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

Latest Episodes:

176. Leslie McElwreath Interview: What it Takes to be a Record Breaking Agent in Your Market Jun 26, 2020

Show notes

Today I’m talking to Leslie Mcelwreath, of SIR in Greenwich, CT. Leslie is #1 Realtor in Greenwich and #1 Sotheby’s International Realty agent in the state of Connecticut.
Her career sales volume exceeds $650 million and her annual production makes her one of the top Sotheby’s International Realty agents in the country.
Leslie has represented three historic Greenwich estates; Rockfield's, a former Rockefeller estate which sold in 19 days for $22.5 million; Sabine Farm which sold for $25 million in 2017; and Old Mill Farm, formerly owned by Mel Gibson, which sold for $13.25 million in 2019. These transactions are several of the highest-priced single-family home sales in Greenwich history.
Leslie’s previous career as a Wall Street executive encompassed 15 years with firms such as Bankers Trust Company, Bear Stearns & Co, NationsBanc, Drexel Burnham and Lambert,
Leslie and I talk about what it takes to be a record-breaking agent in your market.

What did Leslie love so much about this business (3.31)
The differences between the training for securities and the training to get into real estate (07.40)
She shares with us about the secret of her success (11.03)
How does she negotiate as a listing agent (20:56)
Her conversations on negotiating (25:31)
Her AHA moment to get into the breakthrough (30:56)
Learning vs getting a deal (34:57)
The story of her first deal (35:43)
The final three (37:04)

Resources / People Mentioned:

Books Mentioned:

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

Quotes/Takeaways:
"A very large portion of my successes by the fact that I surround myself, by my peers here and by the brand and all that we have to offer our clients."

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

175. Brian Fairweather Interview: How to Determine and Set the Habits for Your Best Success Jun 18, 2020

Show notes

Today I’m talking to Brian Fairweather, Director Of Business Development for The Spears Group of Scenic SIR on 30A in the panhandle of Florida
From founding 2 brokerages in South Florida including helping recruit agents for the Agency.
Brian has not only been a top agent, he is and has been the leader and connector of top agents nationwide. Today, he leads the Spears group team founded by Jonathan Spears, who not only the top real estate agent in the country under 30, well under 30, he has sold for 5 years and counting over 100M a year in his market, a market where that was never seen or done before him by an individual agent. Brian’s expertise in success and business development for himself and other agents lead him on the path to work side by side with the Spears group today. Brian and I talk about how to determine and Set the Habits for Your Best Success.

Brian gives us perspective on his success (02:46)
How did he involve with The Agency (04:20)
Calling Expired: A way of getting business? (08:25)
Hire slow fire fast (12:39)
Why so many agents fail in this business (15:25)
The process that Brian always follow (25:28)
Tools to create success (27:12)
What was Brian's biggest AHA (38:28)
The Final Three (50:45)

Resources / People Mentioned:

Books Mentioned:

Interview:

Jonathan Spears Interview: 100 million by 25 years old, How to Fast Track for Volume and Growth

174. Daniel Heider Interview: How to Break Through Your Perceived Limits Jun 12, 2020

Show notes

Today I’m talking to Daniel Heider of TTR Sotheby's International Realty.
Daniel is the Washington Capital Region’s wunderkind of real estate and is the youngest Vice President in the firm’s history. For the past five years, Daniel has been recognized as a Top Producer Platinum, and for the last two years has achieved the coveted peer-voted designation of Washingtonian magazine’s 100 Best Agents. Additionally, Daniel’s work has been highlighted in numerous national publications including The Wall Street Journal and REAL Trends magazine. Daniel is a certified member of the Forbes Real Estate Council and The Wall Street Journal’s Leaders in Real Estate Group.
Daniel is an integral member of the firm’s Middle East Desk where he advises affluent individual investors and influential families worldwide.
In short, He’s been in business for a short 7 years and has quickly reached unmatched levels of success.
He and I talk about, How to break through your perceived limits.
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

173. Eric Lavey: How to Win by Getting to the Truth & Cutting Out Fear Jun 05, 2020

Show notes

Today, I'm talking to Eric Lavey with Sotheby's International Realty and Beverly Hills. Selling over 90 million a year, Eric has been named by the Los Angeles business journal as one of the top 75 residential real estate agents. He is also recognized frequently by the wall street journal and the Hollywood reporter. Talking to Eric. It becomes clear that he has an approach that is authentic and gets to solutions quickly. We talk about how to win by getting to the truth and to cutting out fear.

A little bit about Eric Lavey (01:35)
How did Eric get traction to become successful (05:48)
The difference between Eric and other real estate agents (10:05)
Recession: A story that he shares with us (12:27)
How does he have multiple coaches and what for (18:35)
The greatest strength of Eric (21:05)
Difficult conversations: what are things that get you ready (24:24)
Being an active listener: is it really good? (28:32)
The traditional sense of real estate (38:30)
The Final Three (45:47)

Resources / People Mentioned:

Books Mentioned:

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

Quotes/Takeaways:
"The more you put off the difficult conversation, the more it can be a problem and a more difficult conversation in mind."
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

172. Nikki Field Interview: The 2 Essential Steps to Become a Multibillion Dollar Agent May 28, 2020

Show notes

Today I’m talking to Nikki Field, with Sotheby’s International Realty since 1998.
She has over $3 billion in sales and annually ranked as the #1 Sales Team at Sotheby’s International Realty. Nikki is consistently ranked by The Wall Street Journal/Real Trends annual report as one of America’s Top 250 Real Estate Professionals and consistently one of the Top 20 real estate professionals in New York City. She has broken sales record after sales record.
Just to name a few, in 2018, she sold the most expensive re-sale in NYC, at $54M, for which she represented both Seller and Buyer.
In 2019, She delivered yet another record sale at $80m which was the highest transfer in the history of Downtown Manhattan. Her Additional record sales include multiple 50 million dollar plus units on Billionaire’s Row and numerous record Townhouse sales on the Upper East Side. Nikki also excels in New Development representation including: closing out 995 Fifth Avenue (The Stanhope) for Extell Development, Director of Sales for Kushner Companies at The Puck Building- a $175M+ sell-out and 40 East 72nd an $80M sell-out.
Nikki was Lead Sales Director for the $400M+ sell-out of 212 Fifth Avenue, which included the all-time, record-setting downtown sale of the $80M Penthouse.
And there’s more..
Outside of New York, her numerous worldwide referral sales include a Lake Tahoe residence for $48M and the Residences at Canyon Ranch in Lenox, Mass.
Nikki travels extensively to emerging markets in Asia. Since 2008 she has been doing this, building on the growing global business of Sotheby’s International Realty, Nikki has established her self as a real estate agent who is a financial portfolio advisor for international investors in securing and managing prime, global residential real estate.
She is a regular featured industry speaker, frequently interviewed by national and international news outlets as an authority on the luxury residential market.
To name a couple, Nikki was showcased in the PBS installment of “Super Skyscrapers” in which One57, “The Billionaire Building”, was featured as America’s most luxurious residential building and highlighted her noted sales record of multiple $50M single unit sales. She was also prominently featured in the acclaimed BBC Television documentary “Super Homes” with all of this success, it seems her list of how to reach her level of success would be long and complex.
She says it really just comes down to 2 essential steps. Today, In our interview, she shares what they are.

A little background of Nikki's real estate business (04:24)
How did she build a business of doing every 3 billion a year (07:05)
A little bit about building a specialized team (11:55)
How did she build her team (24:27)
What is her biggest strength as a team (29:17)
The final three questions (32:51)

Resources / People Mentioned:

Books Mentioned:

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

Quotes/Takeaways:
"Look around you find out how the market will be changing before the change. Get out of the gate first, be the agent of change. So you can be ahead of the crowd."
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

171. Staci Donegan Interview: How to Take Charge of Your Success May 21, 2020

Show notes

Today. I'm talking to Staci Donegan with Seabolt Real Estate, Christie’s` affiliate of Savannah, Georgia. A member of the invitational Christie’s International Real Estate Masters Circle, Staci is the number one residential agent for Savannah's national historic landmark district. In 2019, Staci secured the highest residential sales price in Savannah's landmark district and on skidway Island. Staci shows in her interview that she doesn't just win clients. She explains that she works purposely and strategically with a highly focused and exclusive group of experts behind her. With her team of specialists, she is combining the best marketing, the best public relations, her expertise in negotiating, and her understanding of property values. And doing this, She explains how she brings service and results to her clients that surpass what anyone else can offer or deliver. Staci and I talk about how to take charge of your success.
Resources / People Mentioned:

170. Best of Matt Breitenbach, Caroline Bean and Seth O'Byrne: How to Win Listings, 3 Top Interviews May 15, 2020

Show notes

Today is three top interviews from the Jere Metcalf Podcast. With three top, but very different real estate agents on winning listings. We start with Matt Breitenbach representing billion-dollar clients in the Hamptons. Then Caroline Bean, a top agent in Houston, who has doubled her business year over year for the last five years. And last but not least, Seth O' Byrne, not just a renowned real estate agent in San Diego, the country and the world. He's a master marketer and conversationalist in these segments of each interview. Today, we talk about how they win listings before presentations, how they execute the presentations, and their philosophies and actions that have led to their ongoing growing success, Winning listings.

Matt walks us through the listing pitch (01:27)
Examples of some great pitches (03:30)
The best pitch that Matt faces (05:42)
Winning the listing and keeping the price (09:14)
An overview of pitch deck (12:29)
Caroline's strategic approach in winning business (15:00)
Why she thinks the initial connection is important (17:30)
System and process of listing presentation (18:10)

Resources / People Mentioned:

Burma Weller

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

169. Jonathan Spears Interview: 100 million by 25 years old, How to Fast Track for Volume and Growth May 08, 2020

Show notes

Today, I’m talking to Jonathan Spears of SCdenic SIR in the panhandle of Floridan known by most of us the 30A corridor or Destin.
It goes without saying, there aren't many agents selling over 100m
With the exception of Jonathan, there may not be any agents in their 20’s selling over 100m.
Graduate of FSU at 19 breaking into real estate at the agent of 18, in 2015 at 23 he sold 48 million. in 2016 he sold 70 million, in 2017 at 25, he sold 117 million, in 2019 he sold 120 million, in 2019 he sold 137 million, and this year, at 28 years old, he’s still growing strong.
We talk about how he did 100 million by 25 years old, and how to fast track for volume and growth.

An Introduction of Jonathan Spears & His 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

168. Andy Taylor Interview: How to See and Create Opportunities May 01, 2020

Show notes

Today I'm talking to Andy Taylor, Senior Vice President of Sales for Sotheby's International Realty Canada and one of the founding brokers and top producers of the Toronto office. Growing up in a family of successful builders and developers, his affinity for real estate began as a child. This gave him exposure and insight into the business early on.
In our interview, it becomes clear that he has not only in-depth knowledge of real estate but a perspective on real estate that has led to his success. That success includes breaking sales price records on more than one occasion in his market. Today, we talk about how to see and create opportunities.

Andy Taylor: life before real estate (02:07)
The basic principles of working with agents (08:55)
Collaboration: Key to success (11:43)
Opportunities with the right agent (16:31)
How Andy build a lot of relationships (20:09)
Andy's biggest aha moment (25:09)
How he creates a competitive edge in a collaborative way (31:33)

Resources / People Mentioned:

Books Mentioned:

Liz Bentley Interview: The non-negotiables of being a top-performing realtor.

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

167. Jessica Adams Interview : How to Align with the Right People at the Right Time Apr 23, 2020

Show notes

Today I’m talking to Jessica Adams with One SIR of South Florida. Jessica started her career in the bottom of the recession learning through short sales. At the time and even now, hearing short sale, it sounds like a terrible time.
Her timing since has proven it probably couldn’t have been better. From the start, She joined a strong team with a strong leader who showed her the ropes, in the Great Recession, the worst real estate market since the Depression.
She saw all the problems first hand and as they hit us. And, she learned the solutions through real experience with the leadership then and now to expedite and create real results for her clients. Her most recent awards include Riley Smith Group's Top Producer Award she earned in 2018 with $55M in sales from 44 transactions. Most recently, she was announced as number 2 companywide for
new ONE Sothebyʼs agents in 2019.
She and I talk about How to Align with the Right People at the Right Time.

Jessica Adams: top-selling agent ONE Sotheby's International Realty (02:45)
From structured career to real estate agent (05:00)
Getting on the island and burning the boats (12:19)
The right people and the right relationships (15:20)
Jessica's biggest lesson (16:37)
Jessica's secret sauce (18:45)
Her biggest aha moment with COVID-19 (22:28)
Current business situation from COVID-19 impact (26:42)
The Final 3 (31:58)

Resources / People Mentioned:

Books Mentioned:

The ONE Thing: The Surprisingly Simple Truth Behind Extraordinary Results by Gary Keller

Quotes/Takeaways:
"I think that this industry is very difficult, but I think that if you have your core support and you believe in yourself. I think you can do anything."

Tye Stockton Interview: How to Gain Momentum in Uncertain Times (preparing for After COVID19)

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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