EXp CEO: Goal is for 250K US agents — but growth is slowing

EXp CEO: We're aiming for 250K agents in US — but growth is slowing

Regardless of formidable objectives, the digital brokerage eXp Realty is seeing its development gradual amid a lagging market — and the corporate is unlikely to hit a goal Sanford set earlier this 12 months.

All week, Inman is taking a Deep Dive into eXp Realty. We’ll be masking the brokerage’s annual EXPCON occasion — going down just about and in Las Vegas this week. Keep tuned within the coming days for extra on eXp, and for future Inman Deep Dives into prime brokerages.

EXp World Holdings founder and CEO Glenn Sanford stated this week that his aim is to extend his firm’s U.S. agent depend to as a lot as 250,000, although he additionally acknowledged that the shifting market has slowed down development “fairly shortly” — to the purpose that it seems poised to overlook a development goal talked about earlier this 12 months.

Sanford made the feedback close to the top of a fireplace chat Thursday night that was held as a part of EXPCON, the corporate’s annual gathering that happened this week in Las Vegas. Throughout the dialog, Sanford stated his firm has been listening to from broker-owners who’re contemplating making the leap to eXp as a result of they will “get higher economics inside” the agency than they will by “attempting to determine easy methods to help their bricks and mortar and their staffing prices in a gradual market.”

The remark speaks to considered one of eXp’s core tales, which is that it has been a rapidly growing brokerage from its earliest days. The corporate additionally introduced firstly of EXPCON that it has formally reached 85,000 brokers worldwide.

In that context, Sanford instructed that the general variety of Realtors within the U.S. could shrink from about 1.5 million to as little as 1.1 million. However he stated eXp continues to be rising now and can proceed to take action sooner or later.

“Our aim is to get to 200,000, 250,000 brokers over time in the USA,” he added.

Sanford didn’t point out a timeline for when he thinks the corporate would possibly hit that quantity.

The remark got here one 12 months after Sanford, at last year’s EXPCON, stated he envisioned eXp reaching 500,000 brokers worldwide inside 5 years. It was unclear Friday if eXp nonetheless believes that quantity is attainable, and if doing so within the unique timeframe Sanford proposed — there are 4 years left on the clock — is lifelike.

Inman has reached out to eXp for clarification and can replace this story with any data the corporate gives.

In any case, questions on development are particularly related proper now as a result of, regardless of the aim of getting considerably extra brokers, Sanford additionally indicated throughout the chat that the slowing market is taking a toll on the tempo of the corporate’s development.

“Due to rates of interest rising so quick, within the U.S. particularly, that did decelerate our U.S. development fairly shortly,” Sanford acknowledged, although he stated most brokers who depart eXp are usually low or non-producers. “Our producing brokers are nonetheless tremendous sticky. We don’t have a whole lot of churn within the productive agent class.”

Nonetheless, the numbers are vital. Again in April, during Inman Connect in New York City, Sanford stated eXp was already at 80,000 brokers worldwide, and that he anticipated the corporate to hit 100,000 by the top of this 12 months. Within the six months since then, nonetheless, the corporate has as an alternative solely added about 5,000 brokers — which means development was slower than Sanford anticipated. It additionally means the corporate is unlikely to hit the 100,000-agent goal by 12 months’s finish.

Sanford did say throughout the fireplace chat that eXp continues to develop at the same time as “most actual property companies are seeing their agent depend go down in the mean time.” And, he added, the brokerage is working to place itself in order that it emerges on the opposite aspect of the slowdown ready of power.

However eXp has lengthy been the poster brokerage for quick development. The slowing numbers and (possible) missed 2022 agent depend goal consequently provide one more stark instance of how this 12 months has not turned out fairly how anybody anticipated or hoped.

Throughout the fireplace chat, Sanford additionally provided an replace on his firm’s abroad footprint — presumably a key a part of reaching considerably greater agent depend numbers. He stated there are at the moment between 10,000 and 11,000 brokers outdoors the U.S. That quantity contains about 5,000 brokers in Canada, 1,500 in India and 300 within the U.Ok.

“Worldwide is rising quickly nevertheless it’s a small quantity,” Sanford stated of the figures.

Past slowing agent depend development, the gradual market has additionally seeped into different elements of eXp’s enterprise as properly. The mortgage trade usually has been hammered by rising rates, and Sanford in the end stated throughout the chat that purposes for loans made through his company are equally “down fairly considerably.”

“[On] the mortgage aspect,” Sanford stated, “we’re getting extra mortgages into the system nevertheless it’s nonetheless for essentially the most half a rounding error.”

Email Jim Dalrymple II


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