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

Latest Episodes:

197. Lexi Cerretti: Leading with Humility & Making Record-breaking Sales Nov 22, 2020

Show notes

Today I’m talking to Lexi Corretti, Sierra Sotheby's International Realty’s top producer since 2012 with over 15 years in the real estate business in Lake Tahoe.
With a Master’s of Science degree, she worked in land planning and permitting, web marketing, as well as completing several residential construction projects with her husband, a licensed Nevada General Contractor. This experience is what lead her to her career and success today.
She’s too modest to share, but she is
- The agent who represented Sierra Sotheby’s highest priced sale for 2019
- The Sierra Sotheby’s top Nevada Associate with the company since inception in 2012
- The Top Incline Village and East Shore agent with over 18 Lakefront sales
- REAL Trends ranked #5 in Nevada, #1 in Incline Village
- The Exclusive Nevada Agent for Sotheby's Market Leaders Group, a group of 40 agents exceeding $4 Billion in sales annually, that’s more than top brokerages in major cities.
- She is the on the Exclusive Lake Tahoe Board of Regents for Who’s Who in Luxury Real Estate
- She recently broke another sales record with a 38million dollar sale in Lake Tahoe
In talking to Lexi, it’s clear, while she leads with Humility and Modesty, it does not keep her from success and in many ways, it’s exactly what makes her great and how she makes record-breaking sales.

Record-breaking sale Bonanza' ranch at Lake Tahoe (01:21)
Lexi gives us a picture of what Lake Tahoe's market looks like (02:20)
Why Lexi chose and chooses to be a real estate agent (05:38)
Lexi shares her success story (08:58)
Lexi's competitive edge as a real estate agent (13:09)
Lexi’s biggest ‘aha’ (22:57)
Lexi's advice to “introverts” who want to get into this business (24:29)
The best resource for Lexi’s success (31:57)

Resources / People Mentioned:

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

196. Dan Encell: How to Gain Clarity and Balance as You Grow Nov 15, 2020

Show notes

Today, I'm talking to Dan Encell of Montecito and Santa Barbara, California.
Dan is ranked number one in sales, in his local MLS. And for the last 15 years, he has ranked as one of the top 10 brokers worldwide at Berkshire Hathaway.
After completing his law degree with training and contracts, tax, real estate law, and estate planning and passing the bar exam. Dan started his first career as a practicing attorney in Los Angeles. Eventually, now over 30 years ago, he transitioned it to his career today to being a real estate agent, despite all of the moving parts of our business and his tremendous success as a top agent in his city, the country, and the world. It is clear talking to Dan weather about hiring deals, winning business, closing business, that he has a way of keeping things simple, keeping traction, and upward trajectory toward his goals. In our conversation with or without trying, he reveals how to gain clarity as you grow.

Why Dan Encell choose to be a real estate agent (00:24)
Dan shares his success story (02:24)
One of Dan's biggest challenges (07:49)
The structure of Dan's assistants/ support/ team (11:57)
Establishing and maintaining clients' expectations (13:30)
Lessons from Dan's real estate journey (21:54)
Dan's biggest AHA about being a real estate agent (27:00)
The final three questions (35:44)

Resources / People Mentioned:

Books Mentioned:

Quotes/Takeaways:
"There's always room at the top in any market just choose the 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

195. Michael Dreyfus: How to Grow from Zero to Industry Icon, Twice Nov 09, 2020

Show notes

Today I’m talking to Michael Dreyfus in Silicon Valley As well as being an active sales agent, Michael is an industry though leader and President and a principal for Golden Gate Sotheby’s International Realty.
With over 25 wars of repeated success in residential real estate, Michael currently ranks as a leading agent in the Silicon Valley/ Peninsula area and has regular appearances on the Wall Street Journal Real Trend’s list of America’s to 250 Agents as well as the Bay Area Top 10.
His recent sales have been often and varied, including some of the highest sales recorded in Palo Alto, Woodside, and Atherton. He has also sold homes in Menlo Park, Los Altos, Los Altos Hills, Mountain View, Portola Valley, Redwood City San Carlos, San Mateo, and Hillsborough. Michael has established a specialty in the high-end market and the neighborhoods of North Palo Alto. In addition, he has represented clients in high-end second-home sales throughout California.
From Southern California to Northern California, Michael has started his real estate career twice. Both times going from zero to industry icon. The first time not knowing anything and the second time not knowing anyone. We talk about how he did it.

3:09 - Michael Dreyfus: A journey from Real Estate Attorney to Agent
12:45 - Similarities of markets
17:25 - How to became successful when you have no experience
27:23 - How to get it all done without overextending yourself
33:48 - The Biggest changes for Michael & how it affected his business
40:23 - Advice on knowing and overcoming your weaknesses
45:52 - The best resource for Michael’s success

Resources / People Mentioned:

Books Mentioned:

Quotes/Takeaways:
"Stories are the best way to talk to people"
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

194. Moira Holley: How to Find Your Passion and Allow the Path Oct 29, 2020

Show notes

Today I'm talking to Moira Holley, Co-Founder / Senior Global Real Estate Advisor of Realogics Sotheby’s International Realty.

She is consistently ranked among the top 1% of the Northwest’s most successful luxury real estate specialist and has broken the record twice for selling the most expensive condo in Downtown Seattle. Not to mention, her sales of private islands and waterfront properties.
A woman who doesn't know how to do anything without passion, when she talks about her client, she talks about them as if she is talking about herself.
She says that for her and her clients, Northwest Living means, “Having the best of the city and the natural environment literally at your doorstep. World-class skiing and leading-edge galleries, mornings spent on a mountaintop, and the most coveted luxury shopping, coffeehouses, restaurants, and nightlife. Northwest Living means always having an opportunity to embrace your spontaneity and express an it-any moment, any day, anytime.”
She and I talk about,
How to Find Your Passion and Allow the Path... to Your Best.

Market leaders: A very high powered group of top brokers (02:33)
How did Moira Holley interested in Real Estate Business (03:20)
Moria shares about her market (08:40)
Why most of the people can't get success in this business (16:54)
Hard Working: is it important? (22:58)
A little bit about her way to keep the business flowing (29:17)
Photography in marketing: How it changes the situation. (39:43)
How can be happy real estate agents (49:32)
The final three questions (01:00:10)

Resources / People Mentioned:

Books Mentioned:

193. Jessica Canning: How to Analyze and Structure Your Business for Affluent Clients Oct 26, 2020

Show notes

Today, I'm talking to Jessica canning of Carmel and Pebble Beach, California with Sotheby's International Realty.
About 10 years ago, Jessica joined her team Canning Property Group that was founded by her father over 30 years ago, with nearly 10 years of experience as a global research director of venture capital and private equity for Dow Jones.
Jessica brought what she learned from global research and applied it to residential real estate.
Today, she has an average sales price of over 5 million and is selling hundreds of millions of dollars of real estate. Each year. This year alone, her team has sold to date over 300 million and is on track to finish the year selling nearly 400 million. Jessica is a record-breaking agent with a record-breaking team.
She and I talk about how to analyze and structure your business for a fluent client.

Jessica: how she became a Realtor (02:31)
Success Is Random: A misconception that people have (07:15)
Jessica shares her experience with Dow Jones (13:41)
One of the biggest challenges of her job (17:29)
What it takes to be phenomenal in sales (27:31)
A Salesforce sheet: how it works (37:27)
How she tracks business (45:21)
The Final Three (50:06)

Resources / People Mentioned:

Books Mentioned:

Winnie-The-Pooh: The Tao of Pooh & the Te of Piglet by Benjamin Hoff

192. Jeremy Stein: How to Build Your Brand & the Team that Stands Behind It Oct 16, 2020

Show notes

Today I’m talking to Jeremy Stein. Known as one of the top real estate professionals at Sotheby’s International Realty, he is a co-founder of The Stein Team which continually ranks within the top 1% of Sotheby’s International Realty brokers nationwide and consistently sells over of $100,000,000 annually.
Throughout his career, Jeremy and his team have been repeatedly recognized as the #1 Producing Sales Team for Sotheby’s International Realty, Inc. in New York City, a Top 5 Sales Team companywide and a Top 75 Team in the United States by The Wall Street Journal. They have been featured in publications such as The New York Times, New York Daily News, The Wall Street Journal, The Real Deal, The New York Post and Avenue Magazine.
Jeremy, one of only two agents in New York City, is a member of the Global Real Estate Partners initiative which is comprised of Sotheby’s International Real Estate’s finest professionals in every key market around the world. Currently spanning over 30 markets, this global partnership allows for unprecedented access to real estate resources worldwide.
He and I talk about, how to build your brand and the team that stands behind it.

Jeremy shares insight into the New York Market (04:38)
Overcoming challenging situations (08:00)
The model for Jeremy’s success (13:06)
Why did he get into the business in the first place (24:35)
One of his biggest aha’s (31:48)
Biggest lessons learned from challenging situations and advice for dealing with clients (43:41)
The final three questions (48:12)

Resources / People Mentioned:

Books Mentioned:

Quotes/Takeaways:
"Stories are the best way to talk to people"

191. Scott Payne: How to Represent Builders Oct 09, 2020

Show notes

Today I’m talking Scott Payne, with more than 20 years of experience in home building and real estate.
He served as the vice president of new home sales at his previous brokerage, national vice president of sales operations for a Fortune 500 builder, and Charlotte division president for a major regional builder.
Scott learned the business and was leading national companies through the Great Recession, from the terrible downturn to success. Scott not only knows the builder business, he knows how to bring solutions and opportunities in the worst of times and situations. Today he is a Managing Broker and Vice President of New Development services for Atlanta Fine Homes Sotheby’s International Realty.
We talk about how to represent builders.
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

190. AJ Power: How to Grow from Agent to Team Oct 02, 2020

Show notes

Today I’m talking to AJ Powers with Powers Premier in San Diego California. In real estate since 2007, AJ began his career doing BPO’s for an REO team. After that from 2013 to 2018, he was a member of the team ranked #1 in San Diego by the Wall Street Journal and #5 in the state of California.
Today, he runs a highly successful brokerage firm, Powers Premier and leads agents through RestructureTeam.com to grow their business.
He and I talk about How to Grow from Agent to Team.
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

188. Gregg Metcalf: Tapping Into Opportunities Through Commercial Brokers Sep 19, 2020

Show notes

Today I’m talking to Gregg Metcalf of JLL. Gregg is based in Atlanta and Not a broker who sells homes. He is a commercial broker in representing companies leasing office space.
Gregg is on the show today to share with us, opportunities for residential agents through commercial agents.
A broker for over 20 years, Gregg started by representing landlords, first of residential multifamily, and soon after, landlords of office buildings.
This leads the opportunity he took in 2003 to take on the role of a developer in commercial real estate of office and industrial space.
As a developer, he was also a landlord and didn’t just gain insight but experienced and knows exactly how landlords make decisions. This leads to the beginning of his great success today. As the market turned in the Great Recession of 2009, his new path was clear. In 2010, he began representing the tenants who lease the spaces from the landlords he so well understood. Gregg now represents corporations such as CohnReznick, a top accounting firm in the world, and other companies for whom he represents office leases across the country and the globe. Not to be left out, he leads and represented the relocation of Mercedes to Atlanta in 2015
Today, he and I talk about, how to tap into opportunities with commercial brokers, from basic referrals to major corporate relations.

Gregg Metcalf: What a commercial real estate broker do (03:21)
The concept of commercial agent (05:18)
Does the business actually own it? (08:05)
The questions that Gregg asks his client (16:32)
What is it that causes a company to relocate in the first place (23:48)
COVID-19: is that affecting the industry? (26:15)
Work from home vs work from the office (31:08)
The Final Three (39:53)
Gregg's biggest secret that helps to develop high-level business so quickly. (41:50)

Resources / People Mentioned:

Books Mentioned:

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

Quotes/Takeaways:
"So what I would say to everybody is it's great that you all send referrals to each other in the residential world, but don't miss out on the opportunity to create the same kind of relationship in particularly the office world."

187. Walter Bering: Embracing Your Lifestyle And Growing Your Business Sep 11, 2020

Show notes

Today I’m talking to Walter Bering of Houston Texas Martha Turner Sotheby’s International Realty. At the pinnacle of a real estate career that spans 38 years, so far, Walter has been a consistent top producer with Martha Turner Sotheby's International Realty.
He has been the #1 agent in his company in 2007, 2011, 2013, and 2017. He also is a consistent Circle of Excellence Award winner and a member of the Hall of Fame.
Year after year, the Houston Business Journal has recognized Walter for his participation in some of the largest home sale transactions in Houston.
Today, on the show, he and I talk about embracing your lifestyle and growing your business.

Walter Bering: a son of a broker (02:12)
A little bit about the market in Houston (04:42)
Walter shares a little bit about himself (10:35)
How did he get his first deal (13:45)
The conversation that he typically has with his clients (18:32)
What gives him a competitive edge (25:17)
How does Walter leverage the tools that give him to win business (26:30)
Walter's biggest AHA moment (32:36)
Passion: how does he compartmentalize it (33:59)
Some of his best lessons and stories on keeping his foundation (39:22)
The biggest breakthrough of Walter (50:47)
The Final Three (52:43)

Resources / People Mentioned:

Books Mentioned:

Quotes/Takeaways:
"People are trusting us in most cases with their biggest asset. And so we have to be trustworthy. If you don't reflect that feeling of trust then they're going to pick somebody else."
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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