Marcus & Millichap, Inc. (MMI): ANSOFF MATRIX [Dec-2025 Updated]

Honestly, looking at Marcus & Millichap, Inc. (MMI)'s books-a $15.2 million net loss over the first nine months of 2025-tells us we need more than just business as usual, even with financing volume up 34.4%. As a realist who has seen a few cycles, I mapped out exactly where the firm can push for profitable growth, moving beyond their current 19% private client market share. Below, you'll find the four clear pathways-from boosting broker efficiency to eyeing a London entry-that turn recent performance into a concrete action plan for your next strategic move.

Marcus & Millichap, Inc. (MMI) - Ansoff Matrix: Market Penetration

You're looking at how Marcus & Millichap, Inc. (MMI) can drive more revenue using its existing brokerage and financing services in the markets it already serves. This is about digging deeper into the current client base and territory, which means maximizing every relationship and every professional's output.

The primary goal here is to capture a larger piece of the existing commercial real estate transaction pie. In 2024, the top 10 brokerage firms, including Marcus & Millichap, Inc., held an estimated 19% share of the private client segment by transaction count. The immediate focus is pushing past that 19% baseline in 2025 by intensifying efforts within established client segments.

Efficiency gains are critical to this penetration strategy. For the first nine months of 2025, the average transactions per professional rose to 2.65. This is a solid improvement from the 2.29 average recorded during the same nine-month period in 2024, showing that the existing team is closing more deals per person. This efficiency was achieved despite a 3.6% reduction in the number of sales professionals over that same nine-month span. The firm completed 12% more transactions overall in the first nine months of 2025 compared to the prior year period. For the third quarter of 2025 alone, the total number of transactions increased by 19.2% year-over-year, with nearly 1,600 transactions completed in the quarter.

Cross-selling financing services directly supports market penetration by increasing the total revenue captured per brokerage client. Financing revenue saw a significant boost, with total financing volume increasing by 34.4% in the third quarter of 2025 compared to the third quarter of 2024. For the nine months ended September 30, 2025, total financing volume reached $8.2 billion. In the third quarter of 2025 specifically, financing fees generated $26.3 million in revenue, with transaction volume hitting $2.9 billion across 406 transactions.

Targeting specific high-growth local markets allows for concentrated penetration efforts where market tailwinds are strongest. For instance, focusing on the Orlando multifamily market provides a concrete example of where growth is expected. While general forecasts for Orlando rent growth in 2025 vary, the East Outlying submarket is projected to see a 5.0% projected annual rent increase for the fourth quarter of 2025, with an average rent per unit projected to rise from $1,869 in Q4 2024 to $1,963 in Q4 2025. This level of projected growth in a specific submarket justifies aggressive focus.

The auction platform is a specialized tool for market penetration, offering an accelerated disposition channel. Aggressively marketing this platform is key to capturing market share from traditional sales processes. Through the first nine months of 2025, the auction division successfully completed 191 sales. This platform already accounts for an estimated 25% share of total commercial property auctions in the U.S. for 2025.

Here's a quick look at the key performance indicators supporting this strategy for the third quarter of 2025:

To drive this penetration, you need to ensure the sales force is fully utilizing all available resources:

• Drive adoption of the auction platform to capture market share.
• Increase the average transactions per professional beyond 2.65.
• Target submarkets like Orlando East Outlying with 5.0% projected rent growth.
• Ensure every brokerage deal is presented with a financing option.
• Continue net additions to the team, following the 29 new brokers added in Q3.

The Private Client business, which accounted for 63% of brokerage revenue or $102 million in the third quarter, is the core area for immediate market share gains. The financing business grew its transaction count by 39% year-to-date in 2025, indicating strong cross-sell momentum.

Finance: draft 13-week cash view by Friday.

Marcus & Millichap, Inc. (MMI) - Ansoff Matrix: Market Development

You're looking at how Marcus & Millichap, Inc. (MMI) plans to grow by taking its existing services into new markets. This is Market Development in action, and the numbers show where the focus is right now.

Expanding US Geographic Coverage

Marcus & Millichap, Inc. already operates across a wide footprint. As of March 31, 2025, the firm had 1,668 investment sales and financing professionals situated in more than 80 offices throughout the United States and Canada. The strategy here involves pushing into secondary or tertiary US markets to capture market share where the existing density of professionals is lower.

Canadian Operation Revenue Growth Target

The Canadian operation is a current international market for Marcus & Millichap, Inc., representing approximately 4% of total revenue for the first three quarters of 2025. The goal is to increase this contribution beyond that 4% baseline, leveraging the platform established since the 2018 expansion.

Targeting Underperforming Segments

Systematic targeting of the Middle Market and Larger Transaction Market is a clear action point because this segment showed a revenue decrease. For the second quarter of 2025, the combined revenue from the Middle Market and Larger Transaction Market was $42.3 million, down 6.6% from the $45.3 million reported in the second quarter of 2024. The larger transaction segment specifically, properties at $20 million and above, declined 11.8% to $23.0 million in Q2 2025.

Here's a quick look at the revenue segments for Q2 2025 versus the prior year:

Dedicated Institutional Client Team

Serving institutional clients is a strategic focus, supported by recent personnel additions. Marcus & Millichap, Inc. announced the recent addition of 2 new executives to the institutional client team, including the Head of IPA Research. The auction division, which serves institutional and other clients, closed 191 sales through its platform in 2025 so far, capturing an estimated 25% share of total commercial property auctions in the U.S..

International Market Entry

The plan includes entering key Latin American metropolitan areas for commercial investment sales. While the current office count is concentrated in the United States and Canada, this represents a move into a new geographic market outside the current operational base.

Key metrics related to the Market Development strategy include:

• Canadian operations revenue contribution for the first nine months of 2025: approximately 4%.
• Q3 2025 total revenue: $194 million.
• Q3 2025 real estate brokerage commissions revenue: $162 million.
• Number of investment brokers added in Q3 2025: 29.
• Total transactions closed in Q2 2025: 2,070.

Marcus & Millichap, Inc. (MMI) - Ansoff Matrix: Product Development

You're looking at how Marcus & Millichap, Inc. can build new revenue streams on its existing market position. This is about developing new services for the clients you already serve, which is often the lower-risk path in the Ansoff Matrix.

The foundation is solid, but heavily reliant on transaction volume. For the nine months ended September 30, 2025, total revenue was $511.2 million, up 12.1% year-over-year. Brokerage commissions accounted for the bulk, at $427.2 million for that same period. To smooth out that cyclicality, developing new products is key.

Here's a look at the financial context for these new product lines, based on recent performance:

Launch a proprietary AI-driven market research and advisory service for existing clients.

• This builds on the firm's existing advisory services, which accounted for about 3% of revenue in 2024.
• Marcus & Millichap, Inc. has already announced a partnership with Archer, an artificial intelligence-propelled tool, to make deal sourcing and underwriting more efficient.
• The firm confirmed an ongoing focus on technology investment and AI in November 2025.

Formalize a loan sales and equity advisory division, building on the financing fees.

You're right to focus here; the financing business showed strong growth. For the third quarter of 2025, financing fees were $26.3 million, a 27.7% increase over the third quarter of 2024. Total financing volume for that quarter was $2.9 billion across 406 transactions. For the first nine months of 2025, financing fees reached $70.7 million. Formalizing this builds on a segment that typically represents about 12% to 13% of total revenue.

Develop a specialized leasing and property management service for core multifamily and retail clients.

This targets the existing client base that drives the Private Client Market, which is Marcus & Millichap, Inc.'s core differentiator. Private Client Market brokerage revenue for the first nine months of 2025 was $273.5 million. This segment generally earns higher commission rates than the Middle Market and Larger Transaction Market.

Offer a fixed-fee consulting service for commercial real estate portfolio optimization.

• This formalizes the 'other revenue' stream, which was 3% of revenue in 2024.
• The move shifts service delivery from purely success-based commissions to a more predictable, recurring fee structure.
• The company reported a net income of $0.240 million in Q3 2025, showing a path back to profitability. A fixed-fee service could help stabilize earnings when transaction volume dips.

Create a technology platform for fractional ownership of commercial properties.

This is a direct extension of existing proptech investments. Marcus & Millichap, Inc. previously invested in EquityMultiple, a platform that has facilitated over $5 billion in commercial real estate transactions since 2015, involving more than 50,000 investors. This existing activity provides a clear blueprint for scaling a proprietary platform. The company's cash position is strong, with $382 million in cash, cash equivalents, and marketable securities as of the last reported quarter.

Finance: draft the projected revenue contribution for the new fixed-fee consulting service by next Tuesday.

Marcus & Millichap, Inc. (MMI) - Ansoff Matrix: Diversification

You're looking at how Marcus & Millichap, Inc. (MMI) can expand beyond its core commercial brokerage strength, which saw total revenue hit $193.9 million in the third quarter of 2025. That revenue was heavily weighted, with real estate brokerage commissions accounting for 84%, or $162.2 million, in that quarter. Diversification means moving into new product or market spaces, and here's how that looks with real numbers in mind.

Acquire a residential brokerage firm to enter the high-end single-family market

Moving into high-end single-family means targeting a segment where Marcus & Millichap, Inc. (MMI) currently has less direct focus, though the North America Real Estate Brokerage Market is valued at an estimated $238.57 billion in 2025, with residential assets holding a 78.9% share. The luxury segment, defined by homes priced above $1 million, represented an average of 12.8% of all for-sale properties year-to-date in 2025. The median luxury threshold price is $900,000, with a median sales price of $1,312,500. This move leverages MMI's existing scale, as the company completed nearly 1,600 transactions in Q3 2025 alone. The quick math here is that capturing even a small percentage of the high-end residential market, which has shown sales activity up 9.9% year-over-year in October for luxury single-family in North America, offers substantial commission upside over the current private client brokerage revenue of $102.3 million for Q3 2025.

Launch a commercial real estate-focused private equity fund for co-investment with clients

This is a product development play, moving from pure transaction services to asset management participation. Marcus & Millichap, Inc. (MMI) already has a relationship with EquityMultiple, which received a strategic investment from the firm. In August 2025, new private equity funds tracked were aiming to raise over $206 billion globally, with real estate funds targeting over $12.52 billion that month. For Marcus & Millichap, Inc. (MMI), this means creating a new fee stream that complements the existing financing business, which saw fees grow 27.7% year-over-year to $26.3 million in Q3 2025. The company's cash position, with $382 million in cash, cash equivalents and marketable securities as of Q3 2025, provides a strong balance sheet to seed or anchor such a fund.

Enter the European commercial real estate market, starting with a major financial hub like London

Expanding geographically into Europe is a market development strategy. In the UK, commercial real estate investment in Q2 2025 totaled £10 billion. London accounted for approximately 41% of that Q2 investment total, which is above its five-year average of 35%. Notably, overseas capital represented 63% of that Q2 investment in the UK. Office investment in the UK reached £3 billion in Q2 2025, representing 30% of total UK investment activity. This suggests a strong appetite for institutional-grade assets in key hubs, which aligns with Marcus & Millichap, Inc. (MMI)'s stated focus on broadening institutional capabilities, as evidenced by the addition of new executives to the IPA Multifamily division. The refinancing requirements for European real estate are projected to be around €27 billion in 2026, indicating future transaction volume opportunities.

Develop a specialized loan guarantee or credit enhancement product for CRE debt

This is a product development play within the debt space, building on the 34.4% increase in total financing volume seen in Q3 2025. To frame the opportunity, U.S. insurance companies held $823 billion in book/adjusted carrying value (BACV) of mortgage loans at year-end 2024, with commercial mortgage loans making up 80.5% of that exposure. The SBA 7(a) loan program offers a benchmark for guarantees, providing up to 85% guarantee for loans of $150,000 or less, and 75% for loans greater than $150,000, up to a maximum loan amount of $5 million. Developing a proprietary credit enhancement product could unlock capital for clients facing tighter lending standards, especially with an estimated $957 billion in CRE mortgage maturities coming due in 2025, creating a demand for new capital solutions.

Offer a full-service compliance and regulatory advisory for property investors

This service leverages the firm's research and advisory capabilities, which are being elevated with the promotion of John Chang to Chief Intelligence & Analytics Officer. While a direct market size for CRE compliance advisory isn't immediately available, the existing financing segment, which Marcus & Millichap, Inc. (MMI) is integrating more closely with brokerage, generated $26.3 million in fees in Q3 2025. The firm's overall efficiency is improving, with average transactions per sales professional rising to 2.65 in the first nine months of 2025 from 2.29 in the same period in 2024. This advisory service would be a high-margin, low-transaction-volume revenue stream, utilizing the firm's existing infrastructure of over 70 offices nationally. Here's the quick math: if advisory services could eventually match 10% of the current financing fee revenue of $26.3 million, that's an additional $2.63 million in revenue with potentially lower associated cost of services, which stood at 62.4% of total revenue in Q3 2025.

• Transactions per professional improved to 2.65 in the first nine months of 2025.
• Total revenue for the nine months ended September 30, 2025, was $511.2 million.
• Financing fees accounted for 13% of consolidated revenue in 2024.
• The company repurchased nearly 265,000 shares for $8 million in Q3 2025.
• The Middle Market and Larger Transaction Market revenue was $52.5 million in Q3 2025.