A Real Estate CSO Discusses The Outlook For The Housing Market, Innovation, And The Magic Of Big Data - Forbes | Canada News Media
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A Real Estate CSO Discusses The Outlook For The Housing Market, Innovation, And The Magic Of Big Data – Forbes

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Today we talk with Eric Chesin, Chief Strategy Officer at Anywhere Real Estate (formerly known as Realogy), the Fortune 500 parent company of some of the world’s leading real estate brokerage brands and service businesses. In this role, Chesin oversees the development and execution of the Company’s corporate strategy.

David Benjamin: Tell us about yourself. How did you come to residential real estate strategy?

Eric Chesin: After starting my career at McKinsey and learning a lot about many sectors and functions, I entered the startup world, focusing on disruptive innovation, and got the bug for industries that are ripe for reimagination. When I landed in my current role, I initially had no experience in residential real estate, but quickly realized that it’s an exciting space to be in, with lots of opportunity for creativity and disruption. I was attracted to the bigger purpose that exists in this space—helping individuals and families become or remain home owners, and supporting a community of real estate agents, who are essentially independent contractors operating in a true meritocracy to build businesses for themselves and grow legacies for their families.

Benjamin: What do you think is likely to happen in the housing market in the near-term and further out as a result of the pandemic and other factors?

Chesin: People ask me for predictions all the time and unfortunately there are too many inter-dependent variables for it to be possible to predict. We try to put blinders on against short-term market vibrations and focus on the longer term and the things that we can control.

The short-term impact of the pandemic was unexpected, but the work-from-home and live-anywhere dynamics that it accelerated feel real and likely to be sustained. Those dynamics will continue to be very helpful to the industry and to the idea of homeownership because they put even more emphasis on the importance of home and the benefits of owning a home, and despite near-term volatility, will drive new transactions as people continue to migrate to the places they want to live. It will also cause a shift in the types of homes that people are looking for, creating even more reasons for them to buy and sell homes. This is good for both the industry and for some of the underlying drivers of the economy.

Another big impact on the market is the very large millennial generation and their growing spending power. Their homeownership rate has been low compared to previous generations at the same age, but that’s just because millennials are buying homes later, not because they’re not buying homes. We see plenty of evidence of this, including that the oldest cohorts have already reached the same levels of homeownership as previous generations. And that suggests a real tailwind coming up: Over the next five years, the five largest age cohorts of the millennial generation will turn 35 which is about when we see them most likely to start to buy homes. That means we’re looking at major pent-up demand, which is a good thing if you’re a homeowner, seller, or builder. The hope is that the demand will also unlock inventory issues, which are at truly historic lows right now.

There’s the potential for a perfect storm in the industry because of all these factors, which gives us a lot of confidence in its longer-term outlook.

Benjamin: As the CSO of a very large, at-scale industry incumbent, how do you look for signs of disruption in your market, and how do you help your company to innovate and react accordingly?

Chesin: When I chose to join the company I work for now, I was jazzed at the opportunity to lead disruption from within an established player in the industry. Since then, though, I’ve learned that the job I’ve taken on with my colleagues is less about disruption, and more about staying laser-focused on how to improve the experience of conducting business. That focus will inevitably lead to both innovation and, in the end, positive disruption for consumers and those in the industry’s value chain. The key is to continually look for better answers, look for opportunities for innovation, and bend toward progress.

That also means scanning the universe for where innovation is happening outside the four walls of your business because the best ideas can come from anywhere. Keep your eye out for those innovations that are getting traction in the market, and, if from the depth of your knowledge and experience, you see that the innovation is profitable, better for consumers, and the right answer, be all over it; If not, if it doesn’t feel sustainable, or if it feels like chasing shadows, then watch out before jumping on the bandwagon. Rather than making defensive adjustments and becoming distracted from your long game, sticking to your guns (pursuing better answers and better experiences) is usually the best decision.

It can come down to an equation of having the right people around you, plus access to the right information and analysis at the right time, and a bit of luck!

Benjamin: To that point, can you share any wisdom you have about big data and how you get your hands on the right insights at the right time? Have you discovered a “secret sauce”?

Chesin: I think data is the most amazing business asset. I’m no data scientist, but I’ve been lucky enough to work with some really smart people who are, and that’s opened my eyes to what can seem truly magical. I’ve seen firsthand that when you have access to a sufficient scale of good, clean, well-maintained data, the things that can be predicted with accuracy are fascinating and often counterintuitive. What I’ve noticed, though, is that you can’t unlock the magic of big data without smart business strategy. It’s not just about bringing in the necessary skill set and building the right tech stack and infrastructure; the true value creation comes from knowing what questions to ask, what predictions to make, and how and where they will be applied.

For example, much of my company’s success is driven by recruiting and retaining amazing real estate agents, and we have to work hard to attract the top ones with our superior value proposition. To that end, we built a model that would predict which agents were likely to grow their businesses fastest over the next three years so that we could focus our recruiting activity on them. The model had millions and millions of data inputs—some obvious and some not, some public and some proprietary—and in the end, we used it to rank-order a list of 600,000 agents, chose who to focus on based on those predictions, put that into the CRM our managers use, and set up business incentives for those agents and bonuses for our people based on their success with them. Three years later, we’ve spot-checked the group of agents predicted to grow fastest by the model, and sure enough, they grew 80% faster than the rest.

The magic of big data is that you can’t know what factors formed the basis of the predictions, just that they were very accurate. The power, though, comes from knowing the insights you need, the business application of those insights, and how to insert them in your processes to create an outcome. If we didn’t use levers like incentives and bonuses to ensure focus on the right agents, if we hadn’t communicated the strategy well with the managers and had a CRM system in place to help them apply it, without all that, this magical prediction wouldn’t have had any business impact.

Benjamin: Do you have any parting thoughts you’d like to share?

Chesin: Our company just hosted an investor day, and in preparation our CEO and I spent time talking about how to host a whole day focused on the next five years, when short-term volatility is such a hot topic and everyone wants to talk about the next five minutes instead. His approach, which he used publicly with investors and privately with our team, was: “We’re going to push past the headlines to focus on what matters”.

I find that approach to be very grounding. Keep your focus on what you can control, keep your head in the game, avoid the noise, and don’t let the distractions of the moment push you off course.

This interview has been edited and condensed for clarity

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Here are some facts about British Columbia’s housing market

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Housing affordability is a key issue in the provincial election campaign in British Columbia, particularly in major centres.

Here are some statistics about housing in B.C. from the Canada Mortgage and Housing Corporation’s 2024 Rental Market Report, issued in January, and the B.C. Real Estate Association’s August 2024 report.

Average residential home price in B.C.: $938,500

Average price in greater Vancouver (2024 year to date): $1,304,438

Average price in greater Victoria (2024 year to date): $979,103

Average price in the Okanagan (2024 year to date): $748,015

Average two-bedroom purpose-built rental in Vancouver: $2,181

Average two-bedroom purpose-built rental in Victoria: $1,839

Average two-bedroom purpose-built rental in Canada: $1,359

Rental vacancy rate in Vancouver: 0.9 per cent

How much more do new renters in Vancouver pay compared with renters who have occupied their home for at least a year: 27 per cent

This report by The Canadian Press was first published Oct. 17, 2024.

The Canadian Press. All rights reserved.

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B.C. voters face atmospheric river with heavy rain, high winds on election day

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VANCOUVER – Voters along the south coast of British Columbia who have not cast their ballots yet will have to contend with heavy rain and high winds from an incoming atmospheric river weather system on election day.

Environment Canada says the weather system will bring prolonged heavy rain to Metro Vancouver, the Sunshine Coast, Fraser Valley, Howe Sound, Whistler and Vancouver Island starting Friday.

The agency says strong winds with gusts up to 80 kilometres an hour will also develop on Saturday — the day thousands are expected to go to the polls across B.C. — in parts of Vancouver Island and Metro Vancouver.

Wednesday was the last day for advance voting, which started on Oct. 10.

More than 180,000 voters cast their votes Wednesday — the most ever on an advance voting day in B.C., beating the record set just days earlier on Oct. 10 of more than 170,000 votes.

Environment Canada says voters in the area of the atmospheric river can expect around 70 millimetres of precipitation generally and up to 100 millimetres along the coastal mountains, while parts of Vancouver Island could see as much as 200 millimetres of rainfall for the weekend.

An atmospheric river system in November 2021 created severe flooding and landslides that at one point severed most rail links between Vancouver’s port and the rest of Canada while inundating communities in the Fraser Valley and B.C. Interior.

This report by The Canadian Press was first published Oct. 17, 2024.

The Canadian Press. All rights reserved.

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No shortage when it comes to B.C. housing policies, as Eby, Rustad offer clear choice

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British Columbia voters face no shortage of policies when it comes to tackling the province’s housing woes in the run-up to Saturday’s election, with a clear choice for the next government’s approach.

David Eby’s New Democrats say the housing market on its own will not deliver the homes people need, while B.C. Conservative Leader John Rustad saysgovernment is part of the problem and B.C. needs to “unleash” the potential of the private sector.

But Andy Yan, director of the City Program at Simon Fraser University, said the “punchline” was that neither would have a hand in regulating interest rates, the “giant X-factor” in housing affordability.

“The one policy that controls it all just happens to be a policy that the province, whoever wins, has absolutely no control over,” said Yan, who made a name for himself scrutinizing B.C.’s chronic affordability problems.

Some metrics have shown those problems easing, with Eby pointing to what he said was a seven per cent drop in rent prices in Vancouver.

But Statistics Canada says 2021 census data shows that 25.5 per cent of B.C. households were paying at least 30 per cent of their income on shelter costs, the worst for any province or territory.

Yan said government had “access to a few levers” aimed at boosting housing affordability, and Eby has been pulling several.

Yet a host of other factors are at play, rates in particular, Yan said.

“This is what makes housing so frustrating, right? It takes time. It takes decades through which solutions and policies play out,” Yan said.

Rustad, meanwhile, is running on a “deregulation” platform.

He has pledged to scrap key NDP housing initiatives, including the speculation and vacancy tax, restrictions on short-term rentals,and legislation aimed at boosting small-scale density in single-family neighbourhoods.

Green Leader Sonia Furstenau, meanwhile, says “commodification” of housing by large investors is a major factor driving up costs, and her party would prioritize people most vulnerable in the housing market.

Yan said it was too soon to fully assess the impact of the NDP government’s housing measures, but there was a risk housing challenges could get worse if certain safeguards were removed, such as policies that preserve existing rental homes.

If interest rates were to drop, spurring a surge of redevelopment, Yan said the new homes with higher rents could wipe the older, cheaper units off the map.

“There is this element of change and redevelopment that needs to occur as a city grows, yet the loss of that stock is part of really, the ongoing challenges,” Yan said.

Given the external forces buffeting the housing market, Yan said the question before voters this month was more about “narrative” than numbers.

“Who do you believe will deliver a better tomorrow?”

Yan said the market has limits, and governments play an important role in providing safeguards for those most vulnerable.

The market “won’t by itself deal with their housing needs,” Yan said, especially given what he described as B.C.’s “30-year deficit of non-market housing.”

IS HOUSING THE ‘GOVERNMENT’S JOB’?

Craig Jones, associate director of the Housing Research Collaborative at the University of British Columbia, echoed Yan, saying people are in “housing distress” and in urgent need of help in the form of social or non-market housing.

“The amount of housing that it’s going to take through straight-up supply to arrive at affordability, it’s more than the system can actually produce,” he said.

Among the three leaders, Yan said it was Furstenau who had focused on the role of the “financialization” of housing, or large investors using housing for profit.

“It really squeezes renters,” he said of the trend. “It captures those units that would ordinarily become affordable and moves (them) into an investment product.”

The Greens’ platform includes a pledge to advocate for federal legislation banning the sale of residential units toreal estate investment trusts, known as REITs.

The party has also proposed a two per cent tax on homes valued at $3 million or higher, while committing $1.5 billion to build 26,000 non-market units each year.

Eby’s NDP government has enacted a suite of policies aimed at speeding up the development and availability of middle-income housing and affordable rentals.

They include the Rental Protection Fund, which Jones described as a “cutting-edge” policy. The $500-million fund enables non-profit organizations to purchase and manage existing rental buildings with the goal of preserving their affordability.

Another flagship NDP housing initiative, dubbed BC Builds, uses $2 billion in government financingto offer low-interest loans for the development of rental buildings on low-cost, underutilized land. Under the program, operators must offer at least 20 per cent of their units at 20 per cent below the market value.

Ravi Kahlon, the NDP candidate for Delta North who serves as Eby’s housing minister,said BC Builds was designed to navigate “huge headwinds” in housing development, including high interest rates, global inflation and the cost of land.

Boosting supply is one piece of the larger housing puzzle, Kahlon said in an interview before the start of the election campaign.

“We also need governments to invest and … come up with innovative programs to be able to get more affordability than the market can deliver,” he said.

The NDP is also pledging to help more middle-class, first-time buyers into the housing market with a plan to finance 40 per cent of the price on certain projects, with the money repayable as a loan and carrying an interest rate of 1.5 per cent. The government’s contribution would have to be repaid upon resale, plus 40 per cent of any increase in value.

The Canadian Press reached out several times requesting a housing-focused interview with Rustad or another Conservative representative, but received no followup.

At a press conference officially launching the Conservatives’ campaign, Rustad said Eby “seems to think that (housing) is government’s job.”

A key element of the Conservatives’ housing plans is a provincial tax exemption dubbed the “Rustad Rebate.” It would start in 2026 with residents able to deduct up to $1,500 per month for rent and mortgage costs, increasing to $3,000 in 2029.

Rustad also wants Ottawa to reintroduce a 1970s federal program that offered tax incentives to spur multi-unit residential building construction.

“It’s critical to bring that back and get the rental stock that we need built,” Rustad said of the so-called MURB program during the recent televised leaders’ debate.

Rustad also wants to axe B.C.’s speculation and vacancy tax, which Eby says has added 20,000 units to the long-term rental market, and repeal rules restricting short-term rentals on platforms such as Airbnb and Vrbo to an operator’s principal residence or one secondary suite.

“(First) of all it was foreigners, and then it was speculators, and then it was vacant properties, and then it was Airbnbs, instead of pointing at the real problem, which is government, and government is getting in the way,” Rustad said during the televised leaders’ debate.

Rustad has also promised to speed up approvals for rezoning and development applications, and to step in if a city fails to meet the six-month target.

Eby’s approach to clearing zoning and regulatory hurdles includes legislation passed last fall that requires municipalities with more than 5,000 residents to allow small-scale, multi-unit housing on lots previously zoned for single family homes.

The New Democrats have also recently announced a series of free, standardized building designs and a plan to fast-track prefabricated homes in the province.

A statement from B.C.’s Housing Ministry said more than 90 per cent of 188 local governments had adopted the New Democrats’ small-scale, multi-unit housing legislation as of last month, while 21 had received extensions allowing more time.

Rustad has pledged to repeal that law too, describing Eby’s approach as “authoritarian.”

The Greens are meanwhile pledging to spend $650 million in annual infrastructure funding for communities, increase subsidies for elderly renters, and bring in vacancy control measures to prevent landlords from drastically raising rents for new tenants.

Yan likened the Oct. 19 election to a “referendum about the course that David Eby has set” for housing, with Rustad “offering a completely different direction.”

Regardless of which party and leader emerges victorious, Yan said B.C.’s next government will be working against the clock, as well as cost pressures.

Yan said failing to deliver affordable homes for everyone, particularly people living on B.C. streets and young, working families, came at a cost to the whole province.

“It diminishes us as a society, but then also as an economy.”

This report by The Canadian Press was first published Oct. 17, 2024.

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