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

Latest Episodes:

156. Zach Zeldner Interview: How to Keep it Simple and Stay on Top Feb 06, 2020

Show notes

Today I'm talking to Zach Zeldner of Compass Boulder, the number one Top Producing compass agent in all of Denver and Boulder, Colorado. Prior to Compass, Zach earned multiple top producer accolades at Re/Max Alliance on Walnut, where his team was responsible for over $450 million in sales between 2012 and 2018. His group was repeatedly named the top team in the state and among the top five teams in the company's entire Mountain states region. Individually Zach received multiple honors including Hall of Fame and Lifetime Achievement designations. Despite his years of accomplishments and awards talking to Zach, it's clear that he is successful based not on any unique approach other than delivering the best service and the best results to his clients with a focus on their needs. He shares how to keep it simple to stay on top.

Zach's story in the real estate business (02:06)
First deal in Boulder's market (04:17)
His biggest challenge in the business (06:49)
His competitive advantage than the other brokers (08:58)
He shares his greatest lessons learned from the challenges he faces (12:31)
The most challenging vs the most rewarding point (17:14)
How does he handle the challenges (19:50)
Stop scripting and start listening (28:35)
The most beneficial tool for Zach's business (33:53)
Zach's favorite book (35:39)

Resources / People Mentioned:

Quotes/Takeaways:
"We want to treat our clients, not only clients but our fellow realtors as best as we possibly can. Just the way that you and I want to be treated and that comes up in multiple offers and that comes up in off-market transactions"
Books 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
Powered by
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

155. Ari Afshar Interview: How to Build a Big and Strong Team, Fast Jan 30, 2020

Show notes

Today I'm talking to Ari Afshar, with Compass Los Angeles. Doing over $130 million in transactions a year, Ari runs a large successful team. A master of real estate and systems a little over 10 years ago, in 2008, Ari founded Lexington Realty and became one of eight real estate agents nationwide selected for Bank of America's Realtor Roundtable. As a member of this exclusive group, he helped Bank of America shape their short sale systems and processes. In 2011, already merged with Lexington Realty with the Coldwell Banker Beverly Hills North Office. Building on his talents and systems and technology, from 2011 to 2014, Ari launched and ran social media marketing, real estate, web development, and mobile app building companies. In 2014, it was time to bring his passions together where he would best thrive. That's where he began conversations with Compass. He combined his passions for real estate and technology and became the founding agent for Compass Los Angeles. Once established with Compass, he quickly built what is now a large, strong team. We talk about mindset, lessons learned in the business, and how he built a big and strong team fast.

The first agent on the west coast (02:29)
Ari's real estate team (02:30)
Ari talks about his story (05:25)
What makes you a good cold caller (13:31)
How to structure an efficient team (19:24)
How did Ari assign different roles with his team (21:18)
Attract and retain seasoned agents on your team (25:05)
The common denominator of all the agents on Ari's team (28:37)
How Ari find the best person for the operations job (37:59)
Ari's role in the team (44:17)
What is the secret to building a successful team (45:29)
The Final Three (48:52)

Resources / People Mentioned:

Quotes/Takeaways:
"Pick the brain of people who have achieved some success"

Books Mentioned:

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

154. Michael Carucci Interview: How to Start Big and Stay Big Jan 23, 2020

Show notes

Today, I'm talking to Michael Carucci of Gibson Sotheby's International Realty in Boston, Massachusetts. He is the exclusive sales agent for the St. Regis Residences, Boston and an Ambassador for The Four Seasons Private Residences at One Dalton. Michael is ranked 25th of all Sotheby's International Realty agents nationally. And he is ranked in the top nine for the highest volume in the Commonwealth of Massachusetts by the Wall Street Journal’s 2018 REAL Trends. He was voted Best Luxury Agent in Boston 2018 by Boston Common Magazine. We talk about how he went from no deals to representing a large luxury condo development and in his first year of business and how he continues to grow, how to start big and stay big.

Michael biggest breakthroughs breaking into the industry (02:42)
Tips to learn something quickly (07:22)
How Michael manages broker situation (08:13)
The pros and cons of managing agents and running a big company (14:21)
A tip for managing Customers when they don't fill the requirement (16:46)
Representing high network client or not (22:04)
The Four Seasons Private Residences (24:48)
How Michael makes him specialized (28:57)
The final three (34:33)

Resources / People Mentioned:

The Carucci Group

Quotes/Takeaways:
"Don't try to be all things to all people."

Books Mentioned:

Ninja Selling: Subtle Skills. Big Results by Larry Kendall

153. Janie Coffey Interview: How to Break Out of a Slump into Market Domination Jan 16, 2020

Show notes

Today, I'm talking to Janie Coffey out of Northeast Florida and the Jacksonville and St Augustine market of Compass. Janie ranks, and the top 250 agents in Florida as currently identified by real estate trends and the Wall Street Journal. She has been named among the top 100 most influential people in real estate by Inman News and was ranked as a top 10 agent in Northeast Florida by the Jacksonville Business Journal. She was the number one agent during her tenure at First Coast Sotheby's International Realty. Despite her record of rezoning success, she has hit major bumps in her career and has reinvented herself many times. I have known Janie for years. My motto for her is, "No matter what the obstacle, Janie always comes out on top". Today, we talk about "How to break out of a slump into market domination".
Jere interviews the world’s most renowned and best real estate agents around the country and the world.

Starting over from scratch to top (03:00)
Janie's frame of mind (08:27)
How to find an amazing detailed list (20:33)
Big List to Targeted list (28:31)
The four layers Process (33:14)
Five reasons for doing niche specializing (40:21)
Built-in supply of boutique commercial clients (47:13)
The Last three questions (53:44)

Resources / People Mentioned:

Quotes/Takeaways:
"If people are going through a hard time they can find their own mantra that really kind of resonates with them."
Books Mentioned:

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

152. Steven Shane Interview: How to Become and Be a Top Real Estate Agent for the High Net Worth Client Jan 09, 2020

Show notes

Today, I'm talking to Steven Shane of Compass in Aspen, Colorado. Ranked the second-highest producing broker in Aspen. He is consistently ranked among the top residential real estate agents in the country. In short, he began his career on a trip to Aspen and never left. We talk about becoming and being a top real estate agent for the high net worth client.
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

151. Andrew Darda Interview: How to Develop and Maintain the Focus to Be Unbeatable Jan 02, 2020

Show notes

Today, I am talking to Andrew Darda of Compass in Cape Coral and Fort Myers, Florida, With over 10 years of experience as a real estate agent, Andrew, and the Darda Group are top team doing well over 200 transactions a year. In our interview, we talk about his passion and skill for winning deals and maintaining boundaries that enhance, rather than compromise his competitive edge. He shares his experience and how it's not about exhausting yourself but developing the right focus that makes you unbeatable. Today we talk about how he does it.

Andrew Describes His Team (02:19)
His Personal Eavesdropper (03:55)
The Biggest Lesson or AHA Going Through The Process of Becoming An Agent (09:04)
What Was The Tough About Being A Buyer Agent To Being A Listing Agent (10:32)
The Difference Between A Buyer Agent And A Listing Agent (12:20)
The Conversation Process of Darda Group (16:18)
The Way To Influence The Right Clients (18:09)
Biggest Strength of Andrew Darda (20:43)
Confidence, Track Record and Plan (21:41)
The Real Secret Of His Success In The Business (29:09)
Final Three Questions (32:57)

Resources / People Mentioned:

150. Robin Sheridan Interview: How to Make Breakthroughs and Double Your Business Dec 19, 2019

Show notes

Today, I'm talking to Robin Sheridan of Compass in Seattle, Washington. Robin has been an agent for seven years. She started her career from being not just a successful litigation attorney, prosecuting criminals, but a mother of two toddlers. She launched into rapid success quickly reaching 13 million a year. While she maintained her production several years into the business, she hit some hard times and challenges, including the transition through divorce and becoming a single mom. Since then, she has come out of these challenges making breakthroughs and doubling her business year over year. Today, we talk about how she does it.

Robin's Journey to this Business of Residential Real Estate (01:51)
She Talks About Her First Deal (04:46)
She Gives us Some of Her AHA Process (06:46)
How to Apply the Listing Presentation to the Deal (16:44)
Privacy vs Recency (21:16)
She Gives us a Little About BombBomb Video (22:48)
How She Changes Her Life To Double Her Business (28:13)
Biggest Lesson From Her Life (38:27)
One Tool That Couldn't Live Without (41:28)

Resources / People Mentioned:

Quotes/Takeaways:
"Remember reading positive. It's really important. It means really, if even if you do get stuck in the middle of that pack of agents."
Books Mentioned:

149. Mark Haldeman Interview: Establish the Best Clients and Determine the Best Brokerage Dec 12, 2019

Show notes

Today, I'm talking to Mark Haldeman of Christie's in Aspen, Colorado. In business for 26 years, Mark consistently ranks in the top 5% of all brokers for sales and Aspen area. Recently in his career, on two separate occasions, he has represented the sellers of the highest-priced single-family home sale in Aspen. The second of those was the closing of the Aspen summit house for 29.5 million in 2015. The first of those was in 2011, he brokered both sides, the listing and selling side of a 20.75 million Aspen estate. Today we talk about how to establish the best clients and determine the best brokerage.

How Mark Got into the Business (02:42)
Highest Price Single Family Home Sale in the State of Colorado (03:48)
How did He Break into the Industry (05:58)
The Story of His First Deal (08:07)
Mark's Advice on Marketing (09:18)
How does He Negotiate When Things Get Heated (14:48)
Recruiting a Broker: Important or not (18:46)
The Direction of the Business of Mark's Broker (23:39)
Best Advice to Make Decision (30:57)
Brokers: First Thing You Should Think About (33:42)
The Last Three (36:17)

Resources / People Mentioned:

Quotes/Takeaways:
"I think the basic principles in real estate stay true to your beliefs, stay true to yourself."

Books Mentioned:

148. Stephen Ferrara Interview: The Mindset for Record-Breaking Deals and a Strong Team Dec 05, 2019

Show notes

Today, I'm talking to Stephen Ferrara, co-founder of the Hudson Advisory Group of Compass. Ranked number four in New York City by The Wall Street Journal and number 40 in the United States. Still early in his career, he has over 1 billion sold and record-breaking sales that include 517 West 29 Street that he closed at $54,750,000. He shares his stories, the path that led him to real estate and how situations that might have looked like, let downs or disappointments actually set him up for success. We talk about the mindset for record-breaking deals and a strong team.

From the Hospitality business to Real Estate Business (03:35)
Stephen's first deal and how he got it (08:41)
A method to the madness (10:07)
A new agent vs An experienced agent (18:50)
The Hudson Advisory Team (21:54)
Eric Sidman - The Brooklyn expert (22:45)
The infrastructure of Stephen's Team (24:09)
The Hiring Process (31:26)
The best deal he has ever done (35:04)
Stephen's biggest lesson (38:22)
The Final Three (40:18)

Resources / People Mentioned:

Books Mentioned:

147. Ben Moss Interview: The Mindful Approach That Grows Your Business Nov 27, 2019

Show notes

Today I'm talking to Ben Moss of South Florida Compass, a Luxury Real Estate Specialist and the East Coast Director of the sports and entertainment real estate division. According to the Wall Street Journal trends report, Ben sales production ranks nationally among the top quarter of the top 1% of realtors. He is a member of the invitation-only masters' brokers forum and is a $1 million Guild member of the Institute for luxury home marketing. He frequently presents unreal estate market topics to entities such as who's who in luxury real estate, the Miami Dolphins, the University of Miami's Executive MBA program in Centro spank. Ben says that for him, real estate is not a business so much as it's a passion. We talk about how to apply a mindful approach that will grow your business.

Ben describes his real estate experience & his team (02:00)
What are the admin roles (03:10)
The team leverages through the systems and tools (05:20)
How to Develop relationships with people (07:03)
Ben shares his story (09:01)
A little bit about Ben's day like (12:52)
The Wim Hof Method (13:36)
Some advice to other agents (23:25)
Struggling with time blocking (25:50)
The most beneficial tool to his business and his team (28:47)

Resources / People Mentioned:

Books Mentioned:

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