Zillow partnership powers Nikki Lagouros’ rise from newcomer to market standout

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Section: 4

 

Nikki Lagouros 

Berkshire Hathaway PenFed Realty

Nikki Lagouros, of Berkshire Hathaway PenFed Realty, didn’t follow the traditional path to real estate success. Instead, she paired her determination with Zillow’s platform to grow from an industry newcomer into a top-performing solo agent in Northern Virginia.

With no pre-existing network, she focused on creating visibility, building trust, and consistently delivering value—quickly turning a blank slate into a scalable, reputable business.

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Challenge

Starting over in a new state, with a new career

With no local sphere and no traditional lead generation experience, Nikki’s biggest challenge was clear: How do you build a client base from zero in one of the most competitive markets in the country? Armed with just $2,500 and a willingness to try something new, Nikki made a bold move—she purchased Zillow Premier Agent inventory in a zip code.

 knew nothing about sourcing leads and I think somebody had told me in passing that they were using Zillow and getting leads. And I decided to try it.”

- Nikki Lagouros, of Berkshire Hathaway PenFed Realty,

Solution

Nikki’s success didn’t come from casting a wide net—it came from investing deeply and intentionally in the tools that worked. After her first investment in Zillow Premier Agent inventory in a zip code paid off within weeks, she leaned in hard, building a business around what she knew best: online lead conversion and trust-based relationships.

Scaling strategically

Nikki reinvested consistently in Zillow, buying inventory in more zip codes as her closings increased and staying responsive to shifts in performance.

Leading with education & transparency

Nikki used Zillow’s performance data to guide pricing and timing conversations, helping clients make confident, informed decisions.

Building a hyper-local, high-touch team

Nikki built a small team of agents who live in the zip codes they serve, giving clients trusted local expertise and more personalized support.

Differentiating listings with Showcase

Showcase gives Nikki’s listings an edge. Premium placement, polished visuals, and interactive floor plans all impress sellers and attract more attention.

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I’ve done every online lead platform there possibly is, and Zillow has always given me the most quality top-of-funnel leads I’ve had from any online source.” 

- Nikki Lagouros, of Berkshire Hathaway PenFed Realty,

Results

Nikki didn’t just rebuild her business, she redefined what’s possible with the right strategy and the right platform. By doubling down on Zillow, elevating her listing experience, and building a team rooted in local expertise, she turned a last-ditch investment into a market-dominating engine. The results are not only impressive, but a direct reflection of smart decisions, consistent execution, and the power of showing up differently.

#1 solo agent
in Northern Virginia, 2020–2024 by RealTrends
Built for scale, not burnout
Zillow’s tools support Nikki’s expansion into a specialized team model without sacrificing quality for volume
Showcase drives visibility
Listings using Showcase saw standout engagement, giving sellers immediate confidence and clear exposure.
Rapid business growth
Nikki closed 142 transactions in a single year, citing Zillow leads as the source of up to 70% of her business.
Consistency in market shifts
Even in changing markets, Zillow is reliable, with products, metrics, and tools that help overcome challenges.

I sold 142 houses by myself and, you know, 70%  of that was Zillow."

- Nikki Lagouros, of Berkshire Hathaway PenFed Realty,