The architect of Opportunity on the ‘positive potential’ ahead 

Stefan Swanepoel is not one to shy away from hard truths.

Ten years ago, the influential strategist and advisor (and founder of T3 Sixty and Real Estate News) produced The DANGER Report, which laid out threat after threat facing the residential real estate industry. And while Swanepoel is quick to say he's not some kind of mystic with future sight, many of those threats have become realities.

Now, with the industry facing the shocks of legal challenges, rule changes and divisive debates over Clear Cooperation and association membership, Swanepoel has written a follow-up to The DANGER Report. But he has taken a different approach. His latest landmark look at the industry — The Opportunity Report, which was released in November 2024 — takes the challenges facing residential real estate and reframes them with an eye toward positive change.

Swanepoel's global career spans nearly all facets of the industry — from agent and broker to CEO of a franchise, association and MLS — and now he's an architect of Opportunity. We asked him to share some insights from the journey.

What made you decide that the follow-up to The DANGER Report should focus on opportunity?

Dangers inherently emphasize the negative — fears, concerns, and challenges. However, it's important to recognize that within each of those fears or concerns lie a wealth of opportunities. They are simply two angles of the same narrative. Amid the negativity of recent times, particularly the class-action lawsuits, it's essential to highlight the positive potential that lies around the next corner.

You talked to more than 50 of the top minds in real estate for this report — what stood out from those conversations?

Each leader is uniquely distinct, yet strikingly similar. Operating within the same world and industry, they face comparable circumstances and challenges. However, each brings a unique perspective, focus, and proposed collective of solutions. This individuality is what makes entrepreneurs so remarkably delightful, dynamic and inspiring. 

The Opportunity Report seeks to capture this broad spectrum of viewpoints, whilst weaving them together into a cohesive and comprehensive guide with actionable solutions.

What topic seemed to generate the most diverse responses, and where did you see the most common ground?

They were undeniably united in their passion and dedication to the real estate industry, as well as to the brokers and agents they serve and collaborate with. Yet, they held diverse views on the steps needed to achieve excellence.

A number of themes in the Opportunity Report came up in the DANGER Report as well. What issues did you think would have been solved by now?

Many of these issues, perhaps even most, in my opinion, could have been avoided. However, the industry is not united, nor does it collaborate. It is a fragmented collection of fiercely independent and highly competitive individuals and companies, each pursuing their own agenda, business, and success. And the universally expected unifier — the National Association of Realtors — unfortunately did not provide the strong, decisive leadership the industry participants needed. While their commitment to the industry is undeniable, their focus was diverted by a preoccupation with their own stature and infallibility.

Marginal agents were identified as a top danger that persists today. The Opportunity Report recommends more robust licensing requirements but acknowledges that "the responsibility rests with many different stakeholders and that is probably why very little change has occurred."

How can the industry drive change when every state sets its own standards?

Licensing requirements and standards are not constrained by states setting their own guidelines. States also establish the standards for doctors, lawyers and teachers, and they have a far higher standard than real estate agents. 

A significant shift in mindset is overdue. Real estate agents are far more than salespeople conducting a basic transaction. Over the years, real estate has evolved into a complex and costly process. While not comparable to the medical or legal professions, real estate transactions can be life-changing and warrant a higher level of respect and education than is currently required. In 2024, it is inexcusable for any individual or institution to perpetuate inadequate education and training for real estate agents, as no change harms consumers.

What do you hope people take away from the Opportunity Report?

Change is constant, opportunities are plentiful, and the path to real estate success lies in your hands.