In the world of high-stakes commercial real estate, few professionals have seen the industry from as many angles as Tim Rios. With a career spanning 31 years and experience training brokers across North America, Europe, Asia, and Australia, Rios’s recent move to eXp Commercial as the Designated Managing Broker for California is a significant statement.

In this sit-down with eXp Commercial’s Director of Brokerage Operations John LeTourneau, Rios explains the “why” behind his move and shares his outlook on why the virtual brokerage model is the practical evolution for high-performing advisors.

A Global Perspective on the Industry

“I am choosing eXp with probably as complete a knowledge as any one person could ever hope to have of everything that’s available out there platform-wise,” Rios notes. His decision was based on a calculated audit of which model truly empowers the broker in a globalized market.

Addressing the “Brick-and-Mortar” Disconnect

In the discussion, Rios and LeTourneau address the question of value facing traditional “big box” firms. Rios argues that legacy brands often struggle to justify high overhead costs, such as mahogany desks and expensive physical leases that don’t always help a broker close deals.

“eXp has looked at what’s really adding value to what these brokers are doing every day. There’s a lot of things that a company can say adds value to justify the overhead or whatever it is, but I think you find a lot of brokers going, ‘I get that. I’m paying for that, but I’m also not sure what I get from that.’ 

So stripping it down to those essentials to build a business, but then also giving you the ability to be an adult and decide where you work, how you work, the hours you work, all those different types of things. That’s the modern workplace, I think, for most people,” Rios shares.

Property Sector Stress Test: The 2026 Outlook

Beyond the platform, Rios and LeTourneau give a sector-by-sector analysis of the current market landscape, identifying where the smart money is moving:

• Office’s “Flight to Quality”: Class A office space remains resilient as firms trade quantity for quality, treating square footage more like high-end hospitality to attract talent.
• Industrial as the Retail Backbone: Despite short-term supply overhangs, industrial space is now the essential last-mile fulfillment center that allows brick-and-mortar retail to compete with e-commerce.
• Experiential Retail Surge: Small-to-mid-size formats, especially services that cannot be shipped, like personal care and specialized dining, are driving record absorption.

The “Give First” Philosophy

As the new leader for California, Rios is championing a cultural shift he calls “The Give, Not the Ask”. He compares a broker’s role to a plumber, “Nobody wants to talk to their plumber until the water heater breaks.”

Instead of waiting for a “leak,” Rios encourages brokers to lead with value, like market information, lease data, and technological insights to become a trusted advisor long before the transaction is on the table.

What’s Next In California

Finally, Rios explains what he hopes to accomplish as he takes on the role of CDMB in California: 

“What I want to see out of the team is that we continue to build upon the eXp team’s successes in California… I think it’s a combination of two things. Number one is taking advantage of this truly unique and fantastic market that we live in. But also getting the word out there about how eXp Commercial can be a good fit for existing practitioners who might be feeling frustrations where they are, who might be looking for problems to solve.”

Catch the full discussion on YouTube here

This content is provided for general informational purposes only and does not constitute investment, legal, tax, or financial advice, nor a solicitation to buy or sell any security or real estate interest. Readers should consult their own professional advisors before making any investment or business decisions. The views expressed reflect individual market perspectives and do not represent investment recommendations or company forecasts. Certain statements may be forward-looking in nature and are based on current expectations, which are subject to change due to economic and market conditions.