Insight | August 2024

Bridging Generations: The Rise of Collaborative Real Estate Leadership Among Gen Z and Millennials

BY LEE NELSON

Gabby Murillo got her real estate license in 2018 and became a top producer within the first few months. She ended up starting her own company in 2020.

“I was young and a single mom with three kids. They grew up running to showings with me,” adds Murillo, owner of Tri-River Consultants at EXP Realty in Sanford, NC. She also serves as the co-chair of the North Carolina REALTORS® Young Professionals Network (YPN) Committee.

Despite recent market challenges, Murillo remains optimistic, supported by a vibrant community of millennial and Gen Z REALTORS® across North Carolina. “We are very collaborative,” she asserts. “In the past, I’ve encountered REALTORS® who guard their ‘secret sauce,’ but our generation believes in lifting each other up.”

According to the Pew Research Center, Millennials (born between 1981-1996) and Gen Z (born from 1997-2012) are reshaping workplace dynamics. A 2023 Deloitte survey reveals that career remains central to their identity, yet these generations prioritize work-life balance and seek innovative approaches to maintain it.

In North Carolina, young REALTORS® are leveraging their influence within brokerages, YPN organizations and REALTOR® committees to enact meaningful change. “We’re here to make a difference,” Murillo affirms, reflecting on the transformative impact of her peers.

As these younger generations take center stage, they are reshaping industry norms and championing a culture of inclusivity and mutual success.

Finding her stride to excel

In 2019, at the age of 19, Alyssa Harper-Hayes embarked on her real estate journey by obtaining her license.

“My first year was tough. I sent out postcards, did giveaways and attended many community events just to be sure I could tell as many people I could that I was selling real estate – with little success.”

Harper-Hayes, now a broker with Pointe Realty Group in Littleton, NC, persevered through initial setbacks and even explored other job opportunities before circumstances unexpectedly shifted.

“At one point, I started building my first home and had secured another sales job, only to have it fall through due to my age,” she shares candidly. “It was nerve-wracking, but suddenly, my real estate career took off.”

In 2022, she sold over $23 million in inventory and $18 million in 2023 even in a down market. So far, this year has been successful with nearly 40 homes sold and many more under contract.

Harper-Hayes’ achievements have not gone unnoticed. Named to the REALTOR® Magazine 30 Under 30 Class of 2024, she has emerged as a rising star in the industry. “I am so excited to see where the year ends,” she remarks with enthusiasm.

As a member of Gen Z, Harper-Hayes embraces technology as a cornerstone of her approach. “Technology is integral in real estate—from marketing and community engagement to property management and data analysis,” she emphasizes. But she also knows that no matter how virtual or tech savvy the world becomes, the old school ways can still hold true.

Helping Others To Succeed

Jonathan Moore’s first scheduled closing was set for the week the world shut down in 2020 because of the pandemic. “It was pushed off for 90 days,” adds Moore, age 30 and associate broker at Water Street Real Estate Group, Elizabeth City.

Leaving behind a career in the hog industry, where he served as a research specialist, Moore reflects candidly on the transition. “There wasn’t much glamour in that job,” he admits. “It involved tasks like power washing hog farrowing houses to meticulously clean off every speck of manure from floors and walls.”

Today, Moore utilizes his role as co-chair alongside Murillo in NC REALTORS® YPN, his involvement in his local REALTOR® association and his engagement with the local chamber of commerce to stay informed on critical topics relevant to his clients, such as street improvements, water issues, new businesses and more.

This active engagement not only keeps him aware of community developments but also equips him with the knowledge to navigate complex client needs effectively.

Moore recalls a particularly challenging situation involving a pregnant client whose maternity leave affected her income verification for a home purchase. “Some would take that at face value. I didn’t stop until they closed on the house. I talked to the regional director of the bank. That’s the kind of thing I will do,” he states.

He feels being a younger agent has helped him adapt quicker to new technologies.

“But sometimes being younger in real estate has a negative connotation. It can sometimes hurt you more than help,” he adds. “So, proving myself has helped me find my path and build relationships.”

Balancing It All

“I believe these experiences reduce the likelihood of childhood diseases,” she explains. “As a single mom with a history of adverse childhood experiences (ACES), this is particularly important to me.”

Research indicates that adverse childhood experiences can lead to serious health issues in adulthood, such as stroke, respiratory problems, diabetes and cancer. As a devoted mother, Murillo prioritizes providing her children with enriching experiences. Their rental home, nestled by a serene lake, offers them daily opportunities for kayaking and fishing—a source of joy for the entire family.

“When I started in this fast-paced career, I always felt like I was playing catch-up,” Murillo reflects. She became a mother to three children by the age of 20, facing uncertain prospects without a formal education. “I couldn’t work outside the home because I couldn’t afford to put them in day care, and some of my children have special needs.”

Real estate offered Murillo a transformative opportunity. “It changed everything—financially, in terms of flexibility, and in leadership opportunities,” she acknowledges. Despite her busy schedule, Murillo prioritizes family time, managing to personally pick up her kids from school nearly every day.

Her involvement in NC REALTORS® YPN underscores her belief in collaborative success. “Working together is working smarter and benefits us all,” she notes. As a leader within her company, Murillo values understanding individual motivations.

“When I first started out, I wondered why everyone is not doing everything like me. I realized the art of being a leader is knowing yourself, and when you don’t know yourself, you get triggered,” she adds. “We are all different.”