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✉️ An open letter to flex brokers
The dialogue around brokers, operators and whether to disintermediate (or not) continues, this time Expand 👇 with an "open letter" form of communication addressing deteriorating relationships with real estate brokers in the flexible workspace sector. In this letter, Michael Dubicki, outlines problematic broker behaviors including claiming indefinite client ownership, pursuing renewal fees on long-term members, sending poorly qualified leads, misrepresenting products during tours, pressuring for enhanced fees, and gatekeeping client communication.
For a while now, TWIC has been covering the up and down dynamics between brokers and operators. Many insights and opinions have been shared on what the future of flex brokerage looks like and most importantly the role technology plays in that future.
Many acknowledge that structural flaws incentivize "parasitic" behavior while also calling for transparency around client ownership and incentives, better lead qualification, fair fee structures, and industry regulation to establish common standards. There’s a lot of talk, but not a lot of action. What is the best way for brokers and operators to evolve these partnerships around accountability and long-term value creation?
🗞 Week 31, 2025
🔗 Direct Link
📰 News & Views
⏱ 307 days ago.
🏗️ Disintermediation accelerates as product quality takes focus
Another response to the recent comment encouraging operators to disintermediate themselves from Expand 👇 brokers and "middle men"…
Jeremy Bamberg, COO at Factory, argues that disintermediation isn’t a future threat but a current reality, driven by operators who truly understand their customers and build differentiated products that speak directly to user needs.
His post emphasizes that when companies design buildings around genuine human requirements rather than just premium locations or features, they can establish direct relationships with end users without intermediaries, reducing friction and barriers. Rather than predicting the disappearance of brokers, he suggests their role is being rapidly reinvented, with successful disintermediation naturally following when the underlying product truly works and resonates with its intended market.
🗞 Week 22, 2025
🔗 Direct Link
📰 News & Views
⏱ 370 days ago.
🤔 Flex founder challenges call to disintermediate
Richard Smith, founder and CEO of Office Freedom, has strongly criticized a recent conference Expand 👇 talking point for office providers to "disintermediate" flex agents to improve efficiency and cut costs, describing it as a betrayal after 32 years of industry advocacy and revenue generation.
In particular, he highlighted the contradiction in the company’s (Yardi) position, noting that they recently acquired flex broker Hubble while simultaneously calling for the elimination of brokers, and argued that most flex providers aren’t recognized brand names that rely on broker partnerships for visibility and client acquisition. Its being argued that abandoning the broker model could lead to increased voids, reduced revenue, and transform the industry into a "glorified oligopoly," while emphasizing that flex deals are growing larger and becoming viable lease alternatives rather than just stepping stones.
As long as clients value centralized market comparison and expert advice, we believe that it will be tech-enabled brokers that remain an essential support system, rather than unnecessary intermediaries in an increasingly interconnected global marketplace.
🗞 Week 22, 2025
🔗 Direct Link
📰 News & Views
⏱ 370 days ago.
🤠 Industry debates “disintermediating” brokers
At the Flexible Space Association conference, Yardi’s Justin Harley sparked industry debate by Expand 👇 suggesting flex workspace operators should "disintermediate the brokers" to improve profit margins, noting that only 46% of flex operators are currently profitable according to Deskmag research. Harley proposed creating a Rightmove-style platform for the flex market, though he acknowledged such development could take up to 10 years.
However, Workthere’s Tom Leahy countered that intermediaries democratize market access and level the playing field for operators of all sizes through their knowledge and efficient user experience.
The debate reflects growing tension in an industry where nearly 20% of operators aren’t profitable and another 36% barely break even, raising questions about whether direct-to-consumer models are inevitable or if brokers remain essential in the fragmented ecosystem.
🗞 Week 21, 2025
🔗 Direct Link
📰 News & Views
⏱ 377 days ago.

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