When speaking with real estate agents, Leo Pareja, CEO of eXp, wants to know one thing:
“Do you want to get paid faster than anyone else on the planet?”
As eXp’s CEO, he’s building the kind of brokerage he always wanted: fast, responsive, and laser-focused on what actually helps agents grow.
In a recent BAM interview, Pareja sat down with Byron Lazine to talk about the business of real estate in 2025 and what most brokerages still get wrong. What followed was a candid breakdown of how he and his leadership team are reshaping eXp from the inside out, focusing less on flash and more on performance.
From commission models to consumer-first platforms, Pareja didn’t hold back. And what he shared should be on every agent’s radar.
Here’s what agents need to know about why this matters and what makes Pareja’s approach different.
Why “Operational Excellence” Is eXp’s Vision
Pareja wasn’t plucked from a boardroom. He built one of the top teams in the world, navigated a crash, founded a tech company, and scaled a debt business to billions. He knows the cycles. He knows the math. And most of all, he knows what agents actually need.
When agents ask him to sell the dream, his answer is blunt:
“Operational excellence.”
As Pareja illustrated from his own experience, operational excellence, not just vision or branding, is what drives agent loyalty in 2025.
“We’re in the service business of giving these (agents) economic fulfillment. How quickly can I pay you? How quickly can I onboard you? How quickly can I answer your broker question? How quickly can I disperse escrow? And that’s how I think through the world.”
Fast, Lean, and Built for the Agent
While the interview touched briefly on the three dominant models in 2025 (brand-first, cap-and-split, and flat-fee), the real story was how Pareja is elevating the cap-and-split model through relentless service and accountability.
eXp is investing in agent experience. And that means speed and service are non-negotiable.
“In 2024, we disbursed 66% of our commissions in under 14 minutes….Basically, if I get a sell statement and a copy of a check, I’ll fund your commission by the time you get home.”
But it doesn’t stop there. eXp’s leadership team, many of whom come from software companies, operates with the kind of metrics and accountability more common in Silicon Valley than traditional real estate.
“That, to me, is the core obsession. We process roughly 300,000 tickets on a monthly basis. We pick up 30-some-thousand live phone calls with less than 37-second hold time and a 90% resolution score. And you can tell…I get excited talking about this.”
Final Takeaways for Agents
- Operational excellence might not be flashy, but it builds trust at scale.
- If your brokerage isn’t making you faster, more profitable, or more reliable, you’re paying for a logo, not a partner.
- Real leadership shows up when systems are strained. Look for leaders who prioritize performance over posturing.
Want more insights like this? Join us at BAM BBQ, our free virtual summer event on Wednesday, July 16. Leo Pareja is one of three CEOs bringing the heat. And you won’t want to miss what he shares next.
Reserve your spot today. Even if you can’t make it live, we’ll send you the replay so you don’t miss a thing.
