Top Real Estate Agents Tell How They Do It: Jere Metcalf Podcast

In this episode, Jere is talking to John Gonda, a top real estate agent in Los Angelos. In the business for less than 4 years, John has already broken sales records, starting a new business that serves his existing business as a top agent, and launching to new levels most real estate agents never dream of. In their conversation John shares his mindset and the small things that are making huge impacts in his career as he and Jere talk about How to accelerate your business to record breaking sales in luxury real estate… despite your age or your time in the business. ⏱️ Timestamps: 0:06 Jordan's Sales Records 1:03 The Challenges of Breaking In 2:03 Getting Traction Fast 2:51 Winning a Record Breaking Listing 4:20 Jordan's Secret to Building Connections 5:39 Talking About Price with Listing Prospects 7:28 Listing Appointments with Santiago Arana 8:56 Honing in on the Right Things 10:42 "Pop By's" for Men? 11:43 The 3 Things to Leverage 12:35 'The Off Market Advantage' in Luxury 14:43 Jordan's Lethal Combination for Success 15:54 Listening- & What to Listen For 18:06 Leveraging Resources for Clients 19:29 Checking Your Ego 21:10 Flipping Biggest Challenges of Being an Agent 21:54 Building a 'Business Feeder' for Your Business 23:58 Choosing What Risks to Take 23:58 Choosing What Risks to Take 25:21 Figuring It All Out 27:00 Leveraging What You Have For What You Want 27:58 Door Knocking 29:20 Making it Happen (Not Waiting) 31:28 Knowing What Makes You Stand Out 33:15 Making Door Knocking Work 37:21 Understanding MLS & What Agents Really Do 38:25 Jordan's Greatest Resource 38:53 Partnering on Transactions " Quotes "People want the real deal." "Align yourself with the right people." "Work as hard as possible." 🙋‍♂️ People mentioned: Santiago Arana Aaron Kerman Kurt Rappaport 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

In this episode Jere is Live in-person with Brett Dickison in La Jolla, at Brett's listing, The Sand Castle, offered for $108,000,000. Brett breaks down how he wins and sells ultra-luxury listings. They dive into pricing psychology, the motivators of the billionaire buyer, cooperative competition with agents, negotiation finesse, and why the best closers tell the best stories as they talk about How to Show Up & Dominate Listings. ⏱️ TIME STAMPS 0:00 Teaser Intro: Changing the Game 0:20 About the Sand Castle 2:13 You've Got the Listing, Now What 3:16 Changing the Price Reduction Game 4:57 Without this Photography Approach, You Lose Buyers for Your Listings 6:27 Being the PR Engine for your listings 7:18 Stories that Sell 7:32 Targeting The Real Buyers for Your Listings 11:17 Micro-events That Create Deal Flow 13:48 The Unseen Gems That Create Value For Listings 15:26 Becoming 'The Name' That Wins The Listings 16:27 Owning Your Value in Client Conversations 17:15 'The 15 Year Overnight Success Story' 19:09 Rationalizing the Price 21:00 Framing it 22:15 The Brand versus The One of a Kind Sale 23:17 The Power of Stories 25:15 Adjusting for the Buyer Pool 26:09 "Situational Hierarchy" 27:02 At a Listing Appt - It's Not About The Price 30:02 A Problem with Zillow 30:47 Communicating When Clients Are 'Not Right' about Price 33:07 Beating the Zillow 'Algorithm' 36:34 Opening Your Mind to Bigger Price Points 38:42 Being a Cooperative Competitor 43:04 Pricing Conversation at the Listing Appointment 45:15 The Performance Element in Negotiating 49:20 Use Your Negotiating Weapons 52:20 Commission Scripts, Conversations, and Stories 58:15 Brett's Greatest Resource for his Personal Success 59:32 Brett's Book Recommendation 1:02:13 Brett's Final Words of Advice 📖 Book Recommendations: Pitch Anything by Oren Klaff: https://amzn.to/4naBTNv The Truth About Pricing https://amzn.to/47UGOgT 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

In this episode, 324, Jere is talking to Erin Krueger, the number one real estate agent and team in Nashville, Tennessee, not to mention a top agent, at number 15, in the country. Erin is back, after 200 episodes, for round three. She shares where she is now, the incredible successes, and the unthinkable tragedies that have shaped her journey... and of course, the release of her new book, Capture the Culture, as Erin and Jere talk about: How to Build the Team and the Culture that Dominate the Market ⏱️ Timestamps: 00:00 Intro (About Erin) 00:44 Meet Erin 01:11 Her Book: “Capture the Culture” 01:53 Why Write It & Who It’s For 03:33 Difficult Days Don’t Define Us 05:59 Gratitude & Leadership on the Farm 07:04 Get Uncomfortable to Grow 07:28 The Insatiable Demand for Authenticity 08:01 Owning Your Power in Tragedy 10:48 Decisions Beyond the Bottom Line 13:55 Client Conversations in Difficult Times 15:31 “Real” Real Estate—When Clients Need Us 15:51 Caring Without Crumbling 17:29 Erin’s Tests for Hiring 18:59 Culture-Fit Interview Questions 20:28 Another 'Erin Hiring Test'... “Email Me Tonight” 22:02 How to Hire People Who Care as Much as You 24:58 Leading to Win (1/30/60/90; how and when to let go) 27:05 Nixing Negativity Before It Spreads 32:33 Commitment to Appreciation 33:38 Growing & Promoting Top Talent 37:56 Knowing Talent When You See It 39:41 Scripting and Authenticity 42:43 Setting the Appointment 43:08 Controlling the Conversation 43:54 To Build—or Not—to Build a Team 46:12 Team Culture Audits & Feedback 47:41 Owning Your Mistakes in Leadership 49:47 Strength in “I Don’t Know” 51:37 Commission Conversations & Articulating Value 52:33 “I’m Worth 12, but I'll Charge…” (value moments) 54:23 Erin’s Top Resource for Success 55:28 Should You Write a Book? 56:36 The One Thing to Remember 🔎 Quotes: “When you put yourself in uncomfortable positions and put yourself out there, things magically happen.” “Real estate is the vehicle; people are the priority.” “Listening is the number one skill in real estate.” “Leading my team, I’m like the NBA coach with a championship team—I push them to heights they didn’t know they could reach.” “Difficult days do not define us—what we do with them does.” “Fail forward. Don’t live in the setback—keep moving.” “Don’t half-ass things–do it 110%” 📖 Book: Capture the Culture by Erin Krueger https://amzn.to/4gk1kJR 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 with Daniel Tzinker, also known as the Penthouse King of South Florida and the top agent in Sunny Isles. Partner owner of The Agency in South Florida, Danny shares his spirituality and his journey—his childhood in Siberia, immigrating to Israel at 12, working there, and serving seven years in the Israeli military—before moving to the United States. He reveals how he broke into South Florida’s luxury market, including what he calls his ‘lucky story’—his first $20 million deal. He shares lessons from both success and failure, and his first million-dollar commission, as he and I talk about how to create multi-million dollar transactions, embrace your past, and own who you are. --- Timestamps: 0:00 Intro (About David Tzinker) 01:05 Meet David Tzinker 02:18 Life in Siberia and Isreal 05:25 Business Lessons From Hardship in Childhood 9:39 Hard Work and Heaven on Earth 12:01 Your State and Your Words 17:02 Owning Bad Decisions and Shifting to Great Outcomes 21:40 Daniel’s ‘Lucky’ Break 29:43 Preparation Meets Opportunity 31:35 A Lesson in Underestimating Momentum 34:45 Closing Prospects and Knowing the Market 39:09 Connecting and Compounding Business 41:49 Breaking out of Burnout 43:03 Why Clients Hire You 44:07 You Cannot Fake Caring 44:44 The Trillion Dollar Story 46:27 Learn, Serve, Grow 47:24 Daniel’s Greatest Resources for Success 51:13 Daniel’s 2 Book Recommendations 51:36 Daniel’s Final Word of Advice Quotes: "There’s no elevator for success. You’ve got to take the stairs." "Remember, preparation meets opportunity." "The other agent is not competition. The other agent is my client." "Work isn’t our curse, it's our blessing, it’s our way back to heaven on earth." "You cannot pretend and you cannot fake caring." "Love the other person like he like to be loved. Not like you love yourself because I'm very hard with myself. I'm very hard." "Kindness tips the universe in your favor.” Books Mentioned: Unreasonable Hospitality: https://amzn.to/3UQvEC8 Atomic Habits https://amzn.to/4lL34Nj 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

In this episode, Jere is talking to Sharon Beck, a powerhouse real estate agent in South Florida. In just five years, she’s broken three sales records and built a thriving business by turning relationships, a passion for service, and unapologetic candor into multimillion-dollar deals. She shares the challenges of transitioning from her former career into real estate—and how she earned the trust of ultra–high-net-worth clients in an ultra-competitive luxury market—as she and Jere talk about How to Build Record-Breaking Sales Through the Power of Your Network. 🕘 Time Stamps: 00:00 Intro 01:00 Meet Sharon Beck 01:57 Sharon's Journey: Transitioning into Real Estate 04:31 The Power of Philanthropy and Personal Branding 06:07 Owning Your Voice and Values 08:14 The Transition to Real Estate: Challenges and Opportunities 09:58 Accessibility in Real Estate: A Key to Success 11:55 Pivoting from Commercial to Residential Real Estate 14:43 Building Relationships and Trust in Real Estate 16:56 Embracing Identity and Authenticity in Business 18:38 Overcoming Challenges and Establishing a New Identity 21:18 Navigating Challenges in Real Estate 21:50 The Importance of Visibility and Making Connections 22:19 Listening that Closes Deals 24:27 Understanding Client Needs and Building Trust 26:29 Overcoming Challenges in Client Relationships 28:51 The Power of Mindset 29:53 Building the Right Connections 30:45 The Role of Philanthropy in Business 32:37 The Go-Giver Philosophy 34:02 – Working with ‘Difficult’ Clients 36:25 – The Core of Client Trust 37:03 Final Takeaway: Find and Fuel Your Fire ​🎙️ Sound Bites: “Go big or go home.” “You can never truly succeed if you have a fear of failure.” “Listening is the biggest part of this business. You have to really listen to clients.” “We don’t ‘sell property’; we make dreams come true.” “The more abundance you put out there, the more it comes to you.” “Never lose your fire.” “This is America, honey, the land of the free and the brave… we have to learn how to get along with all different opinions.” “Put yourself outthere, and keep going… every problem has a solution. There is always someone out there that can help you solve any problem.” 📖 Books and Authors Mentioned​ The Go-Giver: A Little Story About a Powerful Business Idea, by John David Mann JereMetcalfPodcast.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

🎙 Episode 321: How to Live Who You Are and watch your business soar Back for round 2, Jere talks to top luxury agent, Carly Sostheim with Cocoran Reverie on 30a in Florida, from Panama City to Destin. Since her first episodeon the show (Ep. 234: How to Transition with Traction and Trajectory for Growth), Carly has been featured on HGTV’s House Hunters, made record breaking sales, and had many of her exceptional listings, including, most recently, 4200 Northshore Islands Road, featured in Mansion Global. In this episode, we dive into what it really means to lean all the way in to who you are—and how doing so will make your business soar. ​​ 🎧 Listen in for insights on: 🔑 Top Takeaways: 🎙️ Sound Bites: 📖 Books and Authors Mentioned: https://amzn.to/3HwMOB0https://amzn.to/43KdOVlhttps://amzn.to/4jvrr0tJereMetcalfPodcast.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

Back for Round 2 on the show, Brett Dickinson — the #1 REAL ESTATEagent 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. ----- Chapters: 1:26 – From Tennis Pro to Top Agent 3:40 – Tennis Strategy Meets Real Estate Strategy 6:24 – Pricing and Marketing 8:12 – The Pricing Conversation at the Listing Appointment 9:51 – Case Study: The Sandcastle Listing ($108M) 12:27 – Never Underestimate the Gatekeeper 14:25 – Competing Against the Best: The Listing Interview Breakdown 17:38 – PR Wins 225 Free Organic Articles... 2x Marily Monroe’s home 18:12 – The Power of a Strong Partnership 21:04 – Handling Multiple Interviews and Commission Conversations 24:46 – Play the Winning Game 25:28 – ‘Setting the Table’ to Win 26:19 – Relatability and Holding the Frame 30:01 – Time and Timing 33:40 – Custom Branding & PR Strategy for Listings 35:33 – Pricing as a Marketing Tool 35:51 – Strategic Marketing Isn’t Just for $100M Listings 37:06 – Identifying and Qualifying Buyers 40:30 – Keeping Perspective and Enjoying the Journey 43:47 – Looking Out for Clients 46:40 – Navigating Emotions from Breaking to Making the Deal 48:37 – Brett’s Greatest Resource for Success 50:56 – Books that shifted Brett’s understanding of selling real estate 52:21 – If You Remember One Thing... JereMetcalfPodcast.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 architec JereMetcalfPodcast.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

What does it really take to build $3+ billion in sales and a multibillion-dollar real estate business? Hillary Farnum-Fasth—founder of Corcoran Reverie and top agent on 30A—joins Jere Metcalf to share her journey and the subtle art of creating world-class client experiences. This episode is a masterclass in client care, lifestyle selling, financial strategy, and staying grounded in a high-stakes, high-volume career. ​-- From to top agent selling three billion dollars in real estate to founder and owner of top brokerage, Corcoran Reverie, Hilary Farnum-Fasth is unstoppable in luxury real estate. Her successes include: -- Interview Highlights: The billion-dollar habit top agents overlookHow to build lifetime client relationships in a second-home marketWhy answering your phone is more powerful than you thinkThe 3 pillars of a world-class client experienceHow luxury agents can offer more than real estate—lifestyle, service & financial strategyThe story that forever changed how Hillary shows property Timestamps: 00:00– Intro 00:44The Billion-Dollar Mindset 01:59 – Why Relationships with Agents Matter 03:38– Lifetime Clients: The Long Game 05:24 – Making Connections in Second-Home Markets 07: 36– The Holiday Surprise That Mattered Most 09:10– When Hillary Gave a Client Her Car 10:47– Passion That Never Burns Out 12:40– Let Them Experience the Lifestyle Before You Sell 14:49– Family, Faith, and Resilience 17:11– Optimism Without Denial 19:40– Setting Expectations with Grace 21:49– Navigating Inspections 22:04 – Cameo Appearance: Meet Hattie ;) 24:03 – The 3 Core Elements of Client Experience 28:46– The View That Changed Her Forever 31:00– Hillary’s Must-Read Book: Let Them 31:29– Lessons from Ritz-Carlton and Disney Mentorship 32:26– Biggest Lesson in Creating Impactful Client Experiences 32:57– Mic Drop Advice: Stay Positive. Take Risks. Memorable Quotes: “You can’t fake having a passion to help people. You can for a little while—but not for a career.” “If my clients ever have to pick up the phone and call, I’ve failed them.” “It’s not about what you see. It’s about what your client sees.” “Luxury is service. It’s subtle. It’s not loud. The more subtle the experience, the more impactful it is.” “I want them to fall in love. Not with the house they think they want—but with how they actually want to live.” “You have to show them the lifestyle before you show them the house.” “If you leave out the financial piece, you’ve failed them—even if everything else is perfect.” “Stay positive. Take risks.” “I answer my phone—even when it says ‘spam.’ Because that’s how you sell billions in real estate.” “Real estate is not easy. But I always believe there’s a solution. You could drop me anywhere, and I’d figure it out. JereMetcalfPodcast.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 Kris Reid Not a real estate agent; he is a business growth expert, a software engineer by trade, and the founder of Ardor SEO. Originally from Brisbane, Australia Kris studied Software Engineering at the Queensland University of Technology. Upon graduating, he moved to London to work in Finance for large institutions including Euroclear and Visa Europe. When the financial crisis hit, he lost his job and headed back to Australia. He built a simple online game called...