The Real Estate Industry Needs To Mind The ‘Loyalty Gap’: BHHS CEO

More than 90 percent of consumers say they love their Realtor, but only 13 percent actually work with them again. Berkshire Hathaway HomeServices CEO Chris Stuart wants to close that gap.

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The real estate industry’s biggest obstacle to growth, in one word, is “influence,” Chris Stuart, the CEO of HSF Affiliates and CEO Berkshire Hathaway HomeServices, said during a virtual Inman Connect session Wednesday titled, “Leadership Lessons and Growth Strategies for the New Year.”

Chris Stuart | Photo credit: BHHS

Right now, people are only buying houses based on life events, Stuart explained. In the past 20 years, the U.S. economy has added approximately 20 million households, and yet, outside of the boom leading up the Great Recession, yearly transaction volume has been roughly 5 million transactions.

“We’re not influencing our industry in the same way our other professional service industries are influencing their industries,” Stuart said in conversation with Clelia Peters, the president of Warburg Realty.

“I think that’s

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