Compass, Inc. Price & Performance (COMP)

Thank you very much, operator, and good afternoon, everybody. And thank you for joining the Compass fourth quarter and full year twenty twenty four earnings call. Joining us today will be Robert Repkin, our Founder and CEO and Kalani Rilitz, our Chief Financial Officer. In discussing our company's performance, we will refer to some non GAAP measures. You can find the reconciliation of these non GAAP measures to the most directly comparable GAAP measures in our fourth quarter twenty twenty four earnings release posted on our Investor Relations website. We will make forward looking statements that are based on our current expectations, forecasts and assumptions involve risks and uncertainties. These statements include our guidance for the first quarter of twenty twenty five and full year 2025. Including comments related to our expected financial results, operating expenses and free cash flow as well as our expectations for operational achievements. Our actual results may differ materially from these statements. You can find more information about risks and uncertainties and other factors that could affect our results in our most recent annual report on Form 10 ks and quarterly reports on Form 10 Q, filed with the SEC and available on our Investor Relations website.

You should not place undue reliance on any forward looking statements. All information in this presentation is as of today's date, February 18. We expressly disclaim any obligation to update this information. I will now turn the call over to Robert Refkind, Robert?

Thank you for joining us today for our fourth quarter conference call.

Before we dive into our results, I want to take a moment to recognize all of the hard work from the entire Cummins team over the past three years. This team has worked tirelessly to put Compass in the position is in today. And I am excited to showcase the true earnings potential of our platform as the market makes its way back The mid cycle transaction levels of $5,400,000 to 5,600,000.0 existing home sales I'm pleased to share that in the fourth quarter, we continued to widen the gap between Compass and the industry. As we increased revenue and adjusted EBITDA, accelerated our market share gains, grew agent count expanded title and escrow tax rates continued to retain agents at industry leading levels exceeded our OpEx targets extended our unique inventory advantage achieved our 2024 goal of keeping stock comp below $130,000,000 and generated another quarter of positive free cash flow. These results are clear evidence that our playbook is working As a reminder, our playbook consists of first and foremost controlling our organic OpEx at 3% to 4% annual Second, growing market share by adding agents organically. Executing accretive M and A and using the Compass platform to enhance agent productivity.

And lastly, expanding margin by increasing attach of mortgage and title By sticking to this playbook, we believe we can generate hundreds and hundreds of millions in adjusted EBITDA. And free cash flow for our shareholders as the market recovers. In Q4 twenty twenty four, we generated adjusted EBITDA of $16,700,000 which includes $4,200,000 in M and A transaction costs. Primarily related to the Christie's International Real Estate acquisition. Excluding these transaction costs, Q4 twenty twenty four adjusted EBITDA would have been $20,900,000 Revenue in the fourth quarter increased by 25.9% year over year. Total transactions and organic transactions increased by 24.115.5% year over year respectively. As compared to the overall market, transactions increased by 6.8%. So this means gross income to its total transaction count was 3.5x faster than the market. Gross income is organic transaction count, was 2.3 times faster than the market.

In the quarter, we successfully recruited six fifty nine principal agents organically to Compass.

And quarterly Compass agent retention remained at a strong 96.9%, For the full year 2024, we grew our net principal agent count by 3,069 agents or by 21% compared to year end 2023.

Our title and escrow business continues to gain momentum. Finished Q4 with another record quarter of T and E attached. Over the past four quarters, improved our attach rate by more than 800 basis points and we have nearly quadrupled our profitability in the business year over year. In 2025, we expect to drive a similar level of improvement in our TNE attach rate. Which should help us to more than double adjusted EBITDA this business year over year.

Revenue less commissions and other related expenses as a percentage of revenue in the fourth quarter was 17.47%.

Had the Christie's International Real Estate transaction been consolidated, into our P and L for Q4 we would have expected this metric to be approximately 18.2%. And we believe this metric will be higher than 18.2% in the full year 2025. Over the long term, for a few reasons. First, will continue to get credit from our agents on the increasing value we provide to them and their clients through the Compass platform. We will also continue to hire up and coming agents who are productive, but also have better economics than the top producing agents.

As we stated in early twenty twenty two, agents producing below $106,000 of annual revenue generated approximately 900 basis points more margin per Compass than $1,000,000 plus agents Compass. Second, we continue to increase margin from our ongoing expansion of high margin integrated And lastly, with Christy's International Real Estate acquisition closed as of January 13, we now plan to expand the high margin affiliate business and believe we have a long runway for growth this business. When compared to the current leader in the luxury real estate franchise business, we believe that we can more than five times the number of domestic International Real Estate Affiliates over time. And as a reminder, This is a 30% to 35% adjusted EBITDA margin business for us. Now moving on to our view of 2025 and beyond. On the last call, I shared that whether you have a bearish or bullish view on the housing market, we are building a company that succeeds in any scenario. In Q4, we grew quarterly market share by 65 basis points year over year.

Reflecting an increase from 4.41% to 5.06% and our highest year over year increase in quarterly market share in twelve quarters, Furthermore, our Q1 revenue guide excluding Chrissy's international real estate equates to more than 25% growth year over year at the midpoint. Implies transaction growth of more than $0.2 year over year. Versus a pending home sales index that is down 5.5% December 2024 In January, single family pending home sales year over year [indiscernible] This is evidence that the gap between Compass and the industry is widening. I view our outperformance to the market in Q4 and expected outperformance in Q1 to be a reflection that despite higher mortgage rates, and a volatile environment, the company's structural advantages and initiatives around OpEx containment are working As we look to 2025 and beyond, the gap between Compass and the industry will only accelerate. Driven by what I see is the beginning of a structural change in the brokerage industry. Will favor Compass Compass. This structural change is driven by the fact that NAR will no longer be able to have anti competitive roles that prevent large brokerages and top agents from competing freely and gaining market share.

Specifically, does NAR's revenue model is based on the number of agents in the industry paying dues. I believe they don't want large brokerages and top agents to gain market share. Because it would result in less agents in the industry. And less revenue NAR's rules artificially prompt up the least experienced agents in the smallest brokerages. Resulting in a number of agents in The U. S. Increasing nearly 100% since the year February. During the same time period, The U. S. Population grew only 20%. And the number of annual home sales declined by 20%. However, post NAR settlement as of August 17, with the MLS is no longer requiring listing agents, to pay buyer agents, NAR's Clearcooperation policy no longer being enforced in nearly half of our markets as MLS CEOs increasingly realize the liability they face from enforcing this anti competitive policy. The artificial market restraints that limited market share gains for the best agents and the best brokerages. Are now gone. As a result, Supreme will rise to the top faster than ever before in our industry. Which should disproportionately benefit Compass Compass we have the best agents in the industry. Let me share some data that illustrates this point, As reported recently by Riz Media, the GAAP in income between an agent with less than three years of experience and ten plus years of experience it's 20% larger post the MLS rule change Per this study, before August 17, the commission delta between an agent with less than three years of experience and an agent with ten plus years of experience was relatively flat at just 12 basis points.

But post the settlement, it has now moved to 85 basis points.

This makes sense. Just think about other professional advisory businesses. Like law for example. Lawyers with one year of experience don't get paid the same as lawyers with ten years of experience.

And lawyers at small law firms don't get paid the same as lawyers at big national law firms.

To highlight this point in a different way, before August 17, an agent with one year of experience at a small brokerage firm could go to a buyer and say, quote, let me take you out to see properties. You don't need to sign anything. You don't need to pay me anything. Because the listing agent who tends to work at a large brokerage firm has negotiated my compensation. And I can show you the same properties as everyone else. This is the reason why new agents almost always work with buyers over sellers. Because buyers unlike sellers didn't have to sign anything. And weren't asked to pay their agents anything directly. But post August 17, that same inexperienced agent now must say to the buyer, quote, You need to sign a buyer representation agreement before I can show you properties. We need to agree on my compensation upfront. And if asked, they would have to tell their client that they don't have access to the same properties as the larger brokerages that have access to a larger pool of listings. As a result of this and with experienced agents disproportionately working at the larger brokerages as opposed to the over 60,000 small brokerages I expect the market share of large brokerages to increase going forward.

In the future, the free market will reward the best agents and the best brokerages with the highest pay just like it does with the best lawyers and law firms. The best agents are going to thrive in the near future. They're going to gain more market share and earn more money. Which is ultimately best for the consumer. Because unlike NAR, which gets paid per agent, The consumer doesn't want an industry of over 1,500,000 agents, The consumer just wants to work with the best [indiscernible] This is good. This is right. This is not unfair. Letting agents and brokerages compete freely is ultimately in the best interest of the consumer. Now moving on to our structural advantages. As discussed in the past, Compass has invested in four structural advantages and these advantages weighed to the broader changes that are occurring in the industry, which position us to accelerate share gains the years to come. These structural advantages include one, our end to end platform. Where we recently launched tools like reverse prospecting, [indiscernible] EncompassOne the industry's first all in one client dashboard, that gives 20 fourseven transparency into every step of the transaction, for buyers and sellers. Two, our national scale.

Three, our network of top agents and four, our depth of inventory in local markets. Given how important inventory is to our strategy going forward, I want to close with a few minutes on this last advantage. First, it's important to understand that depth of inventory not breadth is what's critical as we create unique inventory through programs such as the Compass three Compass marketing strategy that benefits our agents and their clients. Second, by growing our unique inventory and marrying that with our end to end platform, which has agent level search and consumer search at a level that no other brokerage firm in [indiscernible] we believe more and more buyers will search Tembus.com and use Compass agents as it will be known that Compass has more inventory than any other website or brokerage. As an early proof point, that consumers are seeing value in the Compass three Compass marketing strategy Here are a few data points As of February 16, 2025, homeowners are marking more than 7,500 listings As a Compass private exclusive, or a Compass coming soon, which are only available by working with a Compass agent or by searching Compass Roughly half of the Compass private exclusives and Compass coming soon listings were above a $1,000,000 list price with the other half being below the $1,000,000 list price.

This shows that this strategy is resonating with homeowners across all price points. Of comes its 22,138 listings, approximately 35% Currently, our Compass five exclusive or CombBind's coming soon. And we had several markets where this is above 50%. Moreover, we are seeing rapid adoption of the Compass three Compass marketing strategy with 55% of new listings so far this month of February starting off as a Compass private exclusive or a Compass coming soon. The 35% we cited is consistent with other data points because even without marketing the benefits of off MLS listing today, Third party studies show strong homeowner demand for starting off MLS.

For instance, the largest private listing network the country, is actually Emirates the MOS of Illinois. In 21% of all their closed listings between 2022 and 2024 started in their private listing network, largely to test price privately. Furthermore, a recent study from Zillow showed that 31% of respondents initially said they would prefer to have their property listed on a private listing network if they were selling a home, and lastly, another recent study from research firm 1,000 watts show that 35% of prospective sellers who were offered a choice between listing directly on the MLS or initially listing off the MLS, said they would choose to list their property off MLS.

We believe The Compass three Compass marketing strategy delivers better outcomes for homeowners. Including fewer days on market and fewer price shops, ones on the MLS and available on the portal website. To test this thesis, looked at all closed Compass sell side residential transactions that were ultimately marketed on the MLS from 01/01/2024 through the December 2024. And we compared Compass listings that were pre marketed as Compass exclusives or Compass coming soons, the Compass listings that were not pre marketed. What we saw was that for closed sell side residential transactions across all price points in all property types nationally, Properties where the homeowner chose to pre market as a Compass private exclusive or Compass coming soon before going active on the MLS. Received an accepted offer 20% faster on average, or eight days faster on average once active on the MLS. Then Compass listings without pre marketing. And it created value for homeowners as only 13% of Compass listings on average that were pre marketed had a price drop.

Compared to 19% for Compass listings without pre marketing which means approximately 30% fewer listings took a price drop once active on the MLS. I want to emphasize that these trends also held at lower price points. As we saw consistent improvements when looking at closed prices below $1,000,000 as well.

While these findings are encouraging, Compass's team of data scientists which is led by Dave Crossbate, a twenty year Microsoft veteran also completed a study to better understand the relationship between flows price and pre marketing as it Compass with private exclusive and or Combust coming soon before going active on the MLS.

This analysis examined all Compass residential closed sell side transactions in 2024. Nationally and for all residential property types. What we found was that homes pre marketed as Compass private exclusives and or Compass Compass soons before going to the MLS. We're associated with a 2.9% higher average close price.

Compared to Compass sold properties that were not pre marketed in 2024. This means that homeowners who chose to pre market their home with a Compass agent at Compass's average price point of roughly $1,000,000 we're likely to have realized a $29,000 premium in the sale of what is often the most valuable asset in people's lives, compared to those who listed directly on the MLS. We believe this is a strong proof point that homeowners who choose to market with the Compass three based marketing strategy see better results. These results are not a surprise to us. As the Compass three phase margin strategy is based on what homebuilders and residential developers do every day, and they are the most sophisticated and profit driven sellers of homes in the industry. The reason homebuilders list off the MLS is to protect their listings from days on market and public price drop history and to ensure that all buyer inquiries are directed to the listing agent that they hired. COVID is coming soon [indiscernible] provide these same advantages to homeowners as well.

So it's not a surprise.

That home listings that were protected from having negative insights on them like on market and price drop history. Sell for more than homes that have negative insights on them. And it's also not a surprise that listings that are able to direct buyer increase to the listing agent who knows the home the best, sell for more than listings that direct buyer increase to the highest bidder. In fact sell the leads to the highest bidder. An agent who doesn't know the property as well and who may redirect that buyer Home builders and developers hundreds of thousands of homes off the MLS last year. To ensure that negative insights aren't on their listings. And ensure all buyer inquiries go to listing agents. Neither of which happens when the homeowners lift on the portals. You're going to hear all of these stakeholders say that home sell for more than the MLS. How is it possible that home could sell for more on the MLS?

If homebuilders and developers are selling hundreds of thousands of homes off them less, Again, they are the smartest, most sophisticated, most profit driven people in real estate.

As a reminder, NAR's Clear Corporation policy cars out homebuilders and developers from having to comply that they can market their properties off the MLS freely as they see fit.

What we are doing with the Compass three Day marketing strategy is simply giving individual homeowners the same marketing playbook of the homebuilders and developers and giving additional support to agents to act in the best interest of their clients. Given the improvement in price we have observed, from pre marketing, We believe this puts more pressure on NAR and MLS's to avoid liability by ending Clear Corporation immediately. NAR's CLEAR cooperation policy harms homeowner value by taking away homeowner choice to publicly pre market their homes off the MLS with their agent. In The United States Of America, a trade group to not be allowed to force every homeowner in the country to sell their most valuable asset at a discount. This fact pattern gives the active DOJ investigation into ClearCorporation even more merit. Consumer protection requires consumer choice. And ClearCorporation takes away consumer choice. Over the coming months, as we continue to activate the Compass three Compass marketing strategy more broadly across our markets, we expect to be able to show the ability to create positive outcomes for homeowners as well as better agent retention, higher agent productivity, more agent growth from recruiting, and more traffic come to his website.

Ultimately, our North Star to use our depth of inventory to create better outcomes for sellers, buyers, and or agents. Which should translate to better outcomes for Compass and our shareholders. [indiscernible] let me hand it over to Kalani to go through our financials in more detail. Thank you, Robert. Summarizing our financial results for the quarter, our fourth quarter revenue was 1,380,000,000.00 an increase of 25.9% from the year ago period which exceeded the high end of our original guidance range of $1,225,000,000 to $1,325,000,000 and just above the midpoint of the updated guidance we issued on January 15, 20.9% of this revenue growth was attributed to organic growth, while 5% came from M and A. Gross transaction value was $54,000,000,000 in the the fourth quarter an increase of 29.2% from a year ago. Reflecting the 24.1% increase in total transactions combined with a 4% increase in our average selling price.

Our commissions and other related expenses as a percent of revenue was 82.53% an increase of 82 basis points compared to Q4 of last year at 81.71%.

In year M and A drove about a quarter of this change and the balance came from geographic product and agents mix.

In the last year, we have seen M and A of lower margin brokerages impact our margin we are happy to see this trend reverse with Christie's International Real Estate which has higher margins than Compass overall, It's important to note that total agent economics on a per agent level improved in 2024. And were flat in Q4 year over year However, higher producing agents are gaining market share in the current And since they are on the better end of the split schedules, we may see some split degradation in that cohort. Offset by integrated services and affiliate revenue.

However, the split is only the percentage. The net dollar amount we retain after paying out commissions will be higher as we take more share. Turning to OpEx, our total non GAAP operating expenses were $224,400,000 in Q4. A slight increase of $800,000 from $223,600,000 of OpEx from the year ago period.

While a slight increase keep in mind that the current year amount of OpEx is after considering added expenses, we assume from the M and A completed since the year ago period. Additionally, we incurred about $4,000,000 of M and A transaction expenses in [indiscernible] So adjusting for these two items, our Q4 OpEx was actually lower than Q4 a year ago by around $12,000,000 or 5%. Reflecting continued strong cost discipline. For the full year, I am pleased to share that we not only met but exceeded our original OpEx guidance range, with our full year OpEx coming in $8,000,000 below the low end of our guidance range of $876,000,000 to $896,000,000 and $56,000,000 lower year over year. Notably, the year over year improvement in our full year 2024 OpEx was a four OpEx was achieved in a period we grew transactions by 14.7% year over year principal agent count grew 21% year over year. For 2025, we remain steadfast in our focus around OpEx and are guiding to 3% to 4% OpEx growth excluding M and A consistent with our stated goals last year, Consistent with my comments last quarter, it's worth a reminder that we view some of the room created from our over performance on OpEx reduction to invest in our key growth areas of technology, and title and escrow entities.

Our adjusted EBITDA for the fourth quarter was $17,700,000 which was above the high end of our original guidance range and at the midpoint of the updated range we issued on January 15, and a strong improvement from a loss of $23,700,000 a year ago.

GAAP net loss was $40,500,000 in Q4 Compass to the GAAP net loss of $83,700,000 a year ago, This improvement was driven by the increase in adjusted EBITDA but also lower stock based compensation expense, which was $31,000,000 in the quarter compared to $36,000,000 in Q4 of last year. As a reminder, the non GAAP operating expenses we refer to omit certain expenses that we exclude from the calculations of adjusted EBITDA including stock based compensation, and depreciation and amortization and as always, we've included tables on Pages thirteen and fifteen in our Q4 investor deck that reconcile these amounts to our GAAP operating expenses. Because of our OpEx discipline, which as we've said previously is permanent not temporary, We delivered free cash flow in every single quarter in 2024. And have now been free cash flow positive for six of the last seven quarters during a period of time that reflect a trough level of transaction environment of $4,000,000 annual existing homes.

We generated $26,700,000 in free cash flow in the fourth quarter and importantly, we are guiding to another year of solidly positive free cash flow in 2025. Our free cash flow during the fourth quarter was extremely strong compared to the negative free cash flow of $41,000,000 last year. We did not expect to deliver positive free cash flow in the fourth quarter due to seasonally weaker period. However, as a result of the over performance of revenue and adjusted EBITDA, combined with some favorable timing of working capital changes in the quarter, we converted 160% of our adjusted EBITDA to free cash flow in Q4. We were very pleased with this performance, although we generally consider 70% to 80% be the normal free cash flow conversion range after considering CapEx and some other items. Since it's the fourth quarter, I'll summarize a few of our full year financial data points before moving into Q1 guidance.

First, revenue for the full year of 2024 was $5,600,000,000 an increase of 15%. That's an additional $740,000,000 of revenue in what has been a very challenging market. Million dollars over negative adjusted EBITDA of $39,000,000 in 2023. And finally, free cash flow was $106,000,000 for the full year, which is not only an all time high for free cash flow, but importantly, this marks the first year Encompass' history where we delivered positive free cash flow for the full year. Free cash flow excluding our NAR settlement this year would have been $135,000,000 We ended the fourth quarter with $234,000,000 of cash and cash equivalents on our balance sheet and as of December 31, we had no outstanding draws on our revolving line of credit. During January, we did draw $50,000,000 off of our revolver and used $100,000,000 of our balance sheet fund the $150,000,000 cash portion of the Christie's International real estate purchase price. Turning now to financial guidance. [indiscernible] Q1 of twenty twenty five, we expect revenue in the range of $1,350,000,000 to $1,475,000,000 which includes the incremental revenue from Christie's International Real Estate acquisition. That closed on January 13. As a reminder, when we announced this transaction, we expect to see about $500,000,000 of annual revenue contribution from this transaction on a run rate basis and we expect that revenue to follow a similar quarterly distribution to Compass's base business where Q1 is the seasonally weakest quarter and Q2 is seasonally strongest.

For Christie's international real estate business, the revenue less commissions and other related expenses as a percent of revenue line is higher compared to our base business. We expect this to improve our consolidated results as we incorporate the acquisition. For Q1 of twenty twenty five, we expect adjusted EBITDA to be in the range of $11,000,000 to $25,000,000 we remain focused on limiting OpEx to a range of 3% to 4% organically. As a reminder, our OpEx formula is our base OpEx plus M and A. As a result, are targeting a range of $1,005,000,000 to 1,030,000,000.00 in total OpEx for 2025 which has our base OpEx growing 3% to 4%, plus $10,000,000 of wraparound OpEx from 2024 acquisitions and the addition of $105,000,000 of OpEx from the January 2025 acquisition of Christie's International Real Estate. Finally, a few thoughts on free cash flow for twenty twenty First, for the avoidance of doubt, we will be free cash flow positive for the full year 2025. As we've commented previously, we generally expect convert about 70% to 80% of adjusted EBITDA to free cash flow over the long term. However, this percentage will fluctuate quarter to quarter and even year to year as a result of timing of working capital, seasonality, and other items such as the second NAR related settlement, payment of $29,000,000 will make in the second quarter of twenty twenty five.

Excluding the impact of our NAR related settlement payments in 2024, we converted 107% of adjusted EBITDA to free cash flow for the full year of 2024, and 160% in the fourth quarter. This higher than average conversion was due to several working capital timing once you move in our favor during 2024. But which will likely reverse in 2025. So in modeling cash flow, you should consider a two year stack to adjust for these timing items. As a last point of guidance, we expect our weighted average share count for the first quarter to be between $549,000,000 to $552,000,000 shares This reflects an increase of 38,000,000 shares in January related to the minimum equity portion of the Christie's International real estate purchase price. Additionally, we expect incremental share count related to the settlement employee equity awards to average about 1% of our outstanding shares each quarter. Stock based compensation for Q1 is expected to be in line with Q4 at about $31,000,000 As I wrap up my prepared remarks, I'd like to once again extend a sincere thank you to our agents and employees for their hard work and dedication that resulted in another great quarter of results where year over year we meaningfully grew market share agent count, attach and at the same time, we closed out the full year of 2024.

With a record level of adjusted EBITDA and free cash flow. We look forward to continuing our momentum in 2025 with our recent acquisitions that adds brokerage operations in Chicago, and Atlanta, a new title operations in Chicago and for the first time a franchise operations through Christie's International Real Estate. I would now like to turn the call over to the operator to begin Q and A. And your first question comes from the line of Jason Helfstein with Oppenheimer. Please go ahead. Hey, thanks. First, Robert, I really appreciate all the color around two initiatives, exclusives and coming soon. Are you starting to see In your metrics, more agents wanting to join Compass because of this factor or potentially lower attribution. You did talk about retention being quite high, but just is it actually are these products starting to attract more agents yet? Just also, do you expect to grow the number of I guess, how do we think about growth in Christie's and App Properties agents in 2025? That's question one. And then Calani, just from a housekeeping, I think you called out there would be nine points of positive equity acquisition impact in first quarter. Should we think about a similar impact for all of '25?

Thanks. [indiscernible] Jason, it's good to speak with you. Thanks for the question.

On private exclusives and coming soons and impact on agents I would say that their clients for buyers buyers if a developer works with an agent or homebuilder, they often will say, can you show me what's off the MLS? They're the most sophisticated buyers and sellers in the industry. And so whether it's with a buyer, that's a developer or an individual buyer, who will say things like please don't show me what everyone else can see. Show me show me what's something that's unique And so agents are always looking for an edge. Because they want to give their clients an edge. And so yes, coming soons, and private exclusives given edge for agents to give to their buyers as well as an edge for their sellers. Edge for their sellers, we've talked a lot about it protects them from the negative insights such as days and market price drop history. It allows all the buyer inquiries to go to the listing agent they hired not sold off as a third party lead the highest bidder.

Again, just like the developers do, you're giving that edge that developers use for themselves [indiscernible] Is a yes, because Compass is able to give an edge to our buyer agents and seller agents, which they can pass on to their clients We are finding this as as now a top reason why agents want to come to Compass Compass. I believe this year Compass Compass be known as the company that protected homeowner value by giving the playbook that homebuilders give themselves to the individual seller of homes and that's something that really resonates with listing agents because they have a fiduciary duty to do within the best interest of their sellers and that fiduciary duty is being compromised by rules like ClearCorporation that forces them to a one size fits all approach as opposed to a one size fits one approach. [indiscernible] National Real Estate. When you look at the largest luxury brokerage in the affiliate space, they're five times our size. We are giving guidance on how fast it's going to grow, but I can tell you that we already launched two new international markets [indiscernible] and we have signed up a new domestic market, we're sorry, signed and should be announced in the next I think next month in March.

And we're close to signing another. And so we feel that the momentum is moving in such a path that it's it's meeting, if not exceeding our [indiscernible] Yes. Hey, Jason, can you just to make sure I answer the question, can you repeat the question?

Sure. So I think you basically helped us understand that in the guidance for the first quarter, there's nine points of acquisition impact, 900 basis points. Should we think about a similar impact for the rest of 2025 as far as that tailwind from acquisitions? Yes. Okay. Thank you. Yes, I think overall when we think about acquisition volume, obviously, we're going to finish the lapping of our parks and LMB which is included in Q1. And then we'll have Christie's international real estate I think we had mentioned there that it's around $500,000,000 of overall revenue. I expect the I expect the gating of that to be consistent with kind of our legacy Compass with Q1 being the weakest quarter, Q2, Q3 being the strongest. So how I would think about the modeling of M and A just Thank you. And your next question comes from the line of Chris Kancharek with UBS Securities. Please go ahead. [indiscernible] Great. Thanks for taking the question.

Can we just talk a bit about the really the opportunity around Compass One driving this three phase marketing approach and doing it within the context of that 3% to 4% organic expense growth, how should we be thinking about your marketing expense and driving awareness around this to potentially accelerate agent growth?

I have a follow-up after that. Thanks. Yes. So at Combes, we don't have corporate [indiscernible] We because we have 30 plus thousand agents with on average 3,000 people in their contact, so 100,000,000 people Our agents are our natural way to market the message have come this directly with their clients. So again, over 100,000,000 people or contacts that they have in their combined database. And our our platform allows them a click of the button to send digital newsletters. I'm sure you've probably seen some of them. Social media post organic. Or paid social post again through the platform as well as postcards, mailers, brochures and much more. Even video. And so we put in Compass One, Compass marketing material through the platform and we're in the process of up leveling our Compass two Compass marketing material and the numbers that we outlined today about the about the 2.9% as well as the reduction in days on market as well as the reduction in price drops We were adding that content in over the next week. So the agents can then share that with their clients in their sphere of influence. Now we do see value of doing something potentially at the corporate level that we're exploring.

But first, we want to maximize the full value of doing it in a three way that aligns us with our agents where they can build their client relationship. Got it. That's helpful. And just on free cash flow, how should we be thinking about use of it here? Could we potentially be thinking about share buybacks, any sort of framework to be thinking about SBC as well for this year? [indiscernible] On the overall free cash flow, we expect meaningful free cash flow creation in the year. As we think about our framework, we really have three buckets first is just fortifying our balance sheet, right? Just making sure that we are prepared for the cyclical business that we are that we are in. Second is investment back into our business. Our key focus from that perspective is going to be on technology. And deepening our inventory in our key markets through M and A and organic growth. And then, our third bucket as we think through and see continued free cash flow will be shareholder return. And so we think about free cash flow this year, it will be focused on kind of the first two buckets and looking at opportunities long term for shareholder value.

Got it. And anything off that run rate for full year SBC to be thinking about? I think Q1 will look very similar to Q4.

And then we'll continue to maintain around those levels. There's some some step ups as we normally have for investments in our employees, but overall, we should should be relatively the same.

Got it. Super helpful, Cline. Thank you. Thanks, Chris.

And your next question comes from the line of Bernie McTernan with Ned Needham and Company. Please go ahead.

Great. Thanks for taking questions. Maybe just to start, is there a difference for commissions to agents based on private listings or coming soon? Or are they more likely to represent both sides of the transaction in areas that they're able to and certainly, it just seems like from the anecdotes They're more they're using it, they're leveraging to win listings. Just any commentary on the economics to agents with private listings are coming soon?

And I think you're right on the On the last point that it seems like you're hearing as well. Agents are saying that the Compass three phase marketing strategy is helping them win listings. And there are many of you will say one of the best listing tools that they've ever had, because it means obviously the seller demand In terms of commissions, there's no different commission structure for a private exclusive versus coming soon versus an active listing. And And And so we don't and I personally don't even know how much more we how much more listings are sold in house or not. That is not the reason why we do this. The reason why we do things is because we want to give our agents an edge. And so how to give your agents an edge you give them tools that their clients want. And this is just this is one of the greatest tools that you can give. And what's great about this tool as well is it doesn't cost more money. An agent can go to their clients and walk through the three phase marketing strategy. They're going to sound more sophisticated, they're going to sound like they have a plan, they're going to sound professional [indiscernible] is not, hey, I'm going to spend more money on ad or on marketing dollars.

And so their clients want someone who has a plan. This is a plan that is free, and it works uniquely within Compass because of our network of 33,000 top agents you can effectively act millions of buyers without the risk of portal sites and MLS exposure. Understood. Thanks, Robert. And for Clonni, with the acquisition just closed, there's $25,000,000 of franchise revenue, dollars 25,000,000 of title. Just wondering if we get an update on what the expected total non commission revenue could be, either a percentage of total or just an aggregate number of what we're up to right now in terms of that non commission revenue. [indiscernible] I think we won't give the pieces out, Bernie, but I do think we've given some of the information. I think overall $500,000,000 of revenue I think those pieces we gave out that you just mentioned are going to we're going to grow and have those hosts have some real good opportunities. But I think you can add just the continued growth there. But that's probably the bigger piece of the $500,000,000 will be brokerage as well.

Okay. Thanks, Swani.

And your next question one moment please. Your next Your next question comes from the line of Brian McEvany with Zelman and Associates. Please go ahead.

Hey, thank you. Congrats on the results and thanks as always for the commentary. I guess a two part question around growth expectation First on the organic side, I guess using 4Q as an example, about $6.70 gross agent adds dropping down to about $2.10 on a net basis. I guess I'm just curious on an organic basis, what do you think is a reasonable run rate to think about going forward like this 4Q a decent proxy? I know you called out kind of managing out non producers. So presumably not the best proxy for future quarters, but any commentary around just your thoughts on agent additions on an organic basis going forward? And then secondly, on the inorganic side, Following the App Properties and Christie's deal, obviously a large and important transaction. I guess I'm curious, what about the pipeline of incremental M and A Does the focus shift a bit to just the integration drawing out synergies from that deal? Or could we expect to see further maybe smaller opportunities down the pike and yes, just generally your view on incremental M and A going forward post the deal? [indiscernible] For agent ads, I think we've seen a ton of momentum.

I'm really excited by the work the team has done. We are targeting and we should expect to add between 600 to 700 gross agents and we should expect to maintain that industry leading retention at 90% annualized or somewhere around 97.5% per quarter. And so, I would suspect Q4, Q3 is a good proxy for gross net or gross adds, I'm sorry, As we mentioned, Q4 had about 150, 175 non producing agents that we cleaned up. So that 02/10 is probably a little understated. Is my guess. Overall. But I think you can use the gross as a proxy. I think we're seeing a ton of momentum Agents are really coming over for technology. Coming over for our depth of inventory and culture are kind of the big three reasons. And so I don't see that momentum stopping. In fact, I see us only getting stronger with the team. And I do see our retention rate kind of holding strong there. So I think you can use Q3, but for the the bit of the cleanup that we did for non producing agents.

And then I will on the M and A, I think we'll continue we're working well with our Christie's International real estate partners to integrate driving synergies and achieving those $30,000,000 We'll continue to focus on that, but the pipeline remains strong. A lot of conversations, particularly as we think about the inventory advantage that we're building. And so we'll continue to see the opportunities there within our framework economically that makes a lot of sense for us.

So I anticipate you'll hear more activity from us.

Got it. Thank you very much. Appreciate it. Your next question comes from the line of Michael Ng with Goldman Sachs. Hey, good afternoon. Thank you for the question. I just had one for Robert on the inventory strategy. I was wondering if you could just speak to if you look out to a couple of years what does this look like in success for Compass Compass? Is this about attracting more agents and gaining [indiscernible] Given private exclusives and coming soon is a tool that Compass is obviously doing very well and could you potentially get a license fee from cross posting to real estate portals at some point down the road in perhaps charging for access while keeping the negative insights off those listings? Any thoughts there would be great. Thank you.

Yes. Look, Michael, I think the questions said coming from you, my own automotive loan, Goldman Sachs, which for many years was known as the bank that you would go to if you want to sell a company and get maximum dollar because you ran the best process and the best people and tools to do so. So where is this look in the long run? In the long run, hopefully not too many years from now, Every homeowner in the country knows if you want to sell your most valuable asset, on the average person's life, that this company called Compass can help you maximize that value. That's what this is all about. [indiscernible] if we do that, of course, you can imagine all the wonderful, beautiful things that come with it. Because you can't buy what's not for sale. And that would of course, it would allow to more transactions, helping more not just sellers. Remember, every time you help a seller, you're also helping the buyer. And you become Compass place if we are the place that's known to maximize the value of a home sale clearly the best real estate professionals would want to be to be there as well and you're giving them an edge.

So your place the agents want to come to, they want to stay at more, it allows you to then take that success and reinvest it back in the platform, so you're investing more in the future of your business than the market And I would like to see this as a place where where we have we've had an impact on the industry such the agents are no longer being forced by a trade group and being told by a trade group that how to market their clients' properties. I just don't think that's right. And we talked about on the call but the Trade Grids business is a volume business. It's how do I make as much money from volume for agent dues. My estimate is is the trade groups plus the MLS associations generated over $2,000,000,000 agent dues a year. There's real money there. A lot of people, 600 MLSAs, a lot of people that are making money off the agent. And I'm the one who these agents come to and say why is it that they have to pay Nar? Why Why is it I can't watermark my own photos? Then the MLS watermarks it? Why is it I can't put in a listing description I'm the listing agent.

So the buyer sees on the portal that they know they can actually reach out to me to lift in Asia. And look, ultimately, I just I'd close your question saying, I want the future of this industry not to be created by companies that are trying to devalue discount and displace and control the agents.

Instead to be created by the agent and the person who's at the center of the transaction, who who was talking with the client every single day, the buyer and seller and saying, what are your needs? How can I meet them? They should be the ones that are creating the future of the industry and Compass is the company that will listen to them better than in the company then build their ideas into reality.

Great.

Thank you for all that color, Robert.

Really appreciate it.

And your next question comes from the line of Ben Black with Deutsche Bank. Please go ahead. Hi.

This is Jeff on for Ben.

Thanks for taking my question. Just wondering if you could give a little bit of color on how commission rated is trended for agents? I mean, you talked about the difference between the underperforming and the high performing. Agents, which seems like it might imply that you're seeing some more commission compression on the lower end side of the agents. There anything you can tell us just on how that's trended and maybe different mix or different geographies or where you're seeing more or less of an impact Thank you. [indiscernible] We haven't looked at this in detail. However, what I can see anecdotally and from what I read the top agents outperforming the not saying gaining market share, but also on commission. Than the inexperienced agents. And it's similar to what I said on the call, like why is it that in this industry buyer agents regardless of their experience were getting paid the same from the listing agent commission paid to the buyer agent. Well, in another industry, would it be like that lawyers one year in the business don't get paid lawyers 10 the same as lawyers ten years in the business. So I think the structural change and that's why I know I spent some time on the call I really believe that's the biggest thing happening right now.

This industry of large brokerages and top agents has been held back by rules that would be claimed as leveling the playing field. But really, Lumen has how do we get as many agents as possible? How do the industry point 6,000,000 agents were 70% of them doing one transaction last year? Because that's how all those stakeholders can make as much money being the NAR, the associations and the MLS. And so with these rules being pulled out, I just think these top agents are going to thrive. It's going to be incredible for them as well as large broker Compass Compass well as others. Look, Compass invested $1,700,000,000 in tech platform, hundreds of millions dollars in other stuff. So we have I think we will thrive more because we invested more. But it's a great thing for top agents, large brokers and ultimately the consumer because the consumer wants an industry where more people are investing in their behalf. Non industry where there's no incentive to invest on your behalf on their behalf. But long story, short is we're not seeing a change for the top agents.

Got it. Thank you.

Thank you. And I'm showing no further questions at this time. I would like to turn it back to our Founder and CEO, Robert Repkin, to close this out.

Well, thank you everyone for joining our call today. I just want to express my gratitude to all our agents, all of our employees as well as to all of our shareholders. Your commitment to Compass has driven our success so far and has positioned us to outperform the market in 2025 beyond With that, thank you. Have a great rest of your day.

Thank you. And ladies and gentlemen, this concludes today's conference call. Thank you all for joining. You may now disconnect.