Beyond the Listing: John Wei Talks San Francisco AI Money and Offer Strategy With Tony Alejandre

The Realtor Who Went From Division One Soccer to Twenty-Four Years at Coldwell Banker

John Wei at Nexa Lending welcomed Tony Alejandre of Coldwell Banker to the Beyond the Listing podcast for a conversation about one of the most dynamic real estate markets in the country right now, what the AI money wave is doing to San Francisco home prices, how to navigate a market where properties routinely receive nine or more offers, and what buyers and sellers need to understand to compete effectively.

Tony played Division One soccer at San Jose State where his coach, who sold real estate on the side, told him repeatedly that he had the ability and personality to be great in real estate. Tony nodded politely and went into the corporate world instead. He worked at Intel and then Lockheed Martin before the dot com era pulled him into tech sales. When that chapter ended he tried insurance for a while, which produced the consistent experience of friends assuring him they were not dying and did not need life insurance. His father-in-law at the time, a very successful San Francisco realtor named Ken Hogar, eventually showed him the path into real estate and Tony has been at Coldwell Banker ever since. That was twenty-four years ago.

He also spent five years in management at Coldwell Banker which gave him a behind-the-scenes view of how deals are structured and navigated that most agents who stay purely on the production side never develop.

What the San Francisco Market Looks Like Right Now

The single most important force shaping the San Francisco real estate market in Tony's view is the AI IPO wave. The city has always had a technology-driven buyer pool but the current AI boom has created a category of buyer with extraordinary purchasing power that is just beginning to materialize. Tony made the point directly. The people who are going to be generating significant liquidity from AI company public offerings are already starting to move into the market. Smart buyers who can afford a manageable payment today are acting now rather than waiting to compete against that wave when it fully arrives.

Single family homes are the highest-demand category. When one comes available with the right characteristics it generates immediate and intense competition. A condo Tony was involved in received nine offers and sold approximately half a million dollars over asking. What made that condo competitive was specific and instructive. Location in a desirable neighborhood. Part of a historic Victorian building rather than a new development. A garage. Walkability to restaurants, parks, and daily amenities.

Today's San Francisco buyer, particularly the younger tech professional, wants to be in the middle of everything. A three-bedroom two-bath property in a walkable location serves multiple life stages simultaneously. Right now it works with roommates sharing expenses. Later it accommodates a growing family without requiring a move. That flexibility at a desirable location is what drives competition to the extremes currently being seen in the market.

Condos in less desirable locations or standard new development stock are a different story. The cookie-cutter condo market that used to see consistent demand in areas like South of Market has softened. The desirability and specificity of location matters more than it ever has and buyers who understand that distinction can make more informed decisions about where their money has the best long-term justification.

How Offers Actually Get Won in San Francisco

Tony identifies two factors above all others in the current competitive environment. Knowing where a property is actually going to land in price and having a strong relationship with the listing agent.

Certain San Francisco agents are known for deliberately pricing listings well below expected market value to generate maximum offer volume. Agents who know the market and know those listing agents can gauge where a property is likely to land based on the neighborhood, the property characteristics, and the activity pattern. Walking into a competitive offer situation without that knowledge is guessing rather than strategizing.

The relationship with the listing agent is what the offer letter and terms cannot fully convey on their own. A listing agent who knows a buyer's agent, trusts their word, and believes the deal will close if accepted has a reason to recommend that offer even if the price is not the absolute highest. Deals that fall apart after acceptance are costly and stressful for sellers. An agent with a track record of taking things from point A to point B and getting them done is a meaningful asset to the buyer they represent.

The Five Things Every San Francisco Buyer Must Check

Tony's framework for educating buyers on what to actually look at in a property is built around five elements he calls the major life of a house. The roof. The plumbing. The electrical. The heating. The foundation. He adds that in San Francisco the foundation deserves particular attention given the city's geology and seismic history.

His point is direct. If those five things are in good shape you can move forward with confidence. If issues exist the worst position a buyer can be in is discovering them after closing as surprises. Knowing about the worst thing going in means you are already ahead. The problems that derail transactions and damage relationships are the ones nobody knew about because they were not disclosed.

This connects to his broader philosophy about disclosure. As an agent his obligation during an agent visual inspection is to note anything he observes and make sure it is disclosed. He is not a structural engineer and is not testing electrical systems or checking plumbing. But if something is visually apparent it gets noted and communicated rather than overlooked.

How Tony Approaches Different Types of Buyers

He describes three buyer profiles that each require a different pace and communication style.

Engineer buyers want to understand everything. They read every document, they want every process explained, and they make decisions methodically. He meets them where they are with full explanation and patience.

Middle-ground buyers want the key points without the full depth. They need to understand what matters without going through every detail. He calibrates to the summary level they are comfortable with.

Decision-ready buyers want to know where to sign and trust the process to move quickly. He matches their energy and keeps things moving efficiently.

Twenty-four years of working with all three types has given Tony the ability to read which style a buyer needs quickly and adapt rather than delivering the same presentation to everyone regardless of what they actually need.

What Tony Tells Sellers and Buyers in the Current Market

For sellers his advice starts with finding an agent you genuinely trust to have your back completely. Marketing a property is something any agent can do at a basic level. Every listing goes on the MLS. What differentiates agents is the quality of guidance through the process, the commitment to achieving the highest possible price, and the honesty and clarity that allows a seller to make informed decisions rather than being told what they want to hear.

For buyers the three things he emphasizes are a good lender, an agent who deeply understands the specific area and property type being targeted, and a skilled negotiator. Negotiation is where offers become accepted offers and where the art of making the deal work for both parties actually lives.

What He Has Available Right Now

Two listings are active at the time of this recording. One hundred and fifty Boylston Street in the Portola district is a four-bedroom two-and-a-half bath in move-in condition that just went live. One hundred and fifty-eight Oriente near the Cow Palace is a single family home as well. Open houses are Saturday and Sunday from twelve to three.

Single family homes are generating significant traction in the current market. Buyers or agents with buyers should reach out directly.

How to Reach Tony Alejandre

Call 415-812-3453. Email [email protected]. Visit TonyAlejandre.com or search Tony Alejandre on Coldwell Banker's website. He is responsive and the only Tony in the Coldwell Banker system which makes finding him straightforward.

John Wei at Nexa Lending works with buyers throughout the Bay Area on mortgage financing. Reach out to John Wei to connect on the lending side of any San Francisco transaction.

Sources

SanFranciscoAssociationofRealtors.com
NAR.realtor
MortgageNewsDaily.com
ConsumerFinancialProtectionBureau.gov
Investopedia.com