Trust Still Wins: Leo Pareja on What Tech Can’t Disrupt in Real Estate - Episode 291

10 snips

Dec 22, 2025

Leo Pareja, CEO of eXp Realty and a former top-producing real estate agent, shares insights on the evolving real estate landscape. He highlights the importance of emotional intelligence over tech, noting that trust and personal connections drive client decisions. Leo emphasizes creating authentic content for consistent visibility and discusses practical strategies for reconnecting with past clients. Ultimately, he argues that sustainable success lies in hands-on relationship-building, reminding agents that technology amplifies but cannot replace the fundamental human touch.

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INSIGHT

Principles Beat Shiny Tactics

Leo emphasizes that core principles of building a real estate business haven't changed despite new tools like LLMs.
He says consistent daily activity and self-awareness matter more than chasing shiny tactics.

ADVICE

Choose Volume Over Perfection

Post high-volume content across platforms rather than overthinking single posts; activity compounds into visibility.
Prioritize the daily behaviors that increase probability of your target transactions.

ADVICE

Be Authentic And Iterate Fast

Be authentically you on camera and iterate quickly; copy others' systems but not their persona.
Treat content as activity: post often, learn what works, then refine.

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Leo Pareja, CEO of eXp Realty, joins Nick and Tristan for a grounded conversation about what’s actually changing in real estate—and what isn’t. As platforms like Google move closer to integrating property listings directly into search, the pressure rises for portals, brokerages, and agents to rethink how they stay visible, trusted, and chosen.

The episode explores how AI-driven tools and digital content have shifted the lead generation game. Leo frames content creation as a modern necessity—not for vanity, but for credibility—and explains why agents who can communicate clearly, show up consistently, and build influence online will be better positioned as attention gets redistributed across new surfaces.

But the core message is simple: real estate is still a human business. Even as technology accelerates discovery and compresses information, clients still make decisions through trust, emotion, and relationship. Leo emphasizes emotional intelligence and consistent personal activity as the differentiator that doesn’t get disrupted—because it’s the part no platform can automate.

The conversation lands on a practical truth most agents already know, but often forget when shiny tools show up: sustainable success comes from “hand-to-hand combat.” Serve clients at a high level, stay close to your people, and keep doing the fundamentals that compound over time. Tech can amplify you—but it can’t replace the work that earns loyalty.

Connect with Leo:
LinkedIn: https://www.linkedin.com/in/leopareja/
Facebook: https://www.facebook.com/leo.pareja.104/

Chapters

00:00:07 Introduction
00:05:42 Industry News: The Compass & Anywhere Merger
00:09:23 Guest Intro: Leo Pareja (CEO of eXp Realty)
00:13:17 Scaling via Self-Awareness & Data Trends
00:17:55 Content Strategy: Why LLM is the New SEO
00:25:46 2026 Predictions: What Agents Must Focus On
00:32:02 Lead Gen Strategy: Using Unsolicited CMAs
00:34:17 The Future of the Brokerage Model
00:38:50 Pricing Tactics & Calculating Absorption Rates
00:44:19 Redefining Success: Metrics vs. Life Balance
00:47:40 Final Takeaways & Outro