By offering both models under the AGNT umbrella, the company can now provide what Keith Robinson calls "optionality." In a market defined by volatility and shifting consumer demands, Robinson believes that providing choices is the key to long-term agent retention and recruitment.
“In moments like this, a choice-based model will win over a static one-choice model, and that is what we are building,” Robinson said. “If the cultures align like they do and you have a choice-based model, then it is really just about what flavor fits for how you want to build your business and for your financial future, happiness and fulfillment.”
Navigating the Runway Ahead
As the real estate industry moves toward 2025 and beyond, Pareja and Robinson are bracing for what they describe as the "financialization of organized real estate." This trend refers to the increasing influence of large-scale capital and the inevitable consolidation of smaller firms into larger, more efficient platforms.
Pareja predicts that as more franchise systems change hands, many individual franchisees will find themselves working under new ownership groups with whom they may not share a common vision. He sees this as a prime opportunity for NextHome and AGNT to pick up market share.
“What is factual is that there are going to be a lot of folks in franchise agreements over the next three to five years who now have a new owner,” Pareja said. “I believe a percentage of those franchisees are no longer going to be aligned with the new ownership group, and humans are humans, and they want to be aligned with companies who share their belief system.”
Despite the challenges of a high-interest-rate environment and fluctuating mortgage rates, AGNT leadership remains bullish on the future. Pareja referred to the current market as "separation season," a time when the most efficient and asset-light models will pull away from the competition.
“Being a nimble, asset-light model—that is why we enjoy the multiple we do on the stock market,” Pareja said. Even in a conservative scenario where mortgage rates remain high and total national transactions dip to the 3.8 million or 3.9 million range, Pareja believes AGNT and NextHome are positioned to take a "disproportionate share" of the market because they attract the most productive, full-time professionals.
The ultimate goal for AGNT is to continue refining the tools, systems, and processes that allow their agents to operate with more speed and efficiency than their peers. As the market continues to challenge those who are less prepared, Robinson believes the value of a professional-centric organization will only increase.
“In these market cycles, pros win, and we are two companies of pros, with agents at both companies making a full-time living selling residential real estate,” Robinson added. “The longer the market is harder, the more the pros will get.”
