Jessica Averbuch, CEO & Broker/Owner, Zeitlin Sotheby’s International Realty

In an interview with Invest:, Jessica Averbuch, CEO of Zeitlin Sotheby’s International Realty, discussed market growth, agent development, innovation, and the evolving role of real estate in lifestyle choices. “Real estate is local, but also global,” she said.

What were the significant milestones for Zeitlin Sotheby’s International Realty over the past year?
Our mission is always to outperform the market. We’re not the biggest company, and we don’t aim to be. For us, that means focusing on metrics like average sales price, list-to-sales-price ratio and other success indicators. In 2024, we did $830 million in sales volume and in 2025, we will hit the milestone achievement of $1 billion in sales volume. This represented a 13.5% year-over-year increase, despite challenges like high interest rates, the lock-in effect, and an election year, all of which can put people on the sidelines.

We experienced 15.5% growth in transactions and 14% in referral income which is especially important because, while we’re locally owned and operated, we’re part of the Sotheby’s International Realty network and can help our clients anywhere in the world.
We experienced strong growth in our agent count in the last couple of years bringing in over $200 million in sales volume. We are very selective about hiring agents who share our core values and culture with the potential to grow their business.

How has the firm evolved in response to changing dynamics in the Nashville housing market?
Education is huge for us. We only work with full-time agents and invest heavily in their development.

One major change last year came from national lawsuits, which brought about significant practice changes, a key one being the removal of commission offers in the MLS to cooperative brokers. That was a big shift, and for us, it meant doubling down on education, ensuring our agents are informed and ready to guide their clients.

We also emphasize culture. This is a relationship-driven business, and in-person connection matters. Our agents support each other and are stronger for it. Our in-house marketing team is exceptional — our clients benefit from top-tier materials. Meanwhile, our leadership team focuses on coaching and training to help agents continue growing.

How did the NAR settlement regarding commissions impact your operations?
The NAR settlement was a significant shift. We’re part of Sotheby’s International Realty under the Anywhere umbrella — the largest real estate company in the United States. Anywhere was the first to settle, in 2023, so we had a head start preparing for changes. We provided new marketing materials and tools for agents to explain the new protocols to clients. When the changes took effect in August of 2023, the transition was smoother than expected. We were prepared for major disruptions, but it turned out to be a seamless transition.

Disaster-driven relocation is another trend. When the wildfires started in California, our phones rang immediately. We’ve helped families rebuild their lives, which is about so much more than just finding their next home.

That’s right in the middle: not a seller’s or buyer’s market. People want their next move to make sense and be a smart long-term decision.

How have buyer and seller behaviors evolved?
Relocation continues to drive demand. Buyers from states like California bring different expectations such as different contracts, laws, and ways of doing business, so we’re constantly adapting. It’s all about service. Many moves are lifestyle-driven: people are seeking something better, so expectations are high. If someone moves across the country believing this is a better place to live or work, we have to deliver. That means deeply knowing the market and all its rapid growth. We want our team to be fully informed.

Disaster-driven relocation is another trend. When the wildfires started in California, our phones rang immediately. We’ve helped families uproot their entire lives. In those cases, it’s not just about finding a house, it’s about helping rebuild their lives.

Then there’s job relocation. Companies like AllianceBernstein are relocating talent here. It’s a big opportunity, but also a big change for those leaving behind established roots in their communities.

What differentiates Zeitlin Sotheby’s International Realty from other firms in the region?
We’re a full-service firm, our agents are our clients, and their clients are ours. That level of investment in our people and their relationships defines who we are. It is important for us that our clients have a seamless transaction, so we offer in-house mortgage and title services so that we can provide full service. Another example: we hosted a client appreciation event for our agents and their clients, and we had over 1,000 attendees. It isn’t just about a transaction, it is about reinforcing that this is a relationship. We want to be trusted advisers for life. Just like you come to me for insights on the residential market, we want our clients to view us as their go-to real estate experts. We also are very committed to giving back to our community. This year, we announced a new partnership with Wags & Walks and GraceWorks, which allows us to be actively involved as volunteers and make an impact through our donations.

How is the residential segment performing in today’s economic climate?
We’re seeing the most balanced market in years. Across submarkets, each with its own dynamics, we’re averaging about five months of inventory. That’s right in the middle: not a seller’s or buyer’s market. 

Buyers now have more choices and leverage, terms like sale contingencies, which haven’t been common in recent years. But they’re also more informed and cautious. With interest rates and market headlines top of mind, people want their next move to make sense.

Five years ago, buyers were rushing to make big decisions. Today, they’re focused on finding homes that feel like sanctuaries; places of stability amid global uncertainty.

Sellers are adjusting, too. They’re no longer stuck on pandemic-era pricing and are becoming more realistic about today’s market.

We’re seeing strength in two areas: established neighborhoods remain in high demand, even out-of-town buyers understand their value, and surrounding areas are booming. Newer developments with built-in amenities, schools, and walkability are incredibly attractive.

For example, Southern Land is launching a new Nolensville neighborhood modeled after Westhaven in Franklin. It offers everything: walkability, a school, and a town center. People are willing to live farther from the city for the lifestyle that they want and need.

What challenges still exist despite signs of market balance?
Some segments, particularly affordable housing, still face inventory shortages. So while the market overall feels more balanced, it’s not uniform. Middle Tennessee offers options at many price points, but there’s no single story that defines it.

Interest rates are another example. Yes, they’re higher than what many are locked into, but they are still historically reasonable. And while home prices have doubled in recent years, rents have jumped too — up about 50% in just the past two years.

It’s a tale of two cities, and both perspectives are true.

How is your firm blending innovation with human connection in today’s evolving real estate landscape?
Data and AI are reshaping how we operate. We’ve integrated AI into our CRM and recruiting platforms. I can now see when an agent hits a milestone, their first listing, biggest sale, or most recent transaction, which helps us support them and understand the business more deeply.

We’re all in on innovation, but not at the cost of personal connection. We’ve doubled down on in-person events and relationship-building — that’s where the magic happens. It’s where innovation meets authenticity.

We’re also tapping into lifestyle trends. Wellness is a passion of mine, and we recently held our 2025 kick off event at the Entrepreneur Center with Candice Lee, Vanderbilt’s athletic director. Afterward, a vendor offering high-end wellness products like cold plunges and saunas approached us, seeing Realtors as ideal partners. Our agents may not all be wellness experts, but we want them to be informed, especially because we may have clients who are very savvy about these trends in residential real estate.

We’re not afraid of change. We’re leaning into it, and that’s part of what makes this work so exciting.