CoStar Shifts Homes.com Sales to Field Representatives
Agents can expect more in-person demonstrations as the company pivots away from centralized inside sales teams.
Updated on Oct. 28, 2026 in Commercial
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CoStar is shifting its Homes.com sales strategy by moving away from centralized inside sales toward a field-based team that meets with real estate professionals in person. This pivot coincides with the company's $730 million agreement to acquire Vexcel Group.
Why it matters
The company is transitioning to face-to-face field sales to increase productivity and perform more hands-on membership demonstrations for agents. This operational change reflects a broader push to optimize sales efficiency and reduce internal costs.
The number of inside sales representatives for Homes.com dropped to 267 from 655 a year ago. CoStar reported $460 million in residential real estate segment revenue for the quarter as part of its $952 million in total revenue.
The players
CoStar
A provider of real estate information, analytics, and online marketplaces that manages brands including Homes.com.
Vexcel Group
An aerial imagery provider currently targeted for a $730 million acquisition by CoStar.
Zonda
A housing market data firm and analytics provider acquired by CoStar in late 2026.
Matterport
A spatial data company focused on digital twin technology for real estate that CoStar projects will reach profitability by late 2027.
The details
CoStar is scaling back its centralized phone-based sales team to prioritize field professionals with deep real estate experience. By meeting agents face-to-face in top cities, the company aims to drive more effective product demonstrations and conversion rates. This operational strategy is supported by an ongoing effort to identify cost efficiencies, which have reached $150 million so far this year.
Timeline
Late August 2026: CoStar closed the $815 million acquisition of Zonda.
Q3 2026: CoStar reported its quarterly earnings and booking performance.
Q1 2027: The acquisition of Vexcel Group is expected to close.
End of 2027: Matterport is projected to reach profitability.
The Home Front
This transition aligns with CoStar’s strategy of aggressive expansion through property-data acquisitions like Vexcel Group. The move follows a period of consolidation in real estate tech, where the company has focused on integrating high-end imagery and analytics into its platforms.
Real estate agents and professionals should prepare for a potential increase in in-person outreach as the company shifts to field-based demonstrations. Homeowners who interact with agents using Homes.com platforms may see more localized digital presentation features driven by these data investments.
The takeaway
CoStar is prioritizing direct, in-person agent engagement over its legacy inside sales model. Professionals should watch for these field representatives to provide more hands-on training for the Homes.com platform in the coming year.
What happens next
CoStar expects to finalize the acquisition of Vexcel Group during the first quarter of 2027.
Further reading
Learn more about the latest industry shifts in the Commercial sector.
Source note: This article includes information reported by HousingWire.
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