In an era of real estate defined by AI tools, instant information and accelerating transaction speed, one message anchored the debut episode of the “NAR REALTOR® News Change Agents” podcast: Professional expertise isn’t becoming less relevant, but instead, it’s more valuable.
Leo Pareja, CEO of eXp Realty and a member of NAR, joined host NAR CEO Nykia Wright for a candid conversation about technology, transparency and the future of the real estate industry. At its core, the discussion centered on something more fundamental: trust.
The average American moves only a handful of times. “What they’re looking for is an expert guide,” Pareja says. That’s why, despite unlimited access to information, consumers still need agents to help guide them through the process.
He used the example of preparing to climb Mount Everest. “We can do the research on what diet to eat, what workouts to do, what gear to buy,” he says, “but when we get to the base of the Himalayan Mountains, we hire that local expert who grew up there and has done it 400 times.”
Agents, he explains, are the Sherpas of real estate.
AI Is an Accelerant, Not a Replacement
Despite fears to the contrary, artificial intelligence won't jeopardize agents' role, Pareja says. He doesn’t dismiss AI; instead, he embraces it as a tool.
AI, he says, is an accelerant in the transaction process. He shares an example of a Houston agent who received a Saturday inquiry from an investor.
Historically, that email might have waited until Monday. Instead, the agent used an AI email assistant embedded in his inbox. The system drafted a response in his voice, pulled open appointment times from his calendar and suggested options.
The lead originated from a consumer asking ChatGPT: “Who is the most investor-centric agent in Houston?” Within 30 days, the inquiry became a $350,000 all-cash transaction.
The Global Perspective: Transparency as Competitive Advantage
Because eXp operates in 29 countries, Pareja brings a global lens to the discussion, pointing out the uniqueness of the U.S. system.
In the United States and Canada, consumers benefit from organized, cooperative MLS systems that create broad transparency. Listings are widely accessible, and data is relatively standardized, he says, which allows market information to flow quickly.
That structure, Pareja argues, is not the norm. The U.S. model, he says, remains the envy of many global markets because of its transparency—and is worth protecting.
Pareja and Wright also connected on a personal level when reflecting on Pareja’s real estate journey from college-aged agent to eXp’s CEO. Stream the episode to hear more of their discussion and find out why he continues to keep his license active.
What’s Next
Twice each month, the “Change Agents” series brings you forward-looking guests, grounded in industry experience. On March 18, Nykia welcomes Bess Freedman, CEO of Brown Harris Stevens. Freedman oversees 39 offices and more than 2,300 agents across New York, Connecticut, New Jersey and Florida.
Follow “Change Agents” today, wherever you get your podcasts
