What does it take for an acquisition to actually work, and why do so many deals that look great on paper fall apart? Real estate mergers and acquisitions usually make headlines for agent count and market share. Today’s guests argue that the deals that last start somewhere else entirely: with the people.
On this episode of Real Estate Insiders Unfiltered, James Dwiggins and Keith Robinson sit down with HomeServices of America President and CEO Chris Kelly and 1000WATT co-founder and now HomeServices Chief Marketing and Strategy Officer Brian Boero to talk about HomeServices’ acquisition of 1000WATT.
They explain how the deal grew out of 18 months of working together and why 1000WATT will no longer take outside clients. They also share what they’ve learned about real estate mergers and acquisitions along the way.
Kelly and Boero share their advice for anyone considering a merger or acquisition: Start with the people, take your time, and make sure the deal adds real capabilities instead of just units. They also break down OnePoint, HomeServices’ effort to turn its brokerage, mortgage, title, insurance and servicing businesses into one connected client experience.
Plus, Kelly explains why he calls the private listings debate a manufactured crisis, and the group shares their predictions on where the fight will be a year from now. They close with how AI is changing both the consumer search experience and the mechanics of the transaction.
Highlights
In this episode, you’ll learn:
- Why culture and fit should come before the numbers in any deal
- How to tell whether an acquisition is truly additive
- How OnePoint connects brokerage, mortgage, title and insurance
- Why mortgage servicing is becoming the new top of the funnel
- Why Kelly calls the private listings debate a manufactured crisis
Boero describes HomeServices as a company that spent 25 years building the infrastructure everyone in the industry is now chasing, without ever connecting it into a single experience. Kelly compares the old model to a convenient strip mall: Every service is next door, but consumers still had to walk into each building separately. OnePoint is designed to change that.
Both guests believe the winning approach to an integrated experience starts with people, not an app or a call center. As Boero puts it, most consumers don’t want one of the defining moments of their lives compressed into an app.
On private listings, Kelly argues that “seller choice” is self-interest framed as altruism. He also warns that a fragmented listing market could damage the consumer-agent relationship the industry depends on.
Connect with Chris Kelly on LinkedIn.
Connect with Brian Boero on LinkedIn.
Real Estate Insiders Unfiltered is now exclusively on Inman. Tune in for agent- and team-focused content on Mondays and leadership interviews on Wednesdays each week. Listen on Apple or Spotify.
James Dwiggins is the president of NextHome, Inc. and co-host of Real Estate Insiders Unfiltered.
Keith Robinson is the president of strategy at NextHome, Inc. and co-host of Real Estate Insiders Unfiltered.
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The views and opinions expressed on Real Estate Insiders Unfiltered are those of the hosts and guests in their personal capacities and do not necessarily reflect the views or positions of AGNT, Inc., eXp Realty, LLC, NextHome, Inc., or any of their respective affiliates, subsidiaries, officers, or directors.
