RealTrending

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.

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.

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.

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.

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.