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

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324

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Oct 2025

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About the show

Where top real estate agents tell how they do it with Jere Metcalf, We're changing the way the world thinks about real estate agents, and the way real estate agents think about themselves. All show-notes, resources and offers at JMPodcast.com.

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October 1, 2025Episode 32644 min

326. Jordan Gonda: How to Accelerate Your Business to Record Breaking Sales

In this episode, Jere is talking to Jordan Gonda, a top real estate agent in Los Angelos. In the business for less than 4 years, Jordan 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 Jordan shares his mindset and the small things that are making huge impacts in his career as he and Jere talk aboutHow 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 Records1:03 The Challenges of Breaking In2:03 Getting Traction Fast2:51 Winning a Record Breaking Listing4:20 Jordan's Secret to Building Connections5:39 Talking About Price with Listing Prospects7:28 Listing Appointments with Santiago Arana8:56 Honing in on the Right Things10:42 "Pop By's" for Men?11:43 The 3 Things to Leverage12:35 'The Off Market Advantage' in Luxury14:43 Jordan's Lethal Combination for Success15:54 Listening- & What to Listen For18:06 Leveraging Resources for Clients19:29 Checking Your Ego21:10 Flipping Biggest Challenges of Being an Agent21:54 Building a 'Business Feeder' for Your Business23:58 Choosing What Risks to Take23:58 Choosing What Risks to Take25:21 Figuring It All Out27:00 Leveraging What You Have For What You Want27:58 Door Knocking29:20 Making it Happen (Not Waiting)31:28 Knowing What Makes You Stand Out33:15 Making Door Knocking Work37:21 Understanding MLS & What Agents Really Do38:25 Jordan's Greatest Resource38:53 Partnering on Transactions" Quotes"People want the real deal.""Align yourself with the right people.""Work as hard as possible."🙋‍♂️ People mentioned: Santiago AranaAaron KermanKurt RappaportJMPodcast.comWhere 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

September 22, 2025Episode 3251 hr 4 min

325. Brett Dickinson: How to Show Up & Dominate Luxury Listings

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 aboutHow to Show Up & Dominate Listings. ⏱️ TIME STAMPS0:00 Teaser Intro: Changing the Game0:20 About the Sand Castle2:13 You've Got the Listing, Now What3:16 Changing the Price Reduction Game4:57 Without this Photography Approach, You Lose Buyers for Your Listings6:27 Being the PR Engine for your listings7:18 Stories that Sell7:32 Targeting The Real Buyers for Your Listings11:17 Micro-events That Create Deal Flow13:48 The Unseen Gems That Create Value For Listings15:26 Becoming 'The Name' That Wins The Listings16:27 Owning Your Value in Client Conversations17:15 'The 15 Year Overnight Success Story'19:09 Rationalizing the Price21:00 Framing it22:15 The Brand versus The One of a Kind Sale23:17 The Power of Stories25:15 Adjusting for the Buyer Pool26:09 "Situational Hierarchy"27:02 At a Listing Appt - It's Not About The Price30:02 A Problem with Zillow30:47 Communicating When Clients Are 'Not Right' about Price33:07 Beating the Zillow 'Algorithm'36:34 Opening Your Mind to Bigger Price Points38:42 Being a Cooperative Competitor43:04 Pricing Conversation at the Listing Appointment45:15 The Performance Element in Negotiating49:20 Use Your Negotiating Weapons52:20 Commission Scripts, Conversations, and Stories58:15 Brett's Greatest Resource for his Personal Success59:32 Brett's Book Recommendation1:02:13 Brett's Final Words of Advice📖 Book Recommendations: Pitch Anything by Oren Klaff: https://amzn.to/4naBTNv The Truth About Pricing https://amzn.to/47UGOgTJMPodcast.comWhere 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

September 5, 2025Episode 32457 min

324. Erin Krueger: How to Build the Team and the Culture that Dominate the Market

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 For03:33 Difficult Days Don’t Define Us05:59 Gratitude & Leadership on the Farm07:04 Get Uncomfortable to Grow07:28 The Insatiable Demand for Authenticity08:01 Owning Your Power in Tragedy10:48 Decisions Beyond the Bottom Line13:55 Client Conversations in Difficult Times15:31 “Real” Real Estate—When Clients Need Us15:51 Caring Without Crumbling17:29 Erin’s Tests for Hiring18:59 Culture-Fit Interview Questions20:28 Another 'Erin Hiring Test'... “Email Me Tonight”22:02 How to Hire People Who Care as Much as You24:58 Leading to Win (1/30/60/90; how and when to let go)27:05 Nixing Negativity Before It Spreads32:33 Commitment to Appreciation 33:38 Growing & Promoting Top Talent37:56 Knowing Talent When You See It39:41 Scripting and Authenticity42:43 Setting the Appointment43:08 Controlling the Conversation43:54 To Build—or Not—to Build a Team46:12 Team Culture Audits & Feedback47:41 Owning Your Mistakes in Leadership49:47 Strength in “I Don’t Know” 51:37 Commission Conversations & Articulating Value52:33 “I’m Worth 12, but I'll Charge…” (value moments)54:23 Erin’s Top Resource for Success55:28 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/4gk1kJRJMPodcast.comWhere 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

August 28, 2025Episode 32353 min

323. Daniel Tzinker: How to create multi-million dollar transactions, embrace your past, and own who you are

In this episode, Jere is talking to 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 Daniel and Jere 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 Tzinker02:18 Life in Siberia and Isreal05:25 Business Lessons From Hardship in Childhood9:39 Hard Work and Heaven on Earth12:01 Your State and Your Words17:02 Owning Bad Decisions and Shifting to Great Outcomes21:40 Daniel’s ‘Lucky’ Break29:43 Preparation Meets Opportunity31:35 A Lesson in Underestimating Momentum 34:45 Closing Prospects and Knowing the Market39:09 Connecting and Compounding Business 41:49 Breaking out of Burnout 43:03 Why Clients Hire You44:07 You Cannot Fake Caring44:44 The Trillion Dollar Story46:27 Learn, Serve, Grow 47:24 Daniel’s Greatest Resources for Success 50:09 Daniel’s 2 Book Recommendations51:36 Daniel’s Final Word of AdviceQuotes: "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/3UQvEC8Atomic Habits https://amzn.to/4lL34NjJMPodcast.comWhere 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

August 18, 2025Episode 32238 min

322. Sharon Beck: How to Build Record-Breaking Sales Through the Power of Your Network.

In this episode, Jere is talking to Sharon Beck, a powerhouse real estate agent in South Florida who in just five years, she’s broken three sales records and built a thriving business. She did it 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 market.🕘 Time Stamps:0:00 Introducing Sharon 0:50 Meet Sharon 1:41 Sharon's Journey 4:32 Hospitality, Philanthropy, and Politics5:12 Go Big or Go Home5:54 Not Shying Away from Donald Trump7:46 Sharon's Foundation For Success8:47 Entering Real Estate 9:50 Accessibility 11:08 Pivoting to Residential 13:24 Earning Record-Breaking Transactions16:21 Authenticity that Elevates18:40 Establishing a New Identity in Luxury20:22 Making a Name 21:14 Getting Over Getting Uncomfortable22:08 The Listening that Closes Deals23:35 Understanding Client Needs26:00 Overcoming Challenges in Conversations28:00 The Mindset29:40 The Right Connections31:06 The Power of Philanthropy32:17 The Go-Giver 33:33 'Difficult' Clients36:05 The Core of Client Trust36:44 Your FireJMPodcast.comWhere 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

July 25, 2025Episode 32141 min

321. Carly Sostheim: How to Live Who You Are and watch your business soar

In this episode, Carly and Jere 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. 🕘 Time Stamps:1:07 Selling Lifestyle2:24 What Really Sells4:12 The Power You8:38 Humor and Chaos11:14 Relatability13:35 Learning to Say No16:28 The Formula For Client Trust19:04 Understanding Clients22:15 When to Pick Up the Phone24:40 Feedback and Listings27:37 True White Glove Service30:37 Driving the Relationship-Driven Business32:46 Tough Conversations 36:14 Tailoring Communication37:11 Owning Who We Are38:08 Rich Dad, Poor Dad & Building Your Future39:49 Final TakeawayJMPodcast.comWhere 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

May 1, 2025Episode 32055 min

320. Brett Dickinson: How to Land, Market, and Sell a Masterpiece Property (round 2)

Brett Dickinson | How to Land, Market, and Sell a Masterpiece Property (Round 2)The #1 Real Estate Agent in La JollaBrett 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 mentionedPositioning by Al Ries and Jack TroutGood to Great by Jim CollinsBlink by Malcolm GladwellThinking, Fast and Slow by Daniel KahnemanPitch Anything by Oren Klaff Also mentionedLex Fridman Podcast #399Jared Kushner: Israel, Palestine, Hamas, Gaza, Iran, and the Middle East --------JMPodcast.comWhere 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

April 9, 2025Episode 31955 min

319. Steven Shane: How to Become and Remain a Top Luxury Broker (Round 3)

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, ColoradoThe #1 Compass broker in AspenThe #4 Compass broker nationwideNamed year after year among the Top 100 agents in the country by The Wall Street JournalSteven 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/3E4bEHrHistorical fiction set in WWII France, featuring strong female protagonists and themes of resilience.• The Women – Kristin Hannah https://amzn.to/4lFKY0yA 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 integrity. Steven referenced it for its strong characters and philosophical weight.• Shadow of the Wind – Carlos Ruiz Zafón JMPodcast.comWhere 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

April 2, 202534 min

318. Hilary Farnum-Fasth - How to Create the Client Experiences that Makes Your Business Unstoppable

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:Over 3,000,000,000 in personal closed salesLaunched and Closed WaterColor (1,000+ home oceanfront development)Founder and Broker Owner of Corcoran Reverie-- 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 propertyTimestamps:00:00– Intro 00:44The Billion-Dollar Mindset01:59 – Why Relationships with Agents Matter03:38– Lifetime Clients: The Long Game05:24 – Making Connections in Second-Home Markets07: 36– The Holiday Surprise That Mattered Most09:10– When Hillary Gave a Client Her Car10:47– Passion That Never Burns Out12:40– Let Them Experience the Lifestyle Before You Sell14:49– Family, Faith, and Resilience17:11– Optimism Without Denial19:40– Setting Expectations with Grace21:49– Navigating Inspections22:04 – Cameo Appearance: Meet Hattie ;) 24:03 – The 3 Core Elements of Client Experience28:46– The View That Changed Her Forever31:00– Hillary’s Must-Read Book: Let Them31:29– Lessons from Ritz-Carlton and Disney Mentorship32:26– 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.”JMPodcast.comWhere 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

November 7, 2024Episode 3171 hr 19 min

317. Scott Panzer: How to Make the Impossible Possible in Real Estate

Known for his record-breaking deals and ranking as one of the top brokers in the world. Scott shares stories both recently and in his early days—before he even knew he’d end up in real estate. He takes you through some of biggest challenges and how he turns them into his greatest opportunities, as he and Jere talk aboutHow to Make the Impossible Possible in Real Estate.Notable Quotes:"Some of the best deals I ever did, were deals I said no to." - Scott Panzer"The room laughed, and I got to know who I was. And, that was ok, because, now I knew that." - Scott Panzer"For me, it's always been about testing the waters." - Scott Panzer"Never forget where you came from, how you got to where you are, and never, ever lose your moral compass." - Scott PanzerJMPodcast.comWhere 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