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Sales Performance: Real Estate Franchises

By Beth Ewen

If it seemed like everyone fled the big, bad cities and their cramped homes during pandemic lockdowns, they did, and the real estate services segment shows it with $30.7 billion in sales, up 18.5 percent from the year before. The prior year sales grew only 2.8 percent. Two franchises more than doubled in size: United Real Estate, with sales growth of 126.8 percent (see the profile on page 50); and G.J. Gardner Homes, with 105.4 percent growth to just under $2 billion, an eye-popper. Trent Gardner, CEO of G.J. Gardner Homes, lives in San Antonio, Texas, and is the son of the founder, Greg Gardner. Eighty percent of their business is in Australia and New Zealand, and through the lockdown Australia had a property boom, with the government giving incentives for building homes. In the States, “The team had a capacity but didn’t have the appetite and self-confidence that they’d be able to do it; but now what they’ve done over the second half of 2020 and the first quarter of 2021, they’ve got the confidence and the systems and processes,” he said.

Home Sales     
RankLast Year RankFranchise ConceptSales Growth % Global Sales ($M) Total Units
176288United Real Estate126.8% 336* 108
54101G.J. Gardner Homes105.4% 1,999 144
269375United Country89.6% 125 404
6494HomeVestors30.6% 1,592 1,146
141183Epcon Communities24.7% 475 1,119
1418Keller Williams Realty16.2% 10,346* 1,064
3049Berkshire Hathaway HomeServices15.8% 3,555 1,462
103129Realty One Group11.9% 786* 244
1216RE/MAX10.0% 11,475 8,664

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