Real estate brokerage has always been a people business – built on trust, relationships, and local expertise. Yet today, we’re at a unique inflection point. Technology, globalisation and evolving consumer expectations are reshaping how we connect buyers with sellers, tenants with landlords, and investors with opportunities. For veterans of this industry, this change is not just rapid – it’s exponential.
Over the years, I’ve led large brokerage networks, invested in proptech, advised infrastructure and asset management companies, and proudly served NAR-India in leadership capacities. The picture is clear: India’s brokerage profession is on the cusp of a transformation. Those who adapt will thrive; those who cling to yesterday’s methods risk being left behind.
From Digitisation to Agentic Intelligence
We moved from physical listings to online portals, from ledgers to CRMs. AI then enabled lead scoring, customer prediction and targeted marketing. Now comes agentic intelligence – AI as an active, decision-making partner. Such systems will analyse market data in real time, recommend pricing, flag deal bottlenecks and suggest cross-border opportunities. They won’t replace agents but elevate them, combining high-touch relationships with high-tech intelligence.
Cross-Border Transactions: The Next Frontier
Cross-border deals are no longer limited to the ultra-rich. Mid-segment investors seek overseas assets; NRIs dominate Indian markets. A client in Mumbai may want to invest in Dubai; an NRI in Toronto may want a home in Hyderabad. Cloud-based platforms and referral networks make cross-border deals as seamless as local ones – turning technology into a front-line revenue driver.
MLS: The Missing Backbone in India
India urgently needs a true Multiple Listing Service. Unlike portals that monetise broker data, an MLS ensures verified listings, automatic credit to listing agents, better co-broking and higher service standards. Most importantly, it gives brokers control of their own professional destiny as data becomes our industry’s currency.
The Case for Professional Self-Reliance
Portals and apps evolve into competitors. The answer isn’t confrontation but creation – own our data, strengthen client relationships, use social media directly, win exclusive mandates and build national networks that centre licensed professionals.
AI, Agentic Systems and the Human Edge
Technology is only as good as the professional using it. Future-ready brokers will blend AI with human skills – empathy, negotiation and market intuition – while maintaining ethical standards and client-centricity.
Skills for the Next Decade
Five core capabilities will define success:
- Tech-Enabled Intelligence
- Cross-Border Competence
- MLS Mastery
- Brand-Led Influence
- Financial Advisory Skills
Think Local, Act Global, Be Glocal
Indian brokers must remain undisputed local experts while plugging clients into opportunities worldwide – from advising NRIs on Indian markets to helping locals explore second homes abroad.
An Industry Built on Collaboration
Collaboration between brokers, developers and clients remains key. MLS, referral networks and joint mandates can enhance trust and transparency. Data-sharing and aligned incentives will amplify, not replace, human relationships.
Purpose, Not Pessimism
Change can feel overwhelming but it’s an invitation to redefine professionalism in India. The future belongs to brokers who combine high-touch relationships with high-tech tools, local expertise with global reach, and timeless values with timely innovation.
The road ahead is challenging, but with purpose and unity we can lead change and ensure our profession is stronger, more respected and more relevant than ever.
Authored by Sam Chopra: President & Country Leader, eXp Realty India; Chairman-India Operations, International Real Estate Partners; Venture Partner, India Accelerator; Former Vice Chairman & Past President, NAR-India; Board of Advisory, International MLS Forum; Podcast Host, The Real State of Real Estate
Sam Chopra
President, eXp Realty India
