Kamini Lane and Jason Waugh

In the two years since being appointed to their respective positions at Coldwell Banker, Kamini Lane and Jason Waugh have pushed home sales by motivating brokers.

“In addition to the top jobs, the two are the face of  the brokerage, leading panels and giving talks about making the best of any market, which seems to track with their strategy of running a tight ship staffed with people who wear the title of broker with pride.

“We want to be the destination for agents who see this as an honorable profession, who see themselves as trusted real estate professionals and advisers,” Lane said in an interview posted to Instagram last year. “We’re not trying to build an infantry, so I don’t need to have the biggest roster. I need to have agents who uniquely fit our culture.”

The 50,000 or so agents under the Coldwell Banker banner in the U.S. are coached through events reminding them that a single-family home has been a traditional path to building wealth for generations, and that the value of homes has increased 60 percent over the last decade, according to Lane.

Waugh has used his own platform to encourage agents to make the best of any market condition — even the bad ones — saying that home appreciation has slowed down. That’s a good opportunity for buyers, considering it may allow “sidelined” buyers to enter the market.

Waugh said last month that wages in the U.S. are now rising faster than home prices, and he suggested that the housing market can mount a comeback if mortgage rates trend downward. 

Before joining Coldwell Banker, Waugh was president and CEO of Berkshire Hathaway HomeServices Northwest Real Estate and Berkshire Hathaway HomeServices Real Estate Professionals. Lane was president of fellow brokerage giant Compass’ West region.