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

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Latest Episodes:

237. Carmen Casadella: How to Sell Luxury New Construction (what makes it different) Sep 10, 2021

Show notes

Today I'm talking to Carmen Casadella, VP of New Construction and Sales with Fortune International Group in South Florida.
Prior to the 'Great Recession' Carmen was was solely marketing developments and among the best of the best in the industry. The turn of the market changed her options: get her real estate license or find an entirely new career in the worst recession in decades. She chose the former.
Today Carmen is a top ranked professional leading various teams to achieve new levels of success in highly competitive markets. Working hand in hand with world class developers, architects, interior designers, and sales teams, Carmen creates a lifestyle vision for the projects' selling points and successfully develops strategies to bring increased revenue and profit to the company. Carmen sells properties prior to completion, many of them as early 3 and 4 years prior to completion.
She and I talk about
How to Sell Luxury New Construction
(what makes it different)

1:56 - Carmen Casadella: VP of New Construction and Sales with Fortune International Group
5:24 - How to find the right buyers
15:23 - Differences between on-site salesperson & traditional agent
18:59 - Success stories
23:06 - How to capture the client’s attention
30:50 - Biggest “aha moment”
35:56 - Carmen's biggest surprise
47:28 - The secret sauce of her success
48:39 - The Final 3

People/ Resources Mentioned -

Book -

Never Split the Difference: Negotiating As If Your Life Depended On It by Chris Voss

Quote-
“Know your market; know your product; knowing your buyer.”

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
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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

236. Doug Bowen: How to Build the Foundation for a Record Breaking Business Sep 03, 2021

Show notes

Today I'm talking to Doug Bowen, Founder fo the Doug Bowen/Zia O'Hara Team at Douglass Elliman in Brooklyn and New York City.
Most recently Doug's team set a sales record by over $2m over the former sales record in Clinton Hill of Brooklyn with the sale of, their listing, Pfizer Mansion . They have sold over $2b in homes combined. And they have sold over 300 townhomes in their market; that is more than other agent or team in Brooklyn.
Before Doug and hit record for our interview today, he shared with me that this will be the first time he has shared his story. Out of his story and all in all the adventures along the way, Doug reveals
How to Build the Foundation for Record-breaking 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.”
www.JereMetcalfPodcast.com
Powered by
Jere Metcalf Partners
404.627.7789
jere@jeremetcalfpartners.com
Jeremetcalfpartners.com

235. Chris Voss: How to Become a Master Negotiator, and Know It Aug 27, 2021

Show notes

Today's guest, needs no introduction, he is none other than The Chris Voss, Former FBI international hostage and kidnapping negotiator, CEO of Black Swan Group and author of Never Split the Difference (Negotiating As If Your Life Depended On It), perhaps the best book ever published, and not just according to me, but any entity selling or rating books from Amazon.com to the Wall Street Journal.
Today he and I talk about,How to Become a Master Negotiator,
and Know It.

01:53 - Meet Chris Voss, former FBI negotiator & author of the best selling book Never Split the Difference
06:54 - Turning points in Chris's career, becoming a great negotiator
13:49 - Understanding negotiating is a perishable skill and how to stay on top
22:00 - The different types of negotiators and how to identify them them
26:45 - How you know and how you can be fooled, whether you're dealing with an accommodator, an analyst or an assertive
42:01 - About the last impression, why and how it makes the lasting impression
47:38 - Handling the the "elephant in the room"
51:24 - How to apply empathy & how it works when labeling
55:47 - The Final 3

People/ Resources Mentioned -

Books -

234. Carly Sostheim: How to Transition with Traction & Trajectory for Growth Aug 19, 2021

Show notes

Today I'm talking to Carly Sostheim with Cocoran Reverie on 30a in Florida, from Panama City to Destin.
A mother of two and in a career for 16 years that she already loved, Carly knew there was more and took the leap just over a year ago. Since then, in just over one year in real estate, Carly has closed over 35 million dollars in home sales and is selling multimillion dollar homes on 30a. She shares her humble beginnings and how that didn't stop her but rather set the foundation, from a strong family to great mentors, for dreaming big. Today she is living her dreams, not only representing buyers and sellers of $500,000 to multi-million dollar waterfront estates, she is putting her money where her mouth is with long term investments in real estate. She has nine properties and counting.

01:05 - Carly Sostheim’s careers
03:30 - What attracted Carly to real estate
10:08 - Effective communication, what makes it effective
12:07 - What is the most challenging aspect of transitioning careers
18:51 - Carly’s lessons from her first career
21:29 - Carly’s biggest “aha”
27:16 - The most important resource, negotiation skills
33:39 - Carly’s pproaches to listing presentations
37:41 - How recognizing abundance eliminates competition
39:39 - Carly talks about her favorite book

People/Resources Mentioned-

Book -

Quote-
“Bring your tribe along with you!”
“I think it is always important for everybody to know that you love what you do and that you're passionate about what you do.”
Carly shares how she transitioned from a long standing successful happy career with unusual traction, and trajectory that set her on a path for exceptional success in our industry.
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

233. Best of' Interviews: Success from Outside the Box Thinking Aug 07, 2021

Show notes

Today is a 'Best of' on Success from Outside the Box Thinking from interviews with Andrew Ernemann, Shaw Woof & Avery Carl all just as different from one another as in they are in their approach to their businesses.
Andrew is the top real estate agent in Aspen Colorado, consistently breaking sales records including at the forefront of COVID before the market came back. He did it using digital solutions and the right conversations.
Shaw is an agent in Muskoka Canada, a market with a short season and no sense of urgency. Shaw looked at what most brokers saw as a problem and found the approach that created a massive opportunity, eliminated any competition, and made him the number one agent in his market.
Last but not least, Avery Carl, perhaps the truly unique broker of all. Avery's business isn't the typical luxury business yet she has streamlined to a hundred fifty-plus million dollar business in less than 5 years. Avery has not only a unique market, her approach to win and serve clients is just as unique and nothing short of brilliant.
First, from episode 183. Andrew Ernemann: Killing it with a Lethal Combination of Habit and Creativity.
Next, from episode 180. Shawn Woof Interview: How to Align and Execute for Success
And finally, from episode 204. Avery Carl: How to streamline and grow to triple 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.”
www.JereMetcalfPodcast.com
Powered by
Jere Metcalf Partners
404.627.7789
jere@jeremetcalfpartners.com
Jeremetcalfpartners.com

232. Jennifer Pino: How to Succeed, Grow and Lead Jul 29, 2021

Show notes

Today I'm talking to Jennifer Pino, Vice President and Managing Broker of Atlanta Fine Homes Sotheby's International Realty, the top luxury Brokerage in Atlanta with, to name a few, the highest per agent production, the highest sales volume, and the highest average sales price. Only 10 years ago Jennifer got her real estate license. Within 3 years she became a top agent and quickly grew into the broker she is today, one of the most highly respected managing brokers and one of the most highly respected brokerages, not just in the city, in the Country.
Jennifer and I talk about How to Succeed, Grow and Lead.

01:47 - Meet. Jennifer Pino, Vice President and Managing Broker of the Buckhead Office of Atlanta Fine Homes Sotheby's International Realty
07:49 - Jennifer talks about becoming a real estate agent
14:19 - Jennifer shares her breakthroughs and how she became successful
23:21 - How she transitioned into her career today as a most highly respected Senior VP and Managing Broker
27:50 - What it takes to be a good Broker
33:53 - Jennifer shares advice for dealing with emotional situations
37:51 - How Jennifer navigates tough conversations
47:20 - The Final 3

People/Resources Mentioned -

Book-

The Go-Giver, Expanded Edition: A Little Story About a Powerful Business Idea by Bob Burg

Quote-
"Taking a breath, being in the right mindset, and knowing when to slow down and think things through is the difference that makes a great experience for your clients. "
"Be humble, be hungry and be smart."

231. Dusty Baker: How to Create Bespoke Marketing that Sells Multimillion Dollar Properties Jul 22, 2021

Show notes

Today I'm talking to Dusty Baker. A top real state agent in Montecito and Santa Barbara and the country, Dusty sells properties from one million dollars to tens of millions of dollars.
In his first interview with us, he talked about what it means to be a luxury real estate agent. He tapped into what it's like, what is essential and what is similar and different in working with billionaires. He has agreed to come back on the show today to dig a little deeper.
Dusty is especially adept at selling properties before they come to market for tens of millions of dollars. He says does it by knowing and implementing the keys of the bespoke marketing that will sell each multimillion-dollar listing. Today he shares how he does it.

02:02 - A recap of Dusty's business and his team structure
05:11 - What bespoke marketing is
06:26 - The question Dusty asks himself to know he if is successful
07:38 - How Dusty finds his clients
16:45 - Pricing multimillion-dollar properties
18:32 - An example of compelling marketing and how to create it
22:58 - Seller conversations; what is most important
31:59 - Dusty's best resource in bespoke marketing that sells multimillion-dollar estates

People/Resources Mention-

Book-

Thinking, Fast and Slow by Daniel Kahneman

Quote-
"If you don't have the data, then the buyer has no idea whether this is a good opportunity or not"
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

230. Dana Trotter: How to Build a Solid Career Selling Multimillion Dollar Properties Jul 16, 2021

Show notes

Today I'm talking to Dana Trotter in The Hamptons with Sotheby's International Realty.
Dana ranks in the top ten of real estate agents in the nation for Sotheby's International Realty and in the top 50 of the REAL Trends/Wall Street Journal's esteemed annual rankings. In the business for over 25 years, Dana often has over $100 million in listings and has closed over a billion dollars in residential real estate. Dana's competitive spirit and passion showed up first with horses. At just 8 years old, discovering she was already hooked on a sport that wasn't exactly affordable, she began working jobs to obtain the means to ride ...and the skill to win. Dana shares how embedded in her, the keys to her success today.
She and I talk about,
How to Build a Solid Career
Selling Multimillion Dollar Properties.
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

229. Jennifer Egbert: How to Harness 'You' to Break Through Jul 11, 2021

Show notes

Today I’m talking to Jennifer Egbert with Mile High Modern in Boulder Colorado
A top real estate agent in Boulder, Jennifer has a refined niche in modern luxury. She represents the region’s most prestigious builders, designers, and architects. But, of course, it wasn’t always this way. It was in the midst of the recession that Jennifer transformed her career. Jennifer was outside the box and unconventional as always as she explored solutions and opportunities to navigate the market. That's when she discovered what was different about her. When she tapped into that... it transformed her career.
Jennifer and I talk about, How to Harness ‘You’ to Break Through
02:03 - How Jennifer Egbert got into real estate
06:28 - Jennifer's secret for fast success
09:04 - Her biggest lesson
11:15 - Jennifer shares insights on how and what she implements for her success
12:39 - Jennifer talks about the mindset
15:24 - She tells us about her team & how she manages them
26:11 - How Jennifer transformed her business for better in the recession
33:05 - How Jennifer learned about what makes her different and leveraged it
34:44 - Jennifer shares social media tips
42:23 - Jennifer's secret superpower
47:22 - The Final 3
People & Resources Mentioned-

Books-

Quote-
"It's not until you realize that your colleagues are not your biggest threat but your biggest asset, that you can succeed in this business, especially in luxury."

228. Tim Van Camp: How to Rise and Stay at the Top Jul 02, 2021

Show notes

Today I’m talking to Tim Van Camp, a top real estate agent in Santa Fe New Mexico, and the country.
Tim grew up in Boston and was managing a restaurant that he followed to Santa Fe New Mexico when they expanded. He also had crazy jobs like boating tours until, finally, he decided to get into real estate. From his start as a real stage agent, 35 years ago, his vision was for luxury. Still a top real state agent still selling multimillion-dollar properties.
Today, Tim and I talk about how to rise and stay at the top.
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

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