-terre tax
On this episode of RealTrending with Tracey Velt, founding Compass agents and Paradigm co-founders Mark Jovanovic and Scott Hustis share how Compass grew from a 50-person tech startup in Union Square to a national luxury powerhouse. They explain how helping build the platform from day one turned Compass into a true SaaS-style operating system for agents, with powerful backend tools that quietly drive their business. Mark and Scott dig into where AI genuinely helps—from data-heavy tasks to workflow efficiency—and where human insight and relationships still matter most. They break down the debate around private listings, the controversy over New York’s pied-à-terre tax and why New York City’s luxury market remains vibrant, with strong demand for larger, amenity-rich homes. They wrap with straight-talk advice for launching a modern luxury team: know your strengths, hire to fill the gaps, and don’t be afraid to move faster and think bigger. Here’s a glimpse of what you’ll learn: Compass scaled from a 50-person NYC startup to a top national brokerage in about a decade. The platform’s edge is in its backend tools—deal tracking, metrics, and accounting. AI is useful for speed and data, but it can’t replace human judgment and relationships. Private listings can protect high-end sellers and highlight the value of local agents. NYC’s luxury market is resilient, with strong demand for larger, amenity-rich homes. The pied-à-terre tax worries owners as a new layer of taxation without clear benefits. Buyers split between turnkey new developments and value plays in pre-war renovations. Winning luxury teams lean into clear roles, complementary strengths, and faster moves. Related to this episode: Tracey Velt’s LinkedIn Mark Jovanovic's LinkedIn Scott Hustis' LinkedIn Paradigm Advisory 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.
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About RealTrending
The RealTrending podcast features conversations with the brightest minds in real estate. Brokerage leaders, top agents, team leaders, and industry experts share their secrets to success, trends, and the lessons they’ve learned. Hosted by Tracey Velt and produced by the HousingWire Content Studio.
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