Today, we’re thrilled to sit down with Luca Calarailli, a seasoned expert in construction, design, and architecture, who also brings a forward-thinking perspective on technology’s role in shaping the real estate industry. With his deep knowledge and passion for innovation, Luca offers unique insights into the evolving landscape of commercial property services. In this conversation, we explore the groundbreaking launch of eXp UK’s commercial division, diving into what sets their approach apart, the motivations behind this strategic expansion, the opportunities it creates for agents, and the broader impact on the UK real estate market.
What makes eXp UK’s new commercial division stand out in the competitive real estate landscape?
I think what really sets eXp UK apart is their bold move to integrate residential and commercial property services under one unified platform. This isn’t just a minor tweak; it’s a game-changer for agents who can now seamlessly cater to a broader range of client needs without juggling multiple systems or affiliations. It streamlines their workflow and positions them as versatile experts in a fragmented market. Plus, it tackles a real pain point in the UK—many platforms are siloed, focusing on just one sector, which limits an agent’s ability to grow their business holistically.
How does combining residential and commercial services under one model benefit agents in practical ways?
For agents, this dual approach is like having the best of both worlds. They can build relationships with clients across different property types, whether it’s helping a business owner find office space or assisting that same client with a residential purchase. It creates more touchpoints for revenue and strengthens client trust. Also, it reduces the learning curve and operational hassle of working across separate platforms, so agents can focus on closing deals rather than navigating disjointed systems.
What prompted eXp UK to dive into the commercial property sector right now?
Timing is everything, and eXp UK seems to have hit the sweet spot. The commercial real estate agency industry in the UK has seen a staggering 56% growth over the past decade, and that kind of momentum signals a ripe opportunity. Beyond the numbers, there’s a clear demand for innovative models in a sector that’s often stuck in traditional ways. eXp likely saw a chance to fill that gap with a fresh, agent-centric approach that leverages their existing success in residential to make an immediate impact in commercial.
How does eXp UK plan to position itself within a market projected to reach £8.1 billion in revenue by 2025?
Capturing a slice of that £8.1 billion pie is no small feat, but eXp UK is playing to its strengths. Their commission structure, which lets agents keep up to 100% of their earnings at peak performance, is a huge draw for top talent. They’re also investing in specialized training and resources for commercial agents, which builds confidence and competence in a complex field. By fostering a high-performing, well-supported network, they’re not just competing—they’re aiming to redefine how commercial real estate is done in the UK.
Can you walk us through the range of commercial properties eXp UK is targeting with this launch?
eXp UK is casting a wide net, and I think that’s a smart move. They’re covering key sectors like office spaces, retail properties, industrial facilities, land, and even mixed-use developments. This diversity ensures they’re not putting all their eggs in one basket and allows them to adapt to shifting market demands. It also means agents can tap into various niches, whether it’s helping a startup lease a small office or brokering a deal for a large industrial site, which keeps their business dynamic and resilient.
Which specific sector within commercial real estate do you think holds the most promise for eXp UK right now?
If I had to pick, I’d say industrial properties are a hot ticket at the moment. With the rise of e-commerce and logistics needs post-pandemic, there’s been a surge in demand for warehouses and distribution centers across the UK. That sector is less sensitive to economic downturns compared to, say, retail, which is still recovering in many areas. eXp UK’s focus on industrial could position them as a go-to for investors and businesses looking to capitalize on this trend.
What kind of support does eXp UK offer to ensure its commercial agents thrive in this new division?
From what I’ve seen, eXp UK isn’t just throwing agents into the deep end. They’re rolling out dedicated training programs tailored specifically for commercial real estate, which is critical because the skills and knowledge needed are quite different from residential. They’re also providing access to cutting-edge tools and resources—think market analytics, deal management software, and networking opportunities within an international business framework. This kind of backing can make a huge difference in helping agents close complex deals with confidence.
How does the commission structure at eXp UK work to motivate commercial agents?
The commission model is a standout feature. Agents start by keeping 70% of what they earn, which is already competitive, but top performers can scale up to 100%. That’s a powerful incentive—it’s like saying, ‘The harder you hustle, the more you keep.’ It fosters an entrepreneurial mindset, encouraging agents to push boundaries and build their own mini-empires within the eXp ecosystem. Compared to many traditional firms where splits are less favorable, this structure could attract some serious talent to the commercial division.
Can you tell us more about the leadership driving this new commercial venture at eXp UK and why they’re the right fit?
The head of this division brings a wealth of experience from managing both national and international companies in the real estate space. That kind of background is invaluable when launching something as ambitious as this. He’s not just a manager; he’s also lectured on the subject, so he understands the nuances of commercial property from both a practical and academic lens. His vision of a ‘disruptive commercial offering’ suggests he’s ready to challenge outdated norms and bring fresh ideas to the table, which is exactly what this market needs.
What do you think is meant by bringing a ‘disruptive commercial offering’ to the UK market?
I believe ‘disruptive’ here points to shaking up the status quo. The UK commercial real estate scene has long been dominated by rigid, traditional models that often prioritize the firm over the agent. This new offering flips that script by empowering agents with high commissions, flexibility to work across sectors, and a platform that supports both residential and commercial under one roof. It’s about breaking down barriers, embracing technology, and putting agents in the driver’s seat—something the industry hasn’t seen at this scale before.
What is your forecast for the future of commercial real estate in the UK with initiatives like eXp’s taking shape?
Looking ahead, I’m optimistic about the commercial real estate sector in the UK, especially with players like eXp UK entering the fray. Their model could spark a wave of innovation, pushing other firms to rethink how they support agents and serve clients. I expect we’ll see continued growth in industrial and mixed-use properties, driven by evolving business needs and urbanization trends. If eXp can maintain its focus on agent empowerment and adaptability, they’re well-positioned to not just ride that wave but help shape the future of the market.
