Top Real Estate Agents Tell How They Do It: Jere Metcalf Podcast – Détails, épisodes et analyse

Brett Dickinson | How to Land, Market, and Sell a Masterpiece Property (Round 2)

The #1 Real Estate Agent in La Jolla
Brett has broken multiple sales records, including the two largest residential deals ever recorded in La Jolla’s history — one in the Shores and the other in the Country Club — as well as the highest sales ever on the waterfronts of Bird Rock and Point Loma. 

In his first conversation — episode 210, How to Break Records in Your Business — Jere and Brett talked about how to break “formerly undefiable price records.” 

In this episode, he’s sharing not just how he wins a masterpiece listing, but how he lands the opportunity, markets the property, and closes the transaction. 

If you’ve ever wanted a raw look behind the curtain at how the biggest listings are won — against the fiercest competitors — this is the episode.


🎧 Listen in for insights on:
• How to compete and win luxury listings—against the fiercest competitors
• The role of time and timing in high-stakes negotiations
• Marketing is not just a checklist
• Why pricing is a marketing tool, not just valuation
• How Brett landed more articles for his listing than Marilyn Monroe's home
• The gatekeeper
• Identifying and qualifying buyers
• The mindset shift from commission-driven to client-driven service

🔑 Top Takeaways
• “Play a winning game.” Don't just show up—study the competition, set the table, and deliver better.
• Gatekeepers matter more than titles. They shape who gets in the room and what happens next.
• Don’t chase comps—create context. Brett convinces buyers by shaping the story, not citing price per foot.
• Defend your value. Discounting your commission tells the client you don’t believe in your worth.
• Strategic timing wins deals. The right message delivered at the right moment can be the deciding factor.
• Marketing isn’t optional—it’s the investment. Custom branding, PR strategy, and storytelling made Sandcastle iconic.
• Integrity creates long-term wins. A lost deal due to honesty led to future loyalty and new clients.
• You don’t have to be famous—just to the right people. Brett’s wife helped him understand the power of positioning.


🎙️ Sound Bites
“I got him a big bottle of ‘Shut the F*** Up’—because knowing when to stop talking is a power move.”
“It's not about playing the commission game. That’s the wrong game.”
“Set the table.”
“You never know what a buyer or seller is going to do—until they do.”
“You want to be very famous to a small group of people.”
“People don’t buy square footage.”
“Enjoy the journey”


📖 Books and authors mentioned

Positioning by Al Ries and Jack Trout

Good to Great by Jim Collins

Blink by Malcolm Gladwell

Thinking, Fast and Slow by Daniel Kahneman

Pitch Anything by Oren Klaff

Also mentioned
Lex Fridman Podcast #399
Jared Kushner: Israel, Palestine, Hamas, Gaza, Iran, and the Middle East 

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JMPodcast.com
Where top real estate agents well how they do it.

This podcast is where real estate agents across the country to come together sharing ideas to take your there and our business to the next level.

► YouTube Channel: YouTube.com/c/JereMetcalfPodcast

Jere Metcalf Podcast – Episode 319 

Steven Shane | How to Become and Remain a Top Luxury Broker (Round 3)
Back for Round 3, Steven Shane is one of the most accomplished and respected names in luxury real estate.

Consistently in the Top 3 brokers in Aspen, Colorado
The #1 Compass broker in Aspen
The #4 Compass broker nationwide

Named year after year among the Top 100 agents in the country by The Wall Street Journal

Steven first joined us in Episode 152: How to Become and Be the Top Real Estate Agent for the High-Net-Worth Client.  In Round 2, Episode 306, we explored How to Be the Top Agent in the Highest Price Points in Luxury.  And now in Episode 319, we take it a step further:  How to Stay the Top Real Estate Agent in Luxury.

🎧 Listen in for insights on:
• Staying at the top in the most competitive markets
• Building authentic client relationships
• Marketing and messaging that converts
• Leveraging empathy as a business advantage
• Reinvesting in your brand for sustained success

🔑 Top Takeaways
• Success is relative—and earned
• Reinvesting in your business pays off
• Creativity and hustle win
• Messaging + reach = marketing impact
• Listening is your best negotiation tool
• The Aspen market is unlike any other
• Empathy isn’t just personal—it’s professional
• Long-term vision matters more than ever
• Comparison is the thief of joy

🎙️ Sound Bites
"Success is relative."
"Outwork your competitors and be more creative."
"Be yourself. Be a good person."
"Our business success is based on empathy."
"You have to love what you do."
"You need long-term vision in real estate."
"The way you know how to speak to someone is to listen."
"The single greatest thing you can do with a client is to have them understand that we are in it together."

📖 Books and authors mentioned

• The Nightingale – Kristin Hannah   https://amzn.to/3E4bEHr
Historical fiction set in WWII France, featuring strong female protagonists and themes of resilience.

• The Women – Kristin Hannah   https://amzn.to/4lFKY0y
A recent release about American women serving as nurses during the Vietnam War. Also centers around powerful, layered female characters.

• The Fountainhead – Ayn Rand   https://amzn.to/3XTzeNJA
A classic novel about architecture, individuality, and

JMPodcast.com
Where top real estate agents well how they do it.

This podcast is where real estate agents across the country to come together sharing ideas to take your there and our business to the next level.

► YouTube Channel: YouTube.com/c/JereMetcalfPodcast

Today I’m talking to Robbie Briggs, Founder and former CEO of the top luxury brokerage in Dallas Texas, Briggs Sotheby’s International Realty.

Robbie walks us, with full transparency, through his journey to the top where he remained steadily for a few decades until a sudden near crash. The near crash that was reality for Robbie is one that remains only in the worst nightmares for most entrepreneurs. It was through sheer faith, focus and action that positioned Brigg’s Sotheby’s, in the end, in its most profitable position since its founding.

Robbie gets real, shares on the ground examples and goes deep as he and I talk about Building a Real Estate Empire and Transforming Adversity to Advantage Along the Way.

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💜 Subscribe to my channel:   https://www.youtube.com/@JereMetcalfPodcast

================
Chapter Notes:
00:00 Introduction
01:40 The Luxury Real Estate Market: What Should We Know
06:38 Work Hard & Work Smart
12:08 Competition Means Success
15:34 A Success Story
19:18 Building Confidence
21:47 Positioning Yourself for What You Want
23:53 What Makes a Top Agent
30:40 Turning Competition into Collaboration
35:37 Building Your Network, the one you want
42:59 Difficult Times
52:49 Discovering You
54:08 Believing in Yourself
01:00:43 The Most Challenging Part
01:05:26 The Powerful Resource in His Success
01:11:01 Must Read Book
01:14:58 The One Thing


People/ Resources Mentioned:
- Elon Musk
- Tim Ferriss
- Nike
- Phil Knight
- Gary Vaynerchuk
- Briggs Freeman Sotheby’s International Realty
- Melissa Frantz Ellerman
- George Orwell
- Kevin Brown
- Joe Rogan
- Jordan Peterson
- Mother Teresa


Books:
- Shoe Dog by Phil Knight
- The Bible
- Living Fearless: Exchanging the Lies of the World for the Liberating Truth of God by Jamie Winship


Quotes:
“I don't have to prove anything to anybody. I'm enough. I'm loved, and this is who I am. And because I know who I am, I know what to do.”

================

About the Jere Metcalf Podcast:
Jere, current coach and consultant, former top luxury real estate agent of Sotheby’s International Realty, interviews the world’s most renowned and best real estate agents around the country. These Agents tell their stories, how they got into the business and what has made them successful from their biggest mistakes to their biggest breakthroughs in one of the oldest and most competitive industries.

All shownotes, videos and more at JereMetcalfpodcast.com

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JMPodcast.com
Where top real estate agents well how they do it.

This podcast is where real estate agents across the country to come together sharing ideas to take your there and our business to the next level.

► YouTube Channel: YouTube.com/c/JereMetcalfPodcast

Today I'm talking to Todd Peter in Palm Beach, Florida with Sotheby's International Realty. 

Todd is one of the top luxury real estate agents in Palm Beach and the nation. Todd works alongside his wife, Frances Peter, recently on the show, episode 216, How to Sell to and For Billionaires, with Discretion.  They represent numerous premier luxury listings and have an impeccable track record of success across countless high-end sales and rental transactions including 1473 North Ocean Boulevard, offered at $49,500,000; Celine Dion’s 215 South Beach Road, offered at $38,500,000; and 1255 North Ocean Boulevard, offered at $15,750,000, and most recently, Gemini, offered for $110,000,000. 

Todd and I talk about 
‘How to Break into the One Hundred Million Dollar Home Market.’

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

JMPodcast.com
Where top real estate agents well how they do it.

This podcast is where real estate agents across the country to come together sharing ideas to take your there and our business to the next level.

► YouTube Channel: YouTube.com/c/JereMetcalfPodcast

Today I’m talking to Jeff Wilson in Washington DC of TTR Sotheby’s International National Realty. 

As a native Washingtonian, Jeff W
has been selling luxury real estate for 33 years - it's what he knows and it's what he loves. With extensive market knowledge backed by years of experience in both bull and bear markets, Jeff skillfully and strategically advises his clients to achieve the best possible outcome. The result has been consistent recognition by The Wall Street Journal as one of the most successful real estate agents in America. He’s proud not just to run the highest producing team, brokerage wide, he's proud to be a husband and father of 3 beautiful girls.

Jeff and I talk about 
“How to Break $100,000,000 in Annual Sales”.

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

JMPodcast.com
Where top real estate agents well how they do it.

This podcast is where real estate agents across the country to come together sharing ideas to take your there and our business to the next level.

► YouTube Channel: YouTube.com/c/JereMetcalfPodcast

Today I'm talking to Jorge Uribe of One Sotheby's International Realty in Miami, Florida.

The agent who has broken the highest sales price in Miami by more than two times the former record price, the agent who is consistently between the #1 and the top 5 agents in Miami, the agent who is consistently top 50 in the country, Jorge keeps things simple.

Throughout the interview, his focus comes back to 3 key things again & again. It turns out that what has given him the life true to who himself, true to his values, are 3 'keys' that transformed him into a multibillion-dollar agent.

Today we talk about the 3 'keys' to transform into a multibillion-dollar agent

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

JMPodcast.com
Where top real estate agents well how they do it.

This podcast is where real estate agents across the country to come together sharing ideas to take your there and our business to the next level.

► YouTube Channel: YouTube.com/c/JereMetcalfPodcast

Today I'm talking to Tim Stout, founder of True North Real Estate Advisors and in Coweta & Fayette County of Georgia (as well as Northeast Tennessee and Southwest Virginia). 

As a real estate agent selling well over 400 homes a year, Tim had the highest market share not of just any agent but of any brokerage in his market. Back for a 2nd interview, he is now the founder of the fastest-growing brokerage in his market. His spirit is one of growth and contribution; the result is market domination.

Tim and I talk about:
How to Build the Foundation for Market Domination.

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

JMPodcast.com
Where top real estate agents well how they do it.

This podcast is where real estate agents across the country to come together sharing ideas to take your there and our business to the next level.

► YouTube Channel: YouTube.com/c/JereMetcalfPodcast

Today, back on the show, I’m talking Joe Reitzug, a top Real Estate Broker with Cascade Sotheby's International Realty of Portland, Oregon. In Joe’s first interview, episode 214, How to Streamline to Win AND Serve Clients. He makes it clear and concise.

Today, for episode 217 he’s back to talk about, How to implement the plan that wins listings… and life balance.

• 00:49 - Joe Reitzug tells us about his team & how he manages them
• 05:44 - How Joe grows his business through listings
• 16:01 - Joe speaks to sharing and growth 
• 21:22 - How Joe communicates to build trust with Sellers.  
• 25:08 - Joe's process for the listing presentation. 
• 39:02 - How Joe implements consistent follow-up for listings 
• 56:10 - The Final 3

People/ Resource Mentioned

• Rica Ysabel Ramos
• Stephanie Reitzug 
• Joe Reitzug 1st Episode
• Mark Zuckerberg 
• Kevin B. Brown
• Nikki Field
• The Field Team 
• 3 Things to Know Podcast
• Zoom
• Cheryl's Cookies 
• Issuu
• Chris Voss
• Tom Ferry 
• Kyle Whissel 

Book

• Ninja Selling: Subtle Skills. Big Results. by Larry Kendall 

Quote

"Don't get so wrapped up with the automation and the tools and the tricks and all that that you forget to really solidify the relationship and make that connection and be authentic."


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

JMPodcast.com
Where top real estate agents well how they do it.

This podcast is where real estate agents across the country to come together sharing ideas to take your there and our business to the next level.

► YouTube Channel: YouTube.com/c/JereMetcalfPodcast

Today I'm talking to France Peter of Sotheby's International Realty in Palm Beach, Florida. 

A real estate agent in Palm Beach, Floridan, in 2005, Frances stepped into residential real estate working under and aligned with mentor, Cris Condon, the best of the best. Today, Frances is the best of the best. Working alongside her husband, Todd Peter, they represent numerous premier luxury listings and have an impeccable track record of success across countless high-end sales and rental transactions including 1473 North Ocean Boulevard, offered at $49.5M; Celine Dion’s 215 South Beach Road, offered at $38.5M; and 1255 North Ocean Boulevard, offered at $15.75M, not to mention one of their most recent sales, Gemini, offered for just over $100M. 

We talk about
How to sell to and for Billionaires
...with Discretion.

• Frances talks about how she got into the business (03:28) 
• How Frances evolved into a real estate agent representing billionaires (08:54)
• What is the secret in Frances' powerful marketing that never crosses the lines of client discretion (15:12)
• Frances shares some of her biggest challenges in being a real estate agent (24:40)
• Frances's biggest Aha on being a real estate agent (32:12)
• Frances talks about how to become or be a successful luxury real estate agent (35:44)
• The Final Three (39:05)

People/Resource-

• Todd Peter
• Cristina Condon
• Gary Vaynerchuk

Book -

• Never Split the Difference: Negotiating As If Your Life Depended On It by Chris Voss 
• Ninja Selling: Subtle Skills. Big Results. by Larry Kendall
• The Most Powerful Woman in the Room Is You: Command an Audience and Sell Your Way to Success by  Lydia Fenet
• You Are a Badass: How to Stop Doubting Your Greatness and Start Living an Awesome Life by Jen Sincero

Quote -

"There's a way to do this business with grace, you don't have to be too cutthroat about it."

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

JMPodcast.com
Where top real estate agents well how they do it.

This podcast is where real estate agents across the country to come together sharing ideas to take your there and our business to the next level.

► YouTube Channel: YouTube.com/c/JereMetcalfPodcast

Today I'm talking to Lars Carlson in Telluride Colorado with LIV Sotheby's International Realty. 

With over 30 years in real estate in Telluride and over 8% market share over the last 5 years, working with multi-million dollar clients comes naturally for Lars. In fact 'working with million-dollar clients' is not at all what he would call it. He knows the market and understands what a good negotiation really looks like.  He has honed is craft from listening, empathy, attention to detail, truly caring, and never taking himself too seriously.   Lars shares his insights and less obvious nuances of our business that have reaped many rewards and success over his 30 plus years as a real estate broker in  Telluride.

Lars and I talk about
“How to Represent 
Multi-million Dollar Buyers & Sellers”

• Lars Carlson shares how he got into real estate (00:55)
• A glimpse of the clients and market in Telluride (09:40) 
• How Lars does business (14:22)
• The best ways to develop business (15:20)
• What a good negotiation looks like (23:19) 
• Lars shares us his biggest challenge (31:27) 
• Lars's biggest advice in working and growing with clients (33:17)
• Lars talks about his best resource in his success (39:22)

People/Resource-

• Brad Webb
• Jim Rohn
• Thomas Wright

Book:

• Ninja Selling: Subtle Skills. Big Results by Larry Kendall
• Atlas Shrugged by Ayn Rand 

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

JMPodcast.com
Where top real estate agents well how they do it.

This podcast is where real estate agents across the country to come together sharing ideas to take your there and our business to the next level.

► YouTube Channel: YouTube.com/c/JereMetcalfPodcast