Explore every episode of Top Real Estate Agents Tell How They Do It: Jere Metcalf Podcast
Dive into the complete episode list for Top Real Estate Agents Tell How They Do It: Jere Metcalf Podcast. Each episode is cataloged with detailed descriptions, making it easy to find and explore specific topics. Keep track of all episodes from your favorite podcast and never miss a moment of insightful content.
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Pub. Date
Title
Duration
14 Jun 2019
125. Erin Krueger Interview: Part 2 – How to make customer service your best tool for lead generation and growth.
00:48:51
Today I’m talking to Erin Krueger of Compass Nashville, back on the show for a second interview. Last interview, episode 113, we talked about how she has built her team of just 8 agents, selling over $100 million a year and almost 500 transactions a year. Today, we talk about how, at this level, she has made and continues to make customer service her best tool for lead generation and growth.
106. Elliot Koolik Interview: Benefits of being present with your business and your clients.
00:50:03
Today I’m talking to Elliot Koolik in Boca Raton, Florida with Compass. Elliot started his career with his father’s company and was in business for 30 years before his recent move to Compass. He’s an agent who has sold close to 1,000 homes and counting. He consistently ranks in the top 10 in his market of 9,000 agents. Elliot contributes his success to being present in his business and with his clients. Today we talk about how to do it.
76. Joe Cilic Interview: How to launch your business from 0 to 8 listings in 30 days.
00:43:28
Joe Cilic, Associate Broker with Sotheby's International Realty joins the Jere Metcalf Podcast to explain how to launch your business from 0 to 8 listings in 30 days.
59. Latife Hayson Interview Part 2: The Core Principles of Abundant Success.
00:33:08
In Part 2 of Jere's interview with Latife Hayson, top-ranked real estate agent with Golden Gate Sotheby's International Realty, Latife shares the Core Principles of Abundant Success.
63. Andy Taylor Interview: How to make the direct touches that truly impact business growth.
00:37:18
Today I'm talking to Andy Taylor of Sotheby's International Realty, Canada in Toronto. Andy consistently closes multimillion dollar transactions in his market today.
Today, he talks to us about how he does it and how connecting with clients has been the real key of success.
Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.
All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”
71. Jack Cotton Interview: How to win listings in a hot, low inventory market.
00:44:26
Today, back by popular demand for a third interview, I’m talking with Jack Cotton, real xstate expert with Sotheby’s International Realty and a top agent in Cape Cod. Jack built and sold one of the most well-respected companies in Cape Cod. He is also the author of the best selling book: Selling Luxury Homes and is one of the biggest names in Sotheby’s Realty. If you don’t know Jack Cotton, you have not been in the company long. Jack talks with us today about how to win listings in a high or low inventory market.
122. Josh Dotoli Interview: 4 Key Steps to Double Your Business in Less than 1 Year
00:40:59
Today I’m talking with Josh Dotoli with Compass in Fort Lauderdale, an expert in everything in his community centered around Las Olas. He is a frequent contributor to ABC News Local 10 in real estate in South Florida. He was recently recognized by South Florida Business and Wealth Magazine with the 2018 Up and Comer award. Among his many top producer awards throughout his career, his is consistently a top 1% agent in Broward County. Since his last interview on the show, just a year ago, he has more than doubled his business. Today we talk about the four key steps that more than doubled his business in less than a year.
112. Jessica Northrop Interview: How to relaunch your career to new heights.
00:43:11
Today I'm talking to Jessica Northrop in Denver, Colorado. She is a 1% producing broker in her market. Jessica entered her real estate career over 24 years ago. She entered real estate at 18 years old and hustled her way to success. The recession, a divorce, and a shift in her habits resulted in a slump in her career. In 2013, she made a decision to relaunch her career and achieve the success she wanted. She went from $6.5 million in sales to over $42 million in sales per year. Today, we talk about how to relaunch your career to new heights.
Podcast Note
1:22 - Jessica Northrop: a top 1% producing broker
13:13 - How she has shifted away from a scarcity mindset
16:59 - She talks about what success means and what true success looks like
22:03 - How she keeps mindset that operates from abundance
25:44 - She shares her standard of client satisfaction
33:24 - Jessica illustrates how to effectively resolve client concerns
“Success without fulfillment is the ultimate failure.”
Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.
All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”
130. Jeff Wilson Interview: How mistakes become the foundation of success.
00:57:19
Today I’m talking to Jeff Wilson with TTR Sotheby’s International Realty. Jeff is not only a top real estate agent and the #1 Team at TTR Sotheby’s, not only a top agent in Washington, D.C., he is a top agent and well known throughout his vast network of clients and top real estate agents throughout the country. On the Jere Metcalf Podcast, it’s not uncommon that we talk about how mistakes are the very reason and turning point for success in our careers. Today, Jeff shares with us what he calls his three biggest mistakes of his career and how they become the foundation of his success.
Jeff shares about his life and story. (4:00)
Jeff and Jere highlight the top three mistakes in Jeff’s career. (07:05)
Mistake #1 - At the beginning of his career, Jeff went after any and all deals. (10:00)
Jeff explains why you’ve gotta figure out what you want, and “get there fast”. (14:03)
Jeff shares how to make a market shift. (18:40)
“Start with the framework and work your way into the detail.” (22:10)
Mistake #2 - Jeff shares how he got into the wrong partnership and didn’t get out at right time. (22:18)
Jeff shares the importance of knowing when to get out of what circumstances when. (28:38)
“Any smart business plan includes an exit plan.” (31:36)
Mistake #3 - Jeff shares how, early in his career, he didn’t cultivate relationships. (36:27)
Jeff and Jere take a quick recap of Jeff’s top three mistakes. (45:57)
“Spend a little bit of time with yourself trying to figure out what actually makes you excited and go for it fast.”
Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business and what has made them successful in one of the oldest and most competitive industries.
All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”
www.JereMetcalfPodcast.com
Powered by Jere Metcalf Partners 404.627.7789 jere@jeremetcalfpartners.com Jeremetcalfpartners.com
73. Kimberly Knausz Interview: How narrowing your focus grows your business and your success.
00:45:47
Today I’m talking with Kimberly Knausz, a top real estate agent in south Florida with ONE Sotheby’s International Realty. The focus and niche of Kimberly’s business is professional athletes. This focus is what brought her to be the top real estate agent in the company. We talk about how narrowing your focus grows your business and your success. Today I’m talking with Kimberly Knausz, a top real estate agent in south Florida with ONE Sotheby’s International Realty. The focus and niche of Kimberly’s business is professional athletes. This focus is what brought her to be the top real estate agent in the company. We talk about how narrowing your focus grows your business and your success. Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.
All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”
126. Jack Cotton Interview: How to Build Standing with Billionaire Clients
00:49:55
Today I’m talking with Jack Cotton, Luxury Real Estate Expert in Cape Cod. Jack is a former guest, back on the show for a third interview. He was one of the first in episode four about breaking into the luxury market and episode two about how to win listings in high or low inventory markets. Today, Jack and I talk about how to build standing with billionaire clients.
Jack shares his story. (1:31)
“I was born to be a realtor.” (8:18)
Jack shares about his upcoming book on negotiation. (10:31)
The purpose and value of a coach. (12:32)
How to get your first million dollar listing. (15:41)
Jack shares how to stand out as a luxury real estate expert. (20:40)
Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business and what has made them successful in one of the oldest and most competitive industries.
All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”
www.JereMetcalfPodcast.com
Powered by Jere Metcalf Partners 404.627.7789 jere@jeremetcalfpartners.com Jeremetcalfpartners.com
115. Steve Halpern Interview: Self-awareness, how to get out of your own way.
01:10:34
Back on the show today is Steve Halpern with Compass of New York City. He was the first commissioned agent to come from another company to Compass. He did the first $100k+ lease in New York City and the first multi-million dollar listing for Compass. Steve is best known for some of the most innovative, creative, and the best marketing among real estate agents in the country. In our first interview, episode 109, we talked about how risk is the real opportunity. Today, we talk about self-awareness, how to get out of your own way.
97. Carol Best: The Simple Key Tools to Win Business and Close the Most Complex Deals
01:02:42
Today, I'm talking to Carol Best, a top real estate agent in Chicago with Compass. She has been a top selling real estate agent for over 25 years. Three years before she started her career in real estate as a part of her corporate job at the time she was enrolled in a Dale Carnegie workshop. She says that workshop gave her life lessons that she brought and continues to apply to her real estate career. Over the years, as she continued to learn through her experience and from real estate courses, such as Laurie Moore's luxury real estate workshops, she applies them all back to Dale Carnegie's concepts. We talk about the simple key tools to win business and close even the most complex deals.
Podcast Note
1:57 - How Carol got into the real estate business 3:20 - What encouraged her to become a real estate agent 4:03 - Experience with real estates before becoming one 7:33 - Carol shares her competitive edge 10:52 - Before and after Dale Carnegie 13:32 - Staging homes now & before the internet 25:27 - Negotiating for 30 days 30:52 - How millennials have altered the market 35:52 - Her biggest ‘aha moment’ in real estate 40:06 - What Carol wishes she knew 26 years ago that she knows now about real estate 51:28 - Being the ‘3rd realtor’
“Diversify into several lanes – the statistics, design, visual – and ask more questions on a listing appointment.”
Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.
All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”
133. Caroline Bean Interview: Keeping It Simple and Doubling Your Business
00:32:06
Today I’m talking to Caroline Bean of Compass in Houston, Texas. Caroline became a realtor nine years ago and doubles her business every year. In our interview, she talks about a simple approach of being available and knowing your market. She names the small things that go a long way in being an agent. We talk about keeping it simple and doubling your business.
Caroline shares her story and what brought her to real estate. (4:52)
How Caroline doubles her business every year. (6:08)
Caroline shares explains her competitive edge. (7:54)
Caroline shares one of her biggest ah-ha moments. (10:25)
Misconceptions about real estate. (15:14)
How Caroline closes business by answering calls at any time. (18:29)
Caroline shares about her key takeaway and favorite podcast. (25:46)
Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business and what has made them successful in one of the oldest and most competitive industries.
All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”
www.JereMetcalfPodcast.com
Powered by Jere Metcalf Partners 404.627.7789 jere@jeremetcalfpartners.com Jeremetcalfpartners.com
78. What Makes a Top Performer: Best of Liz Bentley, Stacy Jones, Shen Schulz
00:48:44
On a special Best of the Jere Metcalf Podcast, Liz Bentley, Founder and President of Liz Bentley Associates, Stacy Jones, Owner/VP of Realogics Sotheby's International Realty and Shen Schulz, Broker Associate at Sotheby's International Realty share what makes a top performer.
128. Katie Machoskie Interview: How to apply active listening for major success.
00:49:37
Today I’m talking to Katie Machoskie of Compass in New Port Beach and all of Orange County. Katie has been recognized as one of the top 1,000 real estate agents in the nation. She consistently ranks in the top 1% of New Port Beach agents and has been named one of REAL Trends America’s Best Real Estate Agents in 2017 and 2018. She says the reason for her success is applying active listening, from helping her clients to building a team. Today we talk about how she does it.
Katie shares about her previous careers in nonprofits and marketing – leading to her career in real estate. (2:12)
“You never know who’s watching.” Katie shares advice she learned from her mother. (5:13)
Katie talks “going all in.” (8:16)
Katie shares about her competitive edge. (10:58)
Katie shares the importance of active listening. (13:50)
Katie talks coming to Compass. (20:24)
Katie explains how she built her rockstar team. (21:26)
Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business and what has made them successful in one of the oldest and most competitive industries.
All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”
www.JereMetcalfPodcast.com
Powered by Jere Metcalf Partners 404.627.7789 jere@jeremetcalfpartners.com Jeremetcalfpartners.com
38. Michael Carucci Interview: Managing Client Relationships.
00:34:24
Michael Carucci, Chief Executive Officer of The Carucci Group, a division of Gibson Sotheby’s International Realty, and the Executive Vice President of Gibson Sotheby’s International Realty, joins the Jere Metcalf Podcast to share how to successfully manage client relationships.
42. Phil Greely Interview: Consistent Action for Legendary Success.
00:49:58
Phil Greely, realtor with Realogics Sotheby's International Realty joins the Jere Metcalf Podcast to share how consistent action leads to legendary success.
68. Josh McKinley Interview: Key ingredients to being a top real estate agent and how to apply them.
00:42:58
Today, I’m talking with Josh McKinley with LIV Sotheby’s International Realty in Denver, Colorado. Before his real estate career, Josh was a major league baseball player with the Montreal Expos, which is now the D.C. Nationals. He was also a Texas Ranger and a Boston Red Sox. If anyone understands being in the face of fierce competition, it is Josh. Since his career in baseball, he has become involved in real estate; and just four years ago, he became a real estate agent. And he is already a top agent not only in his market but in all of Sotheby’s International Realty. In our interview, you will find that he has little fear of rejection and high attention to his network, the market, and his client. He gives real perspective on why you should never be afraid of “no.”
135. Matt Breitenbach Interview: How to develop the pitch to win the listings you want.
00:48:59
Today I'm talking to Matt Breitenbach of Compass in The Hamptons. Since entering real estate as a first career at 22 years old, Matt has sold over $1.5 billion in real estate and has over 12 years experience representing celebrity and luxury real estate clients. He works with clients such as NBA superstar Kyrie Irving and NBA superstar Jason Kidd's Watermill home. He also represented Truman Capote's original Hampton's estate. And most recently, he's representing the former UK politician's Sag Harbor Landford Wilson home. Matt is ranked by the Wall Street Journal as one of the top 250 brokers in United States. Today, we talk about how to develop the pitch to win the listings you want.
Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.
All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”
www.JereMetcalfPodcast.com
Powered by Jere Metcalf Partners 404.627.7789 jere@jeremetcalfpartners.com Jeremetcalfpartners.com
65. John Zimmerman: How to Become and Remain the #1 Agent in Your Market
00:33:59
Today I'm talking to John Zimmerman with Briggs Sotheby's International Realty recognized in Fort Worth Texas as the top producing agent for five consecutive years. He has consistently closed well over 100 million a year. John is recognized in The Wall Street Journal as part of the real trends ranking. He has been named the number four agent in Texas. He and his team have been recognized as the top half of one percent of more than two million licensed realtors nationwide. We talk about his team structure and what he has identified as the simple but essential keys of success. He says if you do these things the business will come to you and it will keep coming to you.
58: Latife Hayson Interview Part 1: How she applies emotional intelligence, her secret sauce.
00:38:10
Latife Hayson, top-ranked real estate agent with Golden Gate Sotheby's International Realty shares how she applies emotional intelligence, her secret sauce.
111. Matt Breitenbach: Billionaire and High Profile Clients, What’s Most Important When Working With Them
00:47:06
Today I’m talking with Matt Breitenbach with Compass in the Hamptons. Since entering his real estate career at 22 years old, he has sold over $1.5 billion in real estate and has over twelve years experience representing celebrity and luxury real estate clients. His most recent notable sales include the representation of Truman Capote’s original Hamptons estate and the sale of NBA superstar’s Jason Kidd’s Watermill Home. His reputation is for consistently carrying one of the most impressive luxury listing portfolios in the marketplace. Matt was most recently recognized and ranked by the Wall Street Journal as one of the top brokers in the country. Today we talk about billionaire and high profile clients, what’s most important when working with them.
Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business and what has made them successful in one of the oldest and most competitive industries.
All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”
www.JereMetcalfPodcast.com
Powered by Jere Metcalf Partners 404.627.7789 jere@jeremetcalfpartners.com Jeremetcalfpartners.com
51. Tye Stockton Interview: Know Your Client; Know Your Business; Dominate Your Market.
00:55:56
Tye Stockton of LIV Sotheby's International Realty, real estate professional and number 1 broker in Vail, Colorado for the past 8 years shares how to Know Your Client; Know Your Business; Dominate Your Market.
102. Jarrod Randolph Interview: How Minor Adjustments can Create Massive Change for Your Business.
01:02:47
Today I’m talking with Jarrod Randolph, Real Estate Agent and Leader of the Gotham Advisory Team in New York City of Compass. Jarrod has been in real estate for 19 years. Over the years, he’s been recognized as Forbes 30 Under 30, The Reel Deal 35 and Under Rising Stars, he has consulted major developers throughout the United States and advised for family offices on their investment portfolios. He is now leading the launch of an ultra luxury, international, broker to broker, off market, online platform through his company, the Spoke Global. Today, we talk about how minor adjustments can create massive change for your business.
137. Jim Remley Interview: Creating Abundance through Simplicity of Action.
00:52:30
Today I'm talking to Jim Remley of John L. Scott Real Estate in Medford, Oregon. Jim got into real estate at 19-years-old and within a couple of years in the business, listed over 150 properties in 12 months. By 24-years-old, Jim had built a brokerage of 17 offices which he eventually sold. He is now the managing broker for John L. Scott Real Estate, leading agents and helping them reach their goals as he did his. We talk about, even for the most audacious and rapid success, how the simplicity of action can eliminate complexity, overcome challenges, and create abundance.
70. Brad Henderson Interview: How to construct a high performing team.
00:53:21
Brad Henderson, President and CEO of Sotheby's International Realty Canada joins the Jere Metcalf Podcast to share how to construct a high performing team.
77. Brian Hopper Interview: Best practices from the listing appointment to technology.
01:02:34
Brian Hopper of Hopper Group and Realogics Sotheby's International Realty joins Jere to share best practices from the listing appointment to technology.
39. David Boehmig Interview: Why passion & clarity determine the influence of your reach.
00:35:25
David Boehmig, President of Atlanta Fine Homes Sotheby’s International Realty joins Jere on the podcast to share why passion and clarity determine the influence of your reach.
131. Levi Meyer Interview: Problem solving skills that will close any deal.
00:54:06
Today I’m talking to Levi Meyer of Compass Miami in Coconut Grove. Levi is known for closing deals everyone else says can’t be done. To bring this home for you, if you remember the movie, War Dogs, that’s right - the one about the 20-somethings that won a $300,000 million arms deal - Levi was their general manager. Today we talk about that experience, what he learned and the problem solving skills that will close any deal.
From arms dealer to real estate agent. Levi shares his story. (1:50)
“You went after the deal.” (5:15)
Turning $3 million deals into $5 million deals into $15 million deals. (10:00)
Levi shares real estate lessons learned from his dad. (13:10)
Levi’s cold call experience. (15:41)
Levi’s trip to Israel. (18:05)
How Levi got into the arms business. (22:39)
Levi and Jere talk “War Dogs.” (25:03)
Levi and Jere discuss how to make yourself indispensable. (28:14)
49. Seth O'Byrne Interview: The Undefeatable Listing Presentation.
01:14:29
Seth O'Byrne, real estate powerhouse in San Diego at Pacific Sotheby's International Realty details the undefeatable listing presentation and how he does it.
108. Jeff Polashuk: How to Leverage the Direction of Technology in Residential Real Estate for Your Business
01:11:58
Today I’m talking to Jeff Polashuk with Compass. He’s the Sales Manager for multiple offices and over 400 real estate agents in Miami. On the show, I’m always quoting my favorite, Gary Vaynerchuk… he talks about clouds and dirt. When it comes to being an agent, and technology (technology being more relevant than ever), Jeff has the background and experience to give us real perspective and insight. Before Compass, he was with Zillow for over 4 years helping agents build their business with technology. Now he’s at Compass, the brokerage with hundreds of engineers building our technology and best known for technology. Today, we talk about how to leverage the direction of technology in residential real estate for your business.
72. Patrick Lilly Interview: Why your competition is your best ally.
00:26:38
Patrick Lilly, National Speaker and Luxury Real Estate Broker with CORE Real Estate, returns to the Jere Metcalf Podcast to share why your competition is your best ally.
107. Joe Belz Interview: How to run your business like a Fortune 500 company for massive success.
00:58:00
Today I’m talking to Joe Belz with Compass in Naples, Florida. Joe consistently ranks in the top 3% of agents in the Naples area by the Naples Board of Realtors. For 10 consecutive years and counting, he has been announced by Gulf Shores Magazine as earning the 5 star real estate agent designation. He has more than 20 years of real estate experience including work as a developer as well as with Fortune 500 companies. It became clear in our interview that this guy thinks big. He attributes his success to running his business like a Fortune 500 company. Today, we talk about how he does it.
43. Lisa Johnson Interview: How & Why the best kept secret of success is in self reflection.
00:37:29
Lisa Johnson, Senior Vice President and Managing Broker at Atlanta Fine Homes Sotheby's International Realty explains how and why the best kept secret of success is in self reflection.
121: Chris Voss Interview: How applying proven hostage negotiating skills can double your business at a minimum.
01:00:48
Today I am talking to Chris Voss, not a real estate agent.
He is the author of the renowned, best seller, Never Split the Difference. Chris isn’t just the author of a bestseller, he is the Former Chief International Hostage and Kidnapping Negotiator for the FBI.
Most of you know and have heard about Chris, his book, and probably his company Black Swan Group. They have taken these life-saving skills in Chris’s book and help people learn and apply them to their businesses. Black Swan Group clients find that when these skills are applied, it’s not uncommon or unusual for their business to double or better.
In 2016, Voss co-authored the book Never Split the Difference: Negotiating As if Your Life Depended On It.
Today, Chris and I talk about how applying proved hostage negotiating skills can double your business at a minimum.
• Chris’s introduction. (1:07)
• Chris shares his negotiating advice to real estate agents. (05:15)
• Chris tells the biggest mistake real estate agents make during the negotiation. (10:02)
• Chris shares about different types of yeses. (15:57)
• Chris discusses the different types of negotiators and what is important to each. (18:47)
• Chris talks bout how analytical and assertive negotiators can work with each other. (27:20)
• Chris recommends why realtors read his book. (40:10)
• Chris shares what made him so different and how he figured out his methods. (44:29)
“Experiment with hearing the other side out first. Just hear them out. See what happens.”
Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.
All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”
www.JereMetcalfPodcast.com
Powered by Jere Metcalf Partners 404.627.7789 jere@jeremetcalfpartners.com Jeremetcalfpartners.com
40. Tony Giordano Interview: The How, The What, The Why for Online Presence to Explode Your Business.
00:55:12
Tony Giordano, President and Chief Executive Officer of Giordano Industries, best-selling author, national public speaker and luxury realtor shares "The How, The What, The Why for Online Presence to Explode Your Business."
81. Gregg Lynn Interview: How to build a #1 team with processes and systems to allow you a 21 day digital detox.
01:01:32
Gregg Lynn, WSJ-Ranked #53 Realtor in the USA and One of the Top Three Realtors in San Francisco with Sotheby's International Realty joins Jere on the podcast to share how to build a #1 team with processes and systems to allow you a 21 day digital detox.
129. Brandon Voss Interview: How to Harness Negativity in Any Difficult Circumstance.
00:52:23
Today I’m talking with Brandon Voss, Co-Founder of Black Swan Group with Chris Voss, his dad and author of Never Split the Difference. Brandon talks about how, as a kid, he noticed the difference in how his dad handled situations compared to others. And, that his dad was able to turn any negative situation into an opportunity. He was intrigued from an early age and applied what he learned from watching his dad to all encounters. As a kid, he was always negotiating his way out of trouble, from things like not wearing his uniform to school and somehow getting away with it with the graces and good wishes of his principal. Well now, he coaches real estate agents, business owners and executives in negotiating multimillion to multi-hundred million dollar deals. Today we talk about how to harness negativity in any difficult circumstance.
Brandon shares how his father Chris Voss inspired him at a young age. (2:28)
Brandon shares how he got away with not wearing his school uniform. (8:12)
What Brandon learned working in door-to-door sales with Verizon. (15:05)
Brandon shares why he and his dad started the Black Swan Group and coaching real estate agents. (22:42)
Brandon shares examples of how he and the Black Swan Group help their clients win. (30:29)
Brandon and Jere talk negotiating real estate deals. (42:33)
“Start your conversation by addressing the negatives.”
Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business and what has made them successful in one of the oldest and most competitive industries.
All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”
www.JereMetcalfPodcast.com
Powered by Jere Metcalf Partners 404.627.7789 jere@jeremetcalfpartners.com Jeremetcalfpartners.com
75. Liz Bentley Interview: The non-negotiables of being a top performing realtor.
00:53:25
Today I’m talking with Liz Bently about the non-negotiables of being a top performing realtor. Liz is not a top real estate agent among leaders in other industries she coaches and consults top real estate agents around the world. She is the founder and CEO of Liz Bently and Associates. She has a unique focus on mindset and its power and its ability to transform behavior and results that is based on her life time of experience in competitive sports. Liz delivers keynotes to Fortune 500 companies including SHRM, Know Your Value, Microsoft, IBM, and Sotheby’s International Realty.
Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.
All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”
113. Erin Krueger Interview: How to build a team, with 450+ transactions a year.
01:01:18
Today I’m talking to Erin Krueger with Compass in Nashville, Tennessee. Erin has been ranked number 1 in Tennessee and number 15 in the nation for selling the most homes. She took that success and parlayed it into building a successful real estate team that is currently nationally ranked in the top 200 teams in the country. She has been honored with multiple awards in the industry, including America's Best by Real Trends. She has sold over half a billion dollars in real estate in her career. In 2017, she sold nearly $90 million. In 2018, she sold over $100 million, and is on track for growth in 2019. Today we talk about how to build a team for 450+ transactions a year.
56. Jenny Pruitt Interview: How to develop influence and leadership.
00:47:45
Today, I'm talking to Jenny Pruitt, founder and CEO of Atlanta Fine Homes Sotheby's International Realty.
Jenny is an icon of residential real estate, both locally and nationally. She and I talk about her career from the beginning, a humble start and the two brokerages she founded that both have flourished by their starts in major recessions.
She shares with us her insight, perspective and powerful wisdom.
Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.
All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”
www.JereMetcalfPodcast.com
Powered by Jere Metcalf Partners 404.627.7789 jere@jeremetcalfpartners.com Jeremetcalfpartners.com
82. Kathryn Bedbury Interview: How being who you really are gets you what you really want.
00:55:52
Kathryn Bedbury of Bedbury Realtors with Today Sotheby's International Realty joins Jere on the podcast to share how being who you really are gets you what you really want.
103. John Zimmerman Interview: How to Build a Strong Team.
00:40:06
Today I’m talking with John Zimmerman in Forth Worth, Texas with Compass. John has been ranked the number one agent in Forth Worth for five years and running, #1 in the state and he’s among the top 1/2% of realtors nationwide. John says his success is because of the experience and results he’s able to bring clients with a strong team. Today, we talk about how he does it.
119. Jason Cassity Interview: How to build and combine a strong team, a strong brand, and strong sales.
00:54:08
Today I am talking with Jason Cassity, a top Compass real estate agent in San Diego. Naming just a few of his accolades he's been named a Circle of Excellence winner by the San Diego Association of Realtors. He's been named one of San Diego's favorites on the favorite list of real estate agents in the Sand Diego Union Tribune. Hes also been named a rising star in the San Diego Real Producers Magazine and a top agent in the Top Agent Magazine nomination. He's also been recognized as one of the 19 agents to watch on social media according to the Inman Real Estate Blog. Jason has also spoken for Inman and, one of my favorites, Gary Vee. But most impressive and most important about Jason's business and his career are that he is building and combining a strong team, a strong brand, and strong sales. Today we talk about how he does it.
127. Steve Hall Interview: The simple secret to earning high-net-worth clients.
00:34:31
Today I’m talking to Steve Hall, the Principal, Senior Broker Associate with Compass in the Palm Beach, Florida office. Steve has been recognized by the Wall Street Journal as a top agent in the state of Florida and Palm Beach. Working in a market with the average sales price of over $5 Million, with only 100 sales per year and over 1,000 licensed agents to serve them, Steve has overcome many obstacles and risen to the top. Today we talk about the simple secret to earning high-net-worth clients.
Steve shares about his market, the Palm Beach market. (2:57)
Steve explains how he stays successful in a unique market. (7:19)
Why Steve got into real estate. (8:53)
The accomplishment Steve is most proud of as a real estate agent. (10:17) (15:41)
Coming out of the recession. (15:16)
Establishing yourself as an expert in your market. (19:33)
Steve’s biggest ah-ha from working in residential real estate. (21:20)
One thing Steve wishes he’d known sooner in his career. (22:31)
Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business and what has made them successful in one of the oldest and most competitive industries.
All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”
www.JereMetcalfPodcast.com
Powered by Jere Metcalf Partners 404.627.7789 jere@jeremetcalfpartners.com Jeremetcalfpartners.com
98. Gary and Michelle Dolch Interview: How to Dominate the Multi-Million Dollar Market
01:06:32
Gary and Michelle Dolch, top real estate agents in Austin, Texas with Compass Austin Luxury Group join Jere to share How to Dominate the Multi-Million Dollar Market.
2:15 - How Gary and Michelle got into the real estate business
10:04 - Their edge over the competition
14:41 - Balancing clients, the recession, listings
19:06 - The difference - $100,000 listings vs $50 million listings
23:38 - Bringing experiences from different industries
28:08 - The listing presentation
32:53 - Their selling points
43:29 - Their “aha moment”
People/Resources Mentioned
Seth O’Byrne - sethobyrne2.jeremetcalfpodcast.com
Jason O’Neil - jasononeil2.jeremetcalfpodcast.com
Floor Plan Graphics - http://www.floorplangraphics.com/
Tony Robbins - https://www.tonyrobbins.com/
Leonard Steinberg - leonardsteinberg.jeremetcalfpodcast.com
MapRight - http://www.mapright.com/
Books
- Never Split the Difference: Negotiating As If Your Life Depended On It by Chris Voss - https://amzn.to/3Rbr6TF
- The Millionaire Real Estate Agent: It's Not About the Money It's About Being the Best You Can Be by Gary Keller - https://amzn.to/3AmVS66
Quote-
“Focus on your client and client care; stay in front of your client and stay in touch with them. Clients are a lifetime asset.”
“Be authentic. Identify what you’re good at, what you need to be doing in the market, and to it.”
132. Joanne Nemerovski Interview: How caring greatly is her competitive edge.
00:40:53
Today I’m talking to Joanne Nemerovski of Compass Chicago. Within the first five years of her career, she was the youngest recipient of the Founder’s Award for selling over $100 million in real estate. Unique Homes gave her the title of Mega Broker of the Midwest and just prior to joining Compass, for five years running, she was the #1 producing individual agent for Berkshire Hathaway Home Services in the entire Midwest region. She’s a regular contributor to articles in several business and industry publications including Crain’s and Chicago Magazine and Chicago Agent. She’s received numerous awards from the Chicago Association of Realtors. In 2007, she was ranked simultaneously as the #1 agent at Koenig & Strey and the #2 agent at GMAC out of 22,000 sales agents nationwide. She has consistently been named one of Chicago’s Elite Top Producers by the Chicago Association of Realtors each year. Today we talk about how caring greatly is her competitive edge.
Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business and what has made them successful in one of the oldest and most competitive industries.
All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”
www.JereMetcalfPodcast.com
Powered by Jere Metcalf Partners 404.627.7789 jere@jeremetcalfpartners.com Jeremetcalfpartners.com
124. Jason Cassity Interview: Part 2 - Building a marketing strategy that generates both short term and long term sales.
00:46:49
Today I’m talking with Jason Cassity with Compass San Diego, back on the show for a second interview. Last interview, episode 119 we talked about Jason’s powerhouse team and how he is not only a top agent but building a team of top agents working cohesively together. Today we talk about how Jason has developed marketing for himself and his team that generates both short term and long term sales.
53. Stacy Jones Interview: How to embrace your strengths and rise above the competition.
00:32:54
Stacy Jones, Owner and Vice President of Realogics Sotheby's International Realty joins Jere to share how to embrace your strengths and rise above the competition.
57. Jeff Wilson Interview: Marketing that generates results.
00:57:01
Jeff Wilson, Senior Vice President of TTR Sotheby's International Realty returns to the Jere Metcalf Podcast to share tips for marketing that generate results.
253. Stacie Chadwick: How to Launch, Zero to $65 million, in 3 years
00:57:09
Today I’m talking to Stacie Chadwick with SIR just south of Denver in Castle pines Colorado
Stacie was first a commercial real estate broker, then a stay at home mom of 3 for 17 years.
She’d been sensing that she needed to something, maybe get back to a career. And then, the moment came and she knew it was time. It was a real raw moment that every mom can relate to that she shares in our interview today.
She and I talk about how she launched her career, the challenges as wells the pleasant surprises, and how she went from Zero to 65million in just three years.
Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.
All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”
254. Vickey Barron: How to Make a Huge Impact Gifting Clients (& make it affordable, fast and fun)
01:06:22
Today, back on the show is Vickey Barron in New York City with Compass. Recently ranked #2 in the city and #8 in the country, her first interview with me, episode #242, was how to learn grow and crush it, crush it. She’s so unassuiming and funny and yet she crushes it in this business like the Terminator or whomever with lots of power that crushes stuff for a good cause. I said on her former interview, her success is as incredible as her stories. it turns out, so are this Terminator’s gifting skills. A timely topic for the day this show is released, valentines day. Perfect for the procrastinators to get something now and the planners, who want to know what they’re doing for their next gifts all year long and for years to come. Vickey and I have fun as always as she shares how she comes up with the coolest gifts for her clients, makes it easy and does it with joy and this just happens to score her huge business.
3:50 - How Vickie creates a unique and special gift for each and every client
10:19 - Turning problems (like the pandemic) into everlasting impactful opportunities with gifts, affordably
17:17 - Vickie talks about creative marketing tools
19:10 - Vickie’s “Anniversary Cards”
26:14 - Vickie shares her secrets, her best gift ideas
28:35 - A little about the joy of giving
36:48 - Something quick and special, How & ! why?
41:45 - Expecting nothing back: the thought of getting business?
"Always remember to connect in care about the client after the closing."
"Obsess not about the opportunity but the client."
Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.
All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”
Today I’m taking to Larry Rideout Chairman and Co-Owner of Gibson Sotheby’s International Realty, that is 24 offices and counting. He was in the middle of preparing for an acquisition of a 25th office the day of of our interview.
Larry has, for more than 30 years, been building real estate brokerages throughout New England.
He started in 1984 with Century 21 where he eventually Became Regional Director of New England, supervising 400 Century21 offices.
In 1999, Rideout joined Cendant Corporation (now Realogy), the parent company of Century21, ERA, Coldwell Banker and Sotheby’s International Realty where served as both Regional Vice President and Senior Vice President of Franchise Business Development
Finally in 2006, 16 years ago, Rideout purchased Gibson Domain and transitioned it into an affiliate of the Sotheby’s International Realty. Since then, they have grown from 55 associates and $250 million in annual sales volume to 400 associates and Over $3 billion in annual sales volume and are the #1 Boston-based real estate company in Massachusetts.
All of this success and when you meet Larry he is the among most humble, kind, gracious and big hearted people you coke ever meet. He admits he’s the guy wears his head on his sleeve and can get teary eyed
Talking to him it’s clear he has a gift for and clear understanding, after 30 years, how to lead. How to leas might be an underestimated much needed skill for real state agents. especially for team leaders in our crazy business as it seems to shift and grow rapidly that direction
Larry and I talked about his story, what’s he’s learned leading hundreds offices and real estate agents many of whom are ranked nationally.
He and I talk about how to lead, really lead.
4:01 - Larry Rideout: The story of Chairman and Co-Owner of Gibson Sotheby’s International Realty
9:50 - Larry talks about the horrific moment when the market crashed
14:17 - Michael R. Good: the architect of Sotheby’s International Realty
15:46 - The story of opening the Gibson Sotheby’s offices
21:21 - About the market in Boston
23:12 - How Larry makes decisions on taking a risk
26:30 - The decisions to grow and change: how is happened for Larry
28:10 - Larry shares what made him successful
30:30 - How to be humble and be the leader
39:26 - About the 70s corporate world and Larry today
43:34 - The common denominator along Larry’s path to success
45:21 - The common denominators of all successful agents
256. Kevin Brown: How to Pivot for Deals Now and Success Longterm
01:06:56
Today I'm talking to Kevin Brown with Sotheby's International Realty in New York City. Kevin is a top agent in the city and on the field team who is the top team in not only Manhattan and NYC but all of Sotheby's International Realty .
Throughout Kevin’s career he has represented buyers ranging from 4million dollars to $80 million dollars and more. In 2020 the majority of Kevin’s business was in the 10’s of millions of dollars per transaction including sales exceeding $80 million in 2021 due to COVID, NYC of all markets had shifted and was in a slump.
Despite this Kevin by the end of 2021 exceeded his sales volume in 2020. He did this selling homes between $4m and $6m.
So, What do Kevin and I talk about, but none other that how he did that, and not for the first time… we talk about, How to Pivot …. for Deals Now and Success Longterm’.
2:24 - Kevin Brown talks about being the top agent on The Field Team
10:54 - How Kevin pivots to stay ahead of the market
14:57 - The top three reasons why people are coming to New York
19:21 - Know your trigger points
23:27 - Kevin talks about service
31:16 - Trust: Kevin’s insights
37:41 - How culture & value lead to life and career altering decisions
42:23 - How Kevin has maintained and grown his record breaking success
"There are no shortages of miracles; the difference is who's willing to receive and accept them."
"Love God with all your heart, with all your soul, with all your vision, and let that be a reflection of everything that you do."
Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.
All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”
257. Jacob Watkins: How to Become a Record Breaking Agent Overnight
00:43:24
Today I’m talking to Jacob Watkin’s Broker and Partner Owner of Corcoran Reverie. He sells on 30a from Destin to Panama City.
Before real estate Jacob was a financial consultant with Ernst & Young in Atlanta, GA
In 2013 he moved to 30a
In late 2015 he began his real estate career with a small boutique firm out of Miramar Beach.
Launching his career as a real estate agent, he was not only leaving a great career he had already established, he had a family to support. A lot was as stake.
Jacob couldn’t afford to miss the mark on this decision.
Jacob hit the ground running with a plan for creating inventory and he succeeded. Early on he was a top 3 agent in his market and today is the broker owner of a top luxury brokerage in his market. Jacob and I talk about How to Become a Record Breaking Agent Overnight
02:30 - Jacob Watkins: From corporate analyst to top real estate agent
06:55 - The challenges Jacob faces in the transition of his career
11:00 - Jacob’s biggest lessons in his transition to real estate agent
13:38 - Jacob shares insights into his investment model its safety nets
14:39 - The biggest limitations that laid out the best opportunities
16:31 - Jacob’s secret strategies
21:49 - Advice for people who want to go “bigger”
24:05 - The tool or resource that most contributed to Jacob’s success as a real estate agent.
27:30 - The best way to get insights into your business
"There are 2 key elements to being a top agent. One, know your market, and two, know how to create inventory."
Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.
All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”
258. Arthur Sharif: How to Break Records & Be First
00:52:19
Today I’m taking to Arthur Sharif with Sotheby’s International Realty in Silicon Valley.
A local real estate agent since 2004, Arthur is the longest serving and highest performing Sotheby’s International Realty agent in Silicon Valley. He consistently ranks as not only as one of the top agents among all Brokers in the Bay area but in the nation.
As if that weren’t enough, Arthur holds the record for the highest sale price in Silicon Valley in both Santa Clara County and San Mateo County, and he holds the record, according to the MLS, for selling more land than any other broker in Silicon Valley.
He was the real estate agent for the first home sale over $100,000,000 in the United States.
All of this and When you hear our interview I think, like I did, you'll find him most warm humble and enthusiastic as he and I talk about, How to Break Records & Be First
2:13 - Arthur Sharif’s track record
8:54 - How Arthur creates success
12:45 - Arthur’s story
16:26 - On becoming a top salesperson
18:45 - Story of a how small shift makes or breaks a business
25:35 - Why Arthur loves Silicon Valley
29:34 - Relationships in the Community: Does it help?
33:22 - The story of the first hundred million dollar property sold
40:38 - The biggest lesson and or challenge that Arthur has overcome
"Where there are challenges, I see opportunity. I don't see what isn't; I see what could be and what can be."
"Opportunity can be there, but you've got to show up for it."
"It’s important to understand and remember which things are the the important things."
Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.
All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”
259. Seth Kaufman: How to Identify the Subtleties that Make or Break Your Success
00:57:08
Today I’m talking to Seth Kaufman chief sales manager for ONE Sothebys International Realty in South Florida overseeing 10 managing brokers 1300 associates across 27 offices in the most prestigious neighborhoods throughout Florida’s East Coast.
Seth started his career in real estate in 1997 working with International Sales Group selling pre-construction developments.
In 2000, alongside his identical twin brother, Seth started Global Marketing Group, an organization that provided sales and marketing services for real estate developers and builders.
In 2007, Seth became the Managing Broker for Turnberry International Realty.
In 2017, Turnberry International Realty was acquired by ONE Sotheby’s International Realty where Seth stayed as Managing Broker and his scope of management increased adding an additional 200 agents and 3 offices
In 2020 Seth became ONE SIR’s Chief Sales Officer.
He now oversees 10 managing brokers, 1300 agents in 11 counties and 27 offices along Florida’s East Coast.
But wait, this is Jere Metcalf podcast, the podcast where top real estate agents tell how they do it….
Who Better to meet and listen than the guy who leads the top agents in the brokerage ar the top, not just in all of SIR but in the country.
What’s most notable about Seth, he’s understated. Seth notes details, the subtleties.
He and I talk about How to Identify the Subtleties that Make or Break Your Success.
Podcast Note
04:57 - Seth Kaufman: a leader in real estate
09:30 - Seth's career path
12:48 - The most challenging part of transition
18:56 - Quoting John Maxell
20:28 - On-site luxury vs. resale luxury: the most significant differences
260. Jessica Adams: How to Break $100,000,000 & Keep Your Balance
00:59:22
Today I’m talking to Jessica Adams with One Sotheby’s International Realty of South Florida.
She is back on the show for her second interview, 100 episodes and just over 2 years later.
On her first interview she and I talked about How to Align with the Right People at the Right Time, as she had been a strong agent selling over $50,000,000 personally on a top team in South Florida. She had just successfully transitioned off the team and maintained trajectory.
As she returns her 2nd interview, along with 2 young children and a supportive and busy husband and renowned architect, she has exceeded over $100,000,000 in annual sales in 2021 and is on track to do it again in 2022.
Jessica and I talk about How to Exceed $100,000,000 in Annual Sales and Keep Your Balance.
Podcast Notes
5:14 - How Jessica Adams got into real estate
9:46 - Jessica’s perspective on success as a top real estate agent
14:12 - Her unique operations
24:52 - Inventive and creative ways to supplement and enhance your business
35:07 - How to identify the right people to hire
36:31 - Jessica’s experiences and lessons from other accomplished women
47:17 - Tips on thriving in male dominated industries (e.g. South Florida Development)
“Believe in yourself and know that you are the person who is your biggest critic."
Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.
All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”
261. Taylor Travaglione: How to Get Real and Get to the Top
01:00:13
Today I’m talking to Taylor Travaglione, the VP of Growth and Evolution at ONE Sotheby’s International Realty where he oversees 27 offices in South Florida and along Florida’s east coastline all the way to Ponte Vedra and Jacksonville.
Before ONE, Taylor was a real estate agent in NYC where he not only rose to the top in luxury real state, he started Triple Mint, a innovative software-powered top real estate brokerage in New York.
Known for his raw energy and personable, authentic approach, Taylor has managed to convert countless relationships into mutually beneficial business opportunities.
Taylor and I talk about How to Get Real and Rise to the Top.
0:00 - Taylor Travaglione: How to Get Real and Rise to the Top
4:13 - Taylor talks about his career in real estate
7:55 - How did Taylor get into the real estate business
13:21 - How to treat people
18:08 - How to propel your business
29:23 - Traits among top performing real estate agents
36:14 - Real estate transformations and associated implications
Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.
All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”
262. Miranda Cady: How to Create the Career that Exceeds Your Dreams
00:52:08
Today I’m talking to Miranda Cady in Orlando, Florida with Premier Sotheby's International Realty. Miranda isn’t just a real estate agent, she’s also globally known as American Abstract Artist M.L. Cady, and is internationally recognized for her vibrantly colored paintings.
It’s her love for art, design, excellence and national and global connectivity that differentiate Miranda not only in what she brings to the table but in her ability to produce results.
Miranda is not only well within the top 100 in all of Premier Sotheby’s International Realty, her average sale price is $1,200,000 in her market where the average sale price is $340,000 and the highest average sale price held by a brokerage is $600,000.
Miranda’s passion is art, business, connectivity and contribution to her community. Realizing her talent and resources for real estate, she also saw a path to her goal of creating and connecting as a renowned artist globally. She saw that to achieve her dreams wasn’t a choice of either or, but both.
Miranda and I talk about How to Create the Career that Exceeds Your Dreams
Podcast Notes
00:00 - Miranda Cady: How to Create the Career that Exceeds Your Dreams
05:40 - How and why Miranda became a real estate agent
10:14 - Miranda’s top tips for success in real estate
18:59 - Scoring and retaining clients in the competitive market
26:56 - Her biggest challenge and lessons learned so far
30:00 - Her business model, team structure and strategies for success
39:19 - Systems and keeping track of it all
41:19 - Miranda’s most powerful resource for success and growth.
45:15 - Her perspective on exceptional listening skills.
49:40 - A game changing book for Miranda
51:08 - Miranda’s ultimate advice for luxury real estate agents
"Be authentic and true to yourself and follow your heart like because, in that all great things will happen."
Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.
All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”
263. Vanessa Stabile: How to Lead, Grow & Get Results
00:38:30
Today I’m talking to Vanessa Stabile, the Chief Administrative Officer of ONE Sotheby’s International Realty, the leading luxury real estate brokerage firm throughout Florida’s east coast and top 5 firm in all of Sotheby’s International Realty. Before ONE, Vanessa worked for several of South Florida’s most respected developers leading the sales and marketing initiatives for multiple pre-construction high rises. Her involvement in this highly competitive field connected her to real estate associates from all over the world and gave her a deep understanding for what support they need to grow their business and market themselves effectively. This lead her to her career with ONE Sotheby’s International Realty which began at ONE’s early inception. Vanessa joined as Director of International Sales in 2009 and worked her way up the ranks. As VP of Marketing and Operations, Vanessa grew the firm’s record-breaking Development Division which now represents over 20 developments totaling over $3B in inventory, including Miami’s most iconic tower, One Thousand Museum by Zaha Hadid Architects. Vanessa and I talk about, How to Lead, Grow and Get Results.
Podcast Notes -
0:00 - Vanessa Stabile: How to Lead, Grow & Get Results
5:20 - Vanessa’s background and journey in Real Estate development
9:17 - Her unique view on Real Estate business
11:49 - Challenges and Strategies for success with demanding clients
19:19 - Qualities of excellent leadership
24:08 - Vanessa’s biggest obstacle, lessons learned and priorities as a leader
30:48 - What makes One Sotheby International Realty unique and special
33:48 - Common qualities of successful real estate agents
“Always be kind & empathetic. People are always going to remember how you treat them and how you make them feel.”
Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.
All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”
264. Rob Weil: How to Transition, Focus & Elevate Your Career
00:46:07
Today I’m talking to Rob Weil with Scenic Sotheby’s International Realty on 30a, between Destin and Panama City Beach Florida. Before he was a real estate agent on the beaches of 30a, Rob was in the international cotton trade business. This not only sent him to the far corners of the globe, it set him apart as a real estate agent. It gave him the foundation of experience in business logistics as well as negotiating with all cultures and people around the world. Seeing it all, he chose 30a, where he is today, as home. He will quickly tell you he is glad to be able to settle down in the best place on Earth. Now partnered with Julie Kerwin Cumby, they’re a top team on 30a and members of BreakthroughLuxury Coaching with volume quickly approaching the $100,000,000 million mark in annual sales. Rob and I talk about How to Transition, Focus & Elevate Your Career
0:00 - Rob Weil: How to Transition, Focus & Elevate Your Career
"I think that empathy is probably the skill that cannot be taught, and it is indispensable."
Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.
All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”
265. Steve Snider: How to Open the Door to Abundance
01:31:37
Today I’m taking to Steve Snider, the managing broker for Aventura, Sunny Isles and Bay Harbor for One Sotheby’s Realty.
Formerly a top real estate agent running a top real estate team in New York City that give him market knowledge and experience that set him apart.
But that just touches the surface. Steve is known for building and helping build teams and partnerships. That experience isn’t just from being a real state agent but from far more complicated situations with far more challenging circumstances.
Before real estate Steve Created strategies and implemented solutions that created over 100,000 sustainable jobs in Mozambique and other African countries. Additionally he developed an African based non-profit, AfricaWorks, which focuses on sustainable business initiatives across 5 countries.
He didn’t do this from afar. He moved his entire family to Mozambique, to personally oversee and ensure it got done.
Whether it’s transforming the economy of countries across the globe or changing the lives of real estate agents and home owners across the country, Steve is all in.
If you ask him how he does it, he says be open. He doesn’t leave it so vague. In our conversation, he explains, shares stories and reveals How to Open the Door to Abundance.
Podcast Notes-
00:00 - Steve Snider: How to Open the Door to Abundance
03:01 - Steve's journey into real estate
14:23 - Steve’s philosophy… hands open
20:49 - Identifying your gifts
24:18 - Steve’s experience in Mozambique
35:29 - Steve’s biggest lessons
47:13 - Relationships in business, trust & failure
57:55 - Steve’s move to the south Florida market
01:05:53 - Success through prioritization and budgeting time
1:10:03 - Steve’s most powerful tools: faith and openness
Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.
All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”
Today I’m talking to Chris Anthony, Senior Vice President of Northern Markets for ONE Sotheby’s International Realty.
Before ONE, Chris was with Weichert Realtors for about 18 years, and most recently the President of the U.S. capital region in Washington, D.C., Virginia and Maryland.
Chris came into the business as a real estate agent in New Jersey where he quickly rose to the top 1% of all real state agents in the state and was a Presidents Club & Ambassadors Club Winner.
Today at ONE Sotheby’s Chris is responsible for strategic planning, vision, growth, and performance in over 20 offices from Boca Raton to Amelia Island.
Known for driving growth, profit and creating solutions, Chris and I talk about How to Adjust for Results
0:00 - Chris Anthony: How to Shift for Results
4:40 - Chris talks about his role in the company
6:36 - His real estate journey
10:28 - The characteristics of a top real estate agent: what they do and don’t do
19:15 - The importance of creating networks
28:05 - The coaching journey
35:36 - His biggest advice for handling the tough situations
46:29 - Transcendental meditation and your business
48:42 - Chris’s greatest lesson in the real estate
“Adjust your mindset, drop distractions, focus your intention, and see results.”
Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.
All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”
268. Lisa Bennett: How to Prosper Even in the Face of Great Challenges
01:05:41
Today I’m talking to Lisa Bennett with Atlanta Fine Homes Sotheby’s International Realty and BreakthroughLuxury Member. Recently featured in the Emerge Magazine and as the cover story in Good News Notebook Magazine, Lisa is a power house real estate renowned for white glove service to buyers and sellers including builders and developers across Atlanta. Lisa was first on the finance side of real estate working with banks and mortgages. It was this path that prepared her for opportunity in the Great Recession of 2008 when she discovered her talent for negotiating short sales and foreclosures, not just any shortsale and foreclosure but those in the arena of luxury. The challenges of 2008 came to Lisa quickly, and she just as quickly turned them into opportunity. While so many of us in real estate recall the challenges of 2008 and the recession some of the toughest, this barely touches the surface of what Lisa has faced.
She faced the death of almost of her closest family members in a span of 2 years. She took the lessons, harnessed her pier and her mindset and despite loss and heartache, she created even more success in her life and her career. Soon after her losses, as if this weren’t enough, she learned she had a rare cancer, a cancer unresponsive to chemo as well as to radiation.
Doctors told Lisa, this cancer is going to take you or your leg, you choose. She made the choice and had her leg amputated just over a year ago in June of 2021. After this surgery Lisa had to relearn to walk and drive among a long long list of things we all take for granted every day. Despite all of this, Lisa doesn’t stop. She is relentless in every aspect of the meaning of the word. It has only just been over a year and yet she manages to list more properties and represent more investors and builders of homes in the dozens and even the hundreds. Today Lisa shares with us, How to Prosper, even in the face of great challenges.
00:00 - Lisa Bennett: How to Prosper Even in the Face of Great Challenges
03:06 - How Lisa got into real estate
04:45 - Advantages and Obstacles for Lisa
07:54 - How Lisa finds and develops clients
10:09 - Lisa’s business and operation structure and strategies
14:42 - Lisa’s breakthrough moment and idea
20:02 - Lisa’s leg amputation story and journey to recovery
30:48 - Significant life lessons
35:34 - Positivity, negativity and how to navigate them
46:01 - How Lisa navigates her business
48:25 - Lisa’s biggest surprise in being a real estate agent
54:52 - Lisa’s biggest challenge and how she overcame it
57:05 - The most impactful resource to Lisa’s success
58:10 - Most impactful book in Lisa’s life and career
269. Julie Faupel: How to Create Culminating Career Opportunities
01:07:33
Today I’m talking to Julie Faupel the co-founder of the largest real estate company in the Teton Region and a member of the top producing real estate team Graham-Faupel-Mendenhall consistently ranked in the top 100 teams in the US by the Wall Street Journal/Real Trends.
Julie’s clients include, Fortune 100 CEO’s, Government dignitaries, Heirs and Heiresses, Technology executives and other notable figures. Julie’s 20+ year career in the luxury space spans luxury hospitality, technology, marketing, fashion and real estate.
As a result of her unique insight into what shapes consumer psychology in luxury buying, Julie is a frequent media expert and has been interviewed by: Wall Street Journal, Forbes, New York Times, Luxury Daily and Leaders Magazine.
Julie is a member of the Young President’s Organization where she serves the Global One chapter as Membership Chair.
Last but not least, Julie is also the CEO and Founder of REALM, a real estate technology platform that serves elite real estate professionals.
She and I talk about How to Create Culminating Career Opportunities.
00:00 - Julie Faupel; How to Create Culminating Career Opportunities 01:47 - Julie’s background, track record and operational strategies 08:38 - Julie’s work in technology and bringing the good stuff to real estate agents 12:14 - How and why Julie got into real estate 16:51 - Developing and connecting with clients 21:31 - Julie’s biggest surprise in becoming a real estate agent 23:57 - Best strategy for dominating the real estate market 30:25 - Her quick transformation from being an agent to a successful brokerage 34:33 - Julie’s take on navigating opportunities 43:23 - Biggest challenge and lessons learned by Julie 45:18 - Succession planning 50:21 - What makes the right partners right in real estate? 52:23 - Identifying and retaining the right partners 56:27 - How to be a great real estate agent in the technology era 01:00:50 - Most powerful resource to Julie’s success 01:01:28 - Most impactful book in Julie’s life and career 01:03:20 - Julie’s ultimate advice
Quote- Know what you are afraid of and know kind of what you're willing to gamble so that you can take some risks, and you can do somethings that can change the world.
Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the olde
270. Ryan J. Glass: How to Break In to a Competitive Luxury Market
00:57:48
Today I’m taking to Ryan J. Glass with Gibson Sotheby’s International Realty in Boston, Massachusetts. Now ranked a top real estate agent nationwide, Ryan’s path to residential luxury real estate wasn’t exactly the usual. He worked for the U.S. General Services Administration, the largest owner of public real estate where he marketed and sold surplus property for the federal government - including lighthouses for the US Coast Guard! In that role Ryan learned not just about the marketing and selling of real estate, he learned how to get creative to make deals happen and how to simplify even the most intricate and complex systems to ensure transactions closed. But Ryan soon realized he wanted more out of his career. He took the leap. Ryan transitioned from his government job and elevated to the top ranks in luxury real estate in Boston, considered one of the most challenging competitive real estate markets in the US. Ryan and I talk about How to Break Into a Competitive Luxury Market.
0:00 - Ryan J. Glass: How to Break In to a Competitive Luxury Market
4:42 - The shift from government job to top luxury real estate agent
6:04 - Ryan’s background story and how he transitioned into luxury real estate
10:14 - How Ryan used his experiences to grow into his current success
14:06 - Ryan’s lessons learned from seasoned agents and his real estate transactions with big government
22:18 - Ryan’s strategies for business development and closing big deals
27:15 - The story of Ryan’s first big luxury deal
32:27 - His biggest surprise, encouragements and future plans in realty
37:24 - Ryan’s business operation model and team, systems and structures
I really think the American dream is alive and well, and real estate is a great example. You can make as much money as you want to make if you put in the time.
Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.
All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”
271. Pam Pagnani: The 6 Keys to be a Leading Luxury Agent
01:03:04
Today I’m talking to Pam Pagnani, Senior Vice President and Broker Manger for Sotheby’s International Realty in Greenwich, CT.
Before her flourishing career Pam was a mom. Born and raised in Greenwich, she was raising her family in Greenwich and appeared to be living the American dream until her life took a drastic unexpected turn as she found herself divorced and a single mom of two young children, 3 and 6 at the time.
Pam hit the ground running, got her degree in law in 2 and a half years and soon after was with the 3rd largest law firm in the world, Dewey LeBoeuf, until a few of the leaders a Dewey LeBeouf were indicted for fraud leading to the firm's demise in 2012.
A blockbuster movie will be releasing on that soon and the links will be shared on the shownotes at pampagnani.jeremetcalfpodcast.com
After Dewey LeBoeuf, Pam became a partner in the Greenwich firm, Whitman & Breed.
As if Pam hadn’t had enough surprises, not long after Pam partnered with Whitman and Breed, Sotheby’s International Realty sought her out to run their Greenwich office. Long story short, she finally took their offer.
She transformed the office culture, technology even their physical working environment and took their office on every level to new levels.
What Pam implements and how she leads are using 6 keys she developed. They are the 6 keys not only to lead an office of agents in luxury, but to be a leading agent in luxury. Hence her impressive results.
I cannot wait for you to hear this amazing woman share how she does it.
00:00 – Pam Pagnani: The 6 Keys to be a Leading Luxury Agent 01:34 – Pam’s personal background and history before real estate 07:07 – Life lessons to success in spite of challenges/tragedies 13:26 – An overview of crafting and development of Pam’s initiatives 15:44 – Mentoring initiative and implementations 20:52 – Networking initiative and associated strategies 31:33 – Collaborative initiative framework for team and community 41:20 – Office/work environment renovation initiative and implementation 44:15 – Book clubs initiative for agents from diverse branches 46:02 – Walk and Talk with Pam initiative 49:45 – How to be a great leader 51:04 – What Pam thinks makes a great and successful agent 53:31 – Pam's greatest resources in contributing to her success 54:21 – The most influential book(s) in Pam's life and career 57:51 – Pam’s ultimate advice to realtors
272. Ivan Estrada: How to Brand with Purpose: the 3 essentials
00:57:12
Today I’m talking to Ivan Estrada with Douglas Elliman in Beverly Hills. Ivan is not just a top luxury real estate agent, he is the Best Selling Author of Brand with Purpose.
Ivan has been featured on Bravo’s “Million Dollar Listing”, HGTV’s “House Hunters” and NBC’s “Open House” as a Los Angeles T.V. personality and is continuously featured in the L.A. Times, NY Times, Forbes, Curbed LA, The Hollywood Reporter & Dwell Magazine.
Ivan come into the business an unlikely candidate for the ranks of luxury, especially in Beverly Hills. Being acutely aware this, in the beginning, what was true about him, his humble origins, being from Mexico, growing up on the other side of the tracks his father a janitor, Ivan originally covered up and kept it all a secret. As he worked hard and grew his business he came to realize that hiding who he was was actually holding him back.
Ivan shares his story and talks about how to find your passion, stay true to your story, accelerate your career, and How to Brand with Purpose.
00:00 - Ivan Estrada: How to Brand with Purpose: the 3 essentials.
05:17 - Ivan talks about his life story and his book
08:04 - Values, Principles, and Foundation: Formula for success
18:11 - What makes Ivan so awesome
21:59 - How does he define principles?
24:51 - Artist to CPA: How does that work?
30:09 - What is the key to transformations?
33:25 - Some tips on successful career
39:32 - How Ivan handles the challenges in his life
42:19 - What he learned when he became an agent
51:00 - The Final 3
52:59 - The biggest takeaway people get from Ivan’s book (Brand with Purpose)
"Do an audit on yourself; identify your foundation's principles and values, take action and watch your career transform."
Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.
All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”
273. Donna Browning: How to Launch and Lead to the Top
01:07:12
Today I’m talking to Donna Browning with ONE Sotheby’s International Realty in Brevard County Florida and surrounding.
Donna Browning has been a licensed real estate broker in the state of Florida for over 23 years. She started with small brokerage and shortly after launched a boutique brokerage.
After Building her successful brokerage, life happened and she had to move. So Donna moved and did it again, launched and lead another top boutique brokerage.
It didn’t take long for Donna’s strong track record for successful launches and leadership to capture the notice of national brokerages leading to Donna’s success in leadership on a new level.
Today, Donna leads 5 offices at ONE Sotheby’s International Realty; she says she has found her home.
For the first time here on the Jere Metcalf Podcast where top real estate agents tell how they do it, Donna shares her story and How to Launch and Lead to the Top.
0:00 - Donna Browning: How to Launch & Lead to the Top
5:15 - Donna talks about cultivating culture
8:43 - How the best agents grow
11:30 - How Donna got into real estate
18:42 - Donna’s first ‘launch’
24:26 - Four Seasons to Welcome Home Realty (aligning, building and branding for your market)
27:48 - Management in real estate from properties to brokerages
30:36 - Characteristics of the most successful agents
Don't forget what you have to offer the world, and what the world might be willing to offer you
Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.
All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”
274. Ashton Lewis: How to Breakthrough and Excel in Luxury Real Estate
00:44:48
Today I’m talking to Ashton Lewis with Compass in Atlanta and a BreakthroughLuxury Coaching member. A real estate agents for just under 5 years and young, his mid twenties, Ashton is already has and sells exquisite multi-million dollar listings in Buckhead and across Atlanta, on market and off market deals.
Despite unforeseen challenges in his start, challenges that would be a sign and reason to stop trying for most, Ashton pushed through and will admit that he has already exceeded his own expectations.
Ashton, a true leader in every sense, shares how he has succeeded and continues to take it to the next level.
Generously, openly and sharing parts of his story he has never shared before, Ashton tells us How to Breakthrough & Excel in Luxury Real Estate.
0:00 - Ashton Lewis: How to Breakthrough & Excel in Luxury Real Estate
4:38 - Ashton gets started with his real estate story
7:30 - Three powerful things
12:04 - Winning multi-million dollar listings
15:13 - Biggest challenges Ashton faces and how he navigates them
20:50 - The right people
25:05 - Overcoming obstacles
27:58 - Ashton's biggest aha
33:20 - Why Ashton came into the business and where he is now
Never give up, and always live your life by giving your time, your talent, and your treasure, and if you do that, no matter what you do on life, you're going to be successful
Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.
All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”
275. Haifa Khoury: How to Win Listings & Ideal Clients
00:52:33
Today I’m talking to Haifa Khoury with Sotheby's International Realty in Silicon Valley. Haifa grew up in Palestine, due to her own persistence and innovation skipped her senior year in high school, and went to college in Berut. After college she went home and was teaching school in Palestine. It wasn’t long before Haifa met the man who she would marry and move to America to raise a family. In 1980, in her new home, the United States, far away from everything she knew Haifa was divorced with 3 children under the age of 6. Haifa had a family to support and needed to find a way fast. You may recall, interest rates were 18, 19 and 20% and the stakes were high. Everyone told her it’s too risky, you’ve got a family to support, you can’t do real estate. Haifa saw opportunity in the problems of the market. She had a vision; she knew her drive and went for it. Within 1 year, she was the #2 agent in her office. Today she is a top real estate in Silicon Valley and in the US alongside her daughter Ruba. See them at: https://rubaandhaifa.com/
This year alone, Haifa has been on 39 listing presentations and won 38 of the 39 listings. Haifa has a business, service systems and marketing that generate warm leads and new clients not quarterly, monthly or even weekly but every day. Haifa says she knows the market and the numbers better than any agent and never stops learning. She serves her clients beyond their biggest expectations. She says, “we go the extra mile and don't call it extra.” And Haifa shares the importance of giving, that giving more than you expect and the growth that creates creates abundance for you that is far beyond what you could imagine or ever take.
Haifa and I talk about How to Win Listings and Ideal Clients.
00:00 - Haifa Khoury: How to Win Listings & Ideal Clients
00:45 - Winning 38 listings out of 39 listing presentations
08:41 - Getting into real estate: the background story of Haifa
15:15 - A story about persistence
21:08 - How Haifa got ahead of the market
24:14 - Navigating the reality of higher interest rates with clients
25:48 - The mindset & perspective to see opportunities
27:41 - A “biggest lesson” we can learn from Haifa
31:16 - Haifa talks about caring for clients
36:08 - The evolution of Haifa’s business strategies
38:08 - Rising above the competition: from the beginning to now
"Marry the House, date the rate." "If you take care of the client, the client will take care of you." "The more you help people, the more God will bless you." "Always do
276. Melissa Castillo: How to Elevate Your Career for Extraordinary Outcomes
00:44:18
Melissa Castillo is a real estate agent with ONE Sotheby's International Realty and a BreakthroughLuxury coaching member.
Just a couple of years into real estate Melissa’s successes already include transactions at the $50,000,000 price point.
But, it wasn’t always this way. Melissa was born in Cuba.
Just before she turned nine years old, her mother and father moved to the United States. She remembers her parents knew the enormous risk it would be leaving the rest of their family behind and the security it gave them knowing they would be passing down their home to them. Just a few days after their departure, their home the Cuban government took their home from her family. Melissa remembers the fear and hopelessness she felt when she found out.
She said that it was in that moment, at just 8 years old, she made a commitment to dedicate her life to helping others secure their home and ownership in real estate.
Melisa and I about how she is tapping into the market of $50,000,000 buyers and sellers and How to Elevate Your Career for Extraordinary Outcomes.
Shownotes-
00:00 - Melissa Castillo: How to Elevate Your Career for Extraordinary Outcomes
04:11 - A brief background of Melissa Castillo
06:56 - The most precious thing
10:21 - A turning point for Melissa
15:34 - Navigating relationships: the key to success
18:18 - How to align with the right people
22:26 - Insights for growth
27:31 - Working with high-caliber clients
32:34 - A small gesture exemplifies everything - how to do it
Quotes: "Negotiate past the monetary goal." "Get to know yourself & Be comfortable with yourself."
Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.
All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”
277. Roxanna Urban: How to Build Relationships that Build Your Business
00:54:08
Today I’m talking to Roxanna Urban
Born and raised in South Florida, she entered the industry in 1995 through real estate financing as a mortgage broker working for large national lenders.
After doing this for nearly 15 years, she finally decided to follow her passion and transferred into Sales. But she didn’t start her career in sales in South Florida where she grew up with a vast network. She started in Lauden County of Northern Virginia, not an easy market to break into.
After almost 15 years as a top real estate agent in Lauden County, as of just a few months ago, today she is back in South Florida and a leader in real estate again, now as the Sales Manager for the Coral Gables, Brickell and Key Bascayne markets for ONE Sotheby’s International Realty.
In our conversation she brings vast perspective in leadership, sales and success as she and I talk about
How to Build Relationships that Build Your Business
Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.
All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”
Today I’m talking to Joy Andrews with Atlanta Fine Homes Sotheby’s International Realty and a BreakthroughLuxury member. With a degree in engineering, a father who immigrated to Nigeria to become doctor and a mom from true South Mississippi, also the medical field, the real estate broker route wasn’t the likely path or the one her family first had in mind.
Her career path started 20 years ago with a large scale builder developer where lead a team and became well versed in the operations side of development, she then worked in with luxury developers where she developed her expertise the architecture and design of luxury homes which lead to her work with a small team in resales and custom home new construction in the most expensive neighborhoods of Buckhead in Atlanta. Today she is a successful real estate agent serving her friends and the network she has built over the last 20 years.
Joy has an in-depth knowledge of the market best exhibited in my opinion by one of her most recent sales. This was a referral that came across her desk after a few other brokers had written it off as unsellable. Being the expert she is in real estate and development. She knew the market, researched the property and realized that this property wasn’t just unsellable, it would be worth at least two million dollars to a builder developer. She took the referral and sold the property for more than her two million dollar price.
Today, Joy Andrews shares her story as we talk about How to Align and Thrive.
Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.
All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”
Today you’re hearing best insights on winning listings from 3 of our most recent top rated interviews with agents from 3 very different parts of the country, the US, and 3 different companies. What they have in common is they are all luxury agents, top in their market and nationally ranked.
They are Vickey Barron, recently ranked #8 in the country from New York City with Compass, Haifa Khoury with Sotheby’s International Realty who is top of her market in Silicon Valley and top 1% in the country with over $1 billion in sales and Carrie McCormack #1 in her market in Chicago Illinois with @properties.
Each of these agents shares real stories at the table with their clients. What they really share is transparency, authenticity, how to show up, serve clients and eliminate the competition.
Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.
All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”
280. Ben Wood: How to Cultivate Serendipity, Against All Odds
01:12:07
A very special guest on the podcast this week. World famous architect, Ben Wood, who, in short, cultivated serendipity against all odds… not just in how he won business, in how he changed China and architecture globally.
Before he had made a name for himself, Ben, from a middle class family in rural Georgia, was winning business that world renowned architects were competing for.
He won business nationally and globally from developing growth management strategies for Snowmass, Aspen, Telluride and Park City to authoring the master plans for the Revitalization of New York Times Square to designing developments in major cities across the United States as well as in Japan, England and throughout Europe and in China.
Ben is perhaps is most renowned for being the Architect who designed Shanghai's famous Xintiandi (which means “New Heaven and Earth). Xintiandi is so successful that it has become a verb and not only in China but across the globe. Developers say to architects, ‘Can you Xintiandi this project for me?’
Ben says he listens to people and culture and he sees not only the vision and design, he sees opportunity where others didn’t. He's done it, not just once, again and again.
We talk about Ben’s life, how against all obvious odds, he cultivates serendipity.
*** Don’t miss Ben’s book releasing soon, ‘Into the Dragon’s Mouth’, stories from an American Architect Who Changed China. ***
Shownotes -
0:00 - Ben Wood: How to Cultivate Serendipity, Against All Odds
5:02 - Ben shares his back story
13:01 - Deciding to become an architect
22:47 - The story of winning
29:12 - Being a visionary (looking to the future, not the past)
281. Marko Gojanovic & Reid Heidenry: How to Dominate & Win
01:02:21
Today I'm talking to MR Luxury Group, that's M for Marko Gojanovic and R for Reid Heidenry in Miami Florida with ONE Sotheby's International Realty.
Just one year ago Reid and Marko partnered and just as in any great partnership, their efforts far exceeded what their individual outcomes would have added up to had they not. IN 2022 alone, they closed in excess $250,000,000.
In Miami Beach for 15 years and counting and first a real estate investor, Reid brings the experience of hundreds of transactions to the table.
Marko was in the hospitality business in Miami for over a decade and a partner in a well known hospitality group when he left it all for a start up in Los Angelos. That start up didn't make it; that failure was the beginning of the the great success of Marko and Reid, MR Luxury Group today.
Marko, Reid and I talk about, what makes their partnership work and their challenges, and how, whether individual agent, partnership or team, to Dominate and Win in luxury real estate.
Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.
All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”
Today I'm talking to Joshua Paul with ONE Sotheby's International Realty across the entire east coast and all of South Florida.
The greatest leaders serve. Better said by Lao Tzu, "A leader is best when people barely know he exists, when his work is done, his aim fulfilled, they will say: we did it ourselves."
For someone who has had the pleasure of working with Joshua for the last year, me, that sums it up for Joshua. Google him, search him, you wont find much. You meet him, you get the rare opportunity to be in the presence of a true leader.
Joshua started in ministry, expanded to technology and today is the Director of Operations for ONE Sotheby's International Realty, the largest affiliate of all of Sotheby's International Realty with over 1,500 of the top real estate agents in Florida.
From kids for whom all hope had been lost until they cross the path of Joshua, to top brokerages and top agents in the country, Joshua Paul meet you where you are, and makes magic happen.
Joshua and shares what it means to get results in 3 parts. He says it's about (1) strategic leadership, (2) client-centric service, and (3) innovative process improvement.
He talks about the importance of being and cultivating leaders that drive culture, achieve business goals, and foster healthy relationships that enable and empower success.
In our conversation today, Joshua will share his all too often untold story and How to Make Your Dream Reality.
Shownotes-
00:00 - Joshua Paul: How to Make Your Dream into Reality
01:20 - Joshua shares how his career evolved into a real estate
09:42 - Bible, business, and engineer
11:46 - Understanding and applying truth and principles
16:22 - The common denominators of top agents
20:31 - About success
22:34 - The importance of connections in real estate
With thousands of downloads and and a top podcast, thanks to you, our listeners and fans!!!
Today’s interview is the the best of the 3 most downloaded interviews to date.
The last interview you’ll hear in this episode is from my conversation with Arthur Sharif, the real estate agent for the first hundred million dollar sale in the US and with Sotheby’s International Realty in Silicon Valley, Episode 258, How to Break Records and Be First.
Before Arthur, Larry Rideout, Owner and Founder of Gibson Sotheby’s International Realty, Episode 255: How to Lead, Really.
And First, Jacob Watkins, partner founder of Corcoran Reverie and a top Agent and Broker on 30A in Florida, Episode 257: How to Become a Record Breaking Agent Overnight. Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.
All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”
284. Howard Poulton: How to Become the Agent for $100,000,000+ Deals
01:08:23
Today I’m talking to Howard Poulton with ONE Sotheby’s International Realty in South Florida and a BreakthroughLuxury Member.
Before becoming a luxury real estate Broker, Howard, as a teenager and until his mid twenties, was working on the construction sites of luxury estates. Unknown to him at the time, the foundation was being set for his thriving career in luxury real estate listing and selling estates and developments including his $350,000,000 ocean-front listing development on Catalina Island.
Howard shares his story, how he did it and what is most important to know to break in and be successful in luxury real estate as he and I talk about How to Become the Agent for One Hundred Million Dollar Deals.
Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.
All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”
285. Jack Floyd: How to Cultivate Experience and Create Opportunties
01:05:24
Today I’m talking to Jack Floyd, partner to Michelle Floyd with ONE Sotheby’s International Realty and number 1 team in Ponte Vedra Florida. Son of a home builder and residential real estate agent, Jack grew up doing everything in the business from visiting construction sites with Dad to preparing homes for showings with Mom. “But I wanted to something different; I never thought I’d be in real estate” he says. He wanted to be an attorney and even considered being a Psychologist. He shares that he played hockey and thought at one point that he might have a chance to play professional hockey.
Once he was out of school, it hit him. He says, “I realized I know real estate like the back of my hand. I’ve been around it my whole life.”
After attending Florida State, Jack joined Chubb Development as the project manager of a 9 home private development in the Bahamas. He also opened, ran and sold a water sports business whose success thrived on hospitality.
After selling his business, he merged his entrepreneurial success, expertise in hospitality and his advanced knowledge and experience in real estate development, construction and negotiation to launch his career as a luxury real estate agent. Today, Jack and I talk about, How to Cultivate Experience and Create Opportunities.
Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.
All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”
286. Reid Heidenry: How to Create Immediate & Longstanding Success
01:01:34
Today, back on the show for episode 286, I’m talking to Reid Heidenry of the MR Luxury Group with ONE Sotheby’s International Realty.
His first interview on the show, episode 281, he and his partner, Marko Gojanovic, shared how they leveled up their business and closed over a quarter of a billion dollars in luxury homes in 2022 alone.
This interview, we have Reid in a one on one to learn more about his story. Reid shares his decision to move to Miami almost 2 decades ago, knowing no one.
He talks about the risks, the losses and the wins. He talks about breaking in fast through rentals to get the bills paid, and how he transitioned and turned being the ‘rental guy’ from a limitation to an opportunity to become a premier luxury listing agent in Miami Beach. Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.
All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”
287. Marko Gojanovic: How to Make a Name and Win in the Luxury Market
01:01:05
Today, back on the show for episode 287, I’m talking to Marko Gojanovic of the MR Luxury Group with ONE Sotheby’s International Realty.
His first interview on the show, episode 281, Marko and his partner, Reid Heidenry, shared how they leveled up their business and closed over a quarter of a billion dollars in luxury homes in 2022 alone.
This interview, we have Marko one on one to learn more about his story.
Marko shares from his family’s move from Croatia to the United States when he was 2 years old, to a top tennis player with two wrist surgeries that ended his tennis career at 24 years old, to a model; to leader in Hospitality and partner and developer in building, from scratch, restaurant and clubs that quickly became Miami’s go-to places, to now, just 2 years into the business, a top real state real estate agent in the country.
Marko and I talk about How to Make a Name and Win in Luxury Real Estate.
0:00 - Marko Gojanovic: How to Make a Name and Win in the Luxury Market - 0 to $250,000,000+ in year 1
2:41 - Marko before real estate
8:38 - Hospitality business to top luxury agent
13:04 - How Marko closed his first client
15:56 - Coming back to Miami and recreating his life
23:06 - How self-development grows your business
26:59 - Daily habits & mindset
32:52 - How aligning with the right agents grows your business
34:57 - Being the connector
41:00 - How to make the transaction fun and memorable for clients
Big Money Energy: How to Rule at Work, Dominate at Life, and Make Millions by Ryan Serhant
Quotes-
“Think about the people. Think about the perspective. Think about the relationship.”
“The more you work on yourself the better your business will be.”
Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.
All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”
288. Cindy O'Dare and Richard Boga: How to Leverage the Best Resources for Results
00:52:59
Today I’m talking to Cindy O’Dare and Richard Boga of the O’Dare Boga Team in Vero Beach Florida selling $200 million to $300 million dollars in real estate annually. If there’s a sales record on the east coast of Florida from beach front, waterfront or land, Cindy and Richard have broken it. As much as their success is an outlier so are their starts in real estate. Cindy started as a house cleaner and cook for celebrities and captivated opportunities that sound impossible, even with the benefit of hindsight. She represented likes of Jimmy Buffett, The Eagles, and Eric Clapton—including the Golden Beach home that inspired Clapton’s album “461 Ocean Boulevard.” Her first sale, also a record breaking sale, was three homes on North Bay Road to the Bee Gees. Richard started in business listing and selling premier properties right away. Even with all of the connections and succsss, he knew he needed more to get to the next level. He took the job as assitant to Cindy to get the knowledge and experience he was looking for. Today Cindy and Richard, now partners in the business, share with us, the challenges of finding the right people including partners, how they created their partnership, and secrets of their success from marketing and business development to operations.
We talk about How to Leverage the Best Resources for Results
00:00 - Cindy O'Dare and Richard Boga: How to Find and Leverage the Best Resources for Results 01:25 - How and why did they got into real estate; 2 very different stories 06:34 - They share their less common story aligning as business partners 16:23 - Keys for a successful partnership 20:42 - The importance of self-branding 25:55 - An assistant to a top producer 31:01 - An honest conversation about the market 40:09 - They advise on how to find a fake buyer vs a real one 41:54 - The most important lesson in creating great partnerships 44:41 - The Final 3
Today I’m talking to Thomas Wright. He is a top real estate agent in Salt Lake City Utah, and he is a partner and President of Majestic Realty Collective, a prominent group of Sotheby’s International Realty that represents one of the largest affiliates in the world, by dollar volume, and currently spans the Western United States, while continuing to grow its footprint. In 2022, alone they sold $13.3 billion in real estate in major metropolitan and resort markets including Denver, Salt Lake City, Lake Tahoe, Boise, Sun Valley & Palm Springs.
Most who know Thomas also knows he’s passionate about his involvement in politics. Going against the common advice, don’t mix work and politics, Thomas brings a new bold transparent approach.
Thomas served as the Chairman of the Utah Republican Party from 2011 to 2013 and was a candidate in the 2020 election for Governor of Utah
For Thomas, it’s not about “the politics”, it’s about transparency, authenticity, community, integrity, leadership and excellence that matter.
Thomas and I talk about, How to Show Up and Win.
0:00 - Thomas Wright: How to Show Up and Win
3:29 - The biggest challenge in the shifting market
Quotes "If you want to be successful, you have to create a process and a system that are sustainable and scalable."
Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.
All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”
290. Alei Merrill: How to Eliminate Struggle and Thrive
01:17:59
Today I’m talking to Alei Merrill with Alei International in Eagle Idaho.
Alei is a top agent in her market selling the most expensive homes in her market running her business under her personal brokerage alongside her 2 of her daughters.
Before Alei was a real estate agent, she founded and ran a school and started and ran a travel agency of travel agents that had 4 offices she ran. All of that and, by the way, she was raising her 5 children.
And that just touches the surface. Her 5 children became passionate entrepreneurs who made their way through school running their own small businesses.
Alei shares that her focus and passion in all of her businesses has been listening to her clients and creating the experience for them that they are looking for whether in education in the school she founded, in travel in her travel agencies or what better than in their homes, hence her career in luxury real estate today.
Most insightful from Alei was her clarity on her relationships with her clients and how she gets to the bottom of one of the greatest challenges we all find as real estate professionals, breaking through their barriers to guide them in making the right and the best purchase or sale that they come to us for.
Today, Alei and talk about her story, the lessons, powerful insights and all in all, How to Eliminate Struggle and Thrive
00:00 - Alei Merrill: How to Eliminate Struggle and Thrive
00:40 - Alei’s story
02:16 - Reaching success
10:21 - Knowing your vision
15:25 - Navigating emotions
16:44 - Alei’s first transaction
20:54 - Opening a brokerage
26:29 - How to commit and reach the next level
28:46 - Alei’s biggest ‘aha’
30:37 - Her greatest lessons or experiences
40:02 - The elements of being successful
44:48 - A story about handling challenging situations
53:37 - The key components of your relationship and conversations with sellers
Failure is a gift. You have to look at it that way instead of just shutting down.
Most successful people have failed more times than a loser. That's how they became successful.
Ask a lot of questions. Communication is our number one quiver in our little box of tricks. Jere interviews the world’s most renowned and best real estate agents around the country and the world. These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive i
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