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

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Latest Episodes:

297. How to Unveil Opportunity with Renowned NLP expert, Damon Cart - Part II - Jere Metcalf Podcast Dec 26, 2023

Show notes

Today's is Part II of my interview and in-depth conversation with Damon Cart, a leading figure in the world of neuro-linguistic programming (NLP) and a master of unlocking human potential. In the first part of our discussion, we explored how the most commonly known approaches to mindset are most often like a bandaid on someone with internal bleeding or worse. We explored how to understand this and get to the true source and solutions for desired Breakthroughs in business, with clients and in life across the board.

In this episode, we dive deeper into NLP. Damon shares his invaluable insights on how NLP can be used as a powerful tool in understanding client relationships, negotiation tactics and valuable opportunities. His expertise sheds light on the subtleties of communication and persuasion.

In this part of our conversation, we focus on practical tips and advanced strategies as we talk about How to Uncover Opportunity.

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Chapter Notes (Part 2):

00:00 - Introduction

01:55 - When scripting doesn’t work

05:47 - Knowing your values in sales

10:47 - Powerful examples of NLP

14:46 - Dealing with a narcissist

19:37 - Affirmations versus confidence

23:23 - Law of attraction

29:48 - The goal is in the becoming

30:36 - Three Questions

33:54 - Damon’s core values

36:53 - Damon’s book recommendations

44:14 - Most important takeaway

Recommended Books:

Transforming Your Self: Becoming Who You Want To Be - by Steve Andreas

Never Split the Difference - by Chris Voss

Man’s Search for Meaning - Viktor Frankl

The Laws of Human Nature - Robert Greene

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About the Jere Metcalf Podcast:

Jere, current coach and consultant, former top luxury real estate agent of Sotheby’s International Realty, interviews the world’s most renowned and best real estate agents around the country. These Agents tell their stories, how they got into the business and what has made them successful from their biggest mistakes to their biggest breakthroughs in one of the oldest and most competitive industries.

All snownotes, videos and more at JereMetcalfpodcast.com

Coaching & Consulting for the Luxury Real Estate Agent

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295. Daniel Heider: How to Master the Luxury Real Estate Market Dec 13, 2023

Show notes

Today I'm talking to Daniel Heider, top real estate agent in Washington DC, top 100 in the Nation, top 100 with Sotheby's International Realty, and 3.5 million followers on TikTok. We explore his strategies for personal branding and client engagement, which have set him apart in this highly competitive field. He also shares unique insights into the current trends and future directions of the real estate industry.
Join us as Daniel and I talk about how to Master the Luxury Real Estate Market.

1:35 – Why Daniel was called a “wunderkind” in his 20’s
2:36 – Daniel sold the Mike Tyson mansion
6:40 – Building synergy with clients and telling a story
10:40 – Working with Mike Tyson’s family
12:36 – How Daniel creates traction with clients
17:48 – Center your universe around people giving you opportunities
21:45 – Mindset is your reality
28:45 – You’re the Underdog until you own your power
38:14 – When we lose, we win
40:07 – Power in who you are and hired on merit
43:19 – Difficult Conversations with clients
48:21 – How to approach different types of difficult conversations
58:55 – Don’t let thoughts beyond your control destroy you
1:00:40 – How Daniel listed the Blaine Mansion
1:05:33 – Being generous is as important as mindset
1:07:58 – ‘The Final Three’ questions with Daniel Heider

People Mentioned:

Mike Tyson

Michael Rankin

Chris Blaine

Damon Cart

Thomas Wright

Resources Mentioned:

TTR Sotheby’s International Realty

Netflix - Stutz

Tik Tok - Daniel’s account

BreakthroughLuxury

Recommended Books:

Mike Tyson, Undisputed Truth by Mike Tyson

David and Goliath by Malkolm Gladwell

How to Win Friends and Influence People by Dale Carnegie

Think and Grow Rich by Napoleon Hill

Quotes-

“You are what you believe, and you know your mindset determines absolutely everything.”
”Until you own your power, you will be the underdog.”
“Be resolute.”
“The world is a magical place where, If you're seeking, you know good things to come your way, they'll show up …. in all the most unexpected places.”

Jere interviews the world’s most renowned and best real estate agents around the country. 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.

Coaching & Consulting for the Luxury Real Estate Agent

BreakthroughLuxury.com

294. Shelton Wilder: How to Create the Connectivity to Catapult Your Business Jun 22, 2023

Show notes

Today I’m talking to Shelton Wilder with Sothebys International Realty in Los Angeles.
In just over six years as a realtor, with over half a billion in total sales and upwards of $150 million in sales in 2022 alone, Shelton’s clients include everyone from celebrities to first-time home buyers.
She was included on LA Business Journal's 2023 "The List" Top 100 Real Estate Agents in LA, nominated for Entrepreneur of the Year by the LA Business Journal, named Real Estate All-Star by Los Angeles Magazine, recognized as one of LA Business Journal’s Leaders of Influence, and included in Forbes' "Top 10 Business Professionals to look out for" in 2022.
A serial entrepreneur before real estate, the founder of multiple fashion-related businesses, Shelton was a local favorite on the reality show Shark Tank.
Shelton and I talk about
How to Create the Connectivity to Catapult Your Business.

0:00 - Shelton Wilder: How to Create the Connectivity to Catapult Your Business
2:21 - Shelton, entrepreneurism & Shark Tank
6:14 - Becoming an agent: from the beginning
13:29 - She talks about her team
15:00 - Shelton on processes & systems
23:30 - The challenges in being a real estate agent
27:26 - What creates traction for Shelton’s business
29:46 - The biggest challenges
34:39 - An essential element of systems and processes for business
41:11 - Her secret to always making her business better
49:43 - Shelton talks about her biggest Aha
55:57 - The final 3

People/Resources Mentioned -

Book

The Power of the Spoken Word by Florence Scovel Shinn

Quote

" I just want everybody to remember that other agents are not your competition."
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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293. Atul Goyal: How to Accelerate Growth with International Reach & Trust Jun 15, 2023

Show notes

Today I’m talking to Atul Goyal, Senior Vice President and Real Estate Agent with India Sotheby's International Realty.
Atul along with his team exclusively represent luxury homes in the most upscale neighborhoods of Delhi. His clients in India and across the globe include top industrialists, company promoters, start-up founders, executives and celebrities whom he represents in investments and purchases in Delhi, other cities in India, and across the globe.
A reputation for a savvy negotiator, Atul has managed some of India’s highest-value transactions for luxury homes and has closed well over over $100 million dollars in real estate since 2019.
Before real estate, he obtained a degree in engineering from Kurukshetra University and his MBA in the UK and worked for major institutions including AmericanExpress, Fossil Inc., Tata, and Godrej Group.
Atul shares how he got into real estate as we talk about
How to Accelerate Growth with International Reach & Trust

0:00 - Atul Goyal: How to Accelerate Growth with International Reach & Trust
3:29 - How Atul got into real estate
4:43 - Atul’s digital business, his segway to real estate success
7:15 - India’s economic growth
13:42 - Real Estate in India
21:25 - Nuances of doing business cross culturally
27:53 - From side hassle to top real estate agent
30:47 - Getting deals done
35:25 - Mindset for successful negotiation
39:11 - The Final 3

People/Resources Mentioned-

Check out Chris’s Episodes -

Check out Kevin’s Episodes -

Book -

Quote-
As long as you are persistent and set precedence in what you are doing, and if you just watch Jere's podcast, Nobody can stop you.
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
BreakthroughLuxury Coaching & Membership
GetStarted.BreakthroughLuxury.com

292. Richard Boga: How to Align & Achieve at the Highest Levels in Luxury Jun 08, 2023

Show notes

Today I’m talking to Richard Boga, of the O’Dare Boga Team in Vero Beach Florida with ONE Sotheby’s International Realty.
Richard is selling $200 million to $300 million dollars in real estate annually. If there’s a sales record on the east coast of Florida from beach front, waterfront or land, Cindy and Richard have broken it. As much as Richard’s success is an outlier, so is his start in real estate.
Richard started in business listing and selling premier properties right away. Even with all of the connections and success, he knew he needed more to get to the next level. He took the job as assistant to Cindy O’Dare to get the knowledge and experience he was looking for. Unplanned and serendipitously, Richard worked his way to a partnership with Cindy. Richard, shares his story, the successes, the struggles and how he both breaks records in real estate and how he earned and created a powerful partnership.
Richard and I talk about
How to Align & Achieve at the Highest Levels in Luxury.

00:00 - Richard Boga - How to Align & Achieve at the Highest Levels in Luxury
01:03 - He talks about how he got into real estate
03:54 - His biggest surprises being an agent
07:00 - The benefit of hindsight
13:05 - Some insights on how to align for opportunity
19:14 - Breaking into assistant role
21:53 - Richard’s biggest lesson from ‘The Great Recession’
29:22 - The resource that most contributes to his success
30:05 - Some advice for entering the real estate market
31:43 - The structure of Richard's team
35:37 - Richard's favorite book and what was his biggest takeaway from the book

People/Resources Mentioned-

Book -

How to Win Friends & Influence People by Dale Carnegie

Quotes
"Be kind, grind and always do the right thing."
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
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GetStarted.BreakthroughLuxury.com

291. Jeff Wilson: How to Win Clients Today and a Career For Life Apr 20, 2023

Show notes

Today, back on the show, is Jeff Wilson of TTR Sotheby’s International Realty in Washington DC.
A real estate agent for over 30 years Jeff has broken sales records, sold over 100 million annually, just to name a couple of his accomplishments. Jeff is known for being creative, clever and stoic.
On previous shows over the years he has shared clever marketing campaigns on episode 57, how to break $100,000,000 in annual sales on episode 220 and how mistakes can be the foundation for success on episode 130.
On this episode, #291, he gives us an inside look on not how to cope but how to thrive in a shifting market. How to win clients now and continue to build a career for life.

0:00 - Jeff Wilson: How to Win Clients Today and a Career For Life
3:29 - Jeff insights on the market shift
10:37 - How to create opportunities
16:32 - A real example
21:01 - How to create the conversation
23:05 - Understanding our role
25:48 - Getting clear on the goals
34:17 - How to handle MLS obstacles to create opportunities
37:52 - The metaphor that brings clarity on how it all works
43:32 - Coming Soon Status in the new digital world
48:25 - More on opportunities and communication.
52:01 - The Final 3

Other episodes with Jeff Wilson:

Books

Quotes
Connect with people personally.
Make it easy to do business with you.
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
BreakthroughLuxury Coaching & Membership
GetStarted.BreakthroughLuxury.com

290. Alei Merrill: How to Eliminate Struggle and Thrive Mar 30, 2023

Show notes

Today I’m talking to Alei Merrill with Alei International in Eagle Idaho.
Alei is a top agent in her market selling the most expensive homes in her market running her business under her personal brokerage alongside her 2 of her daughters.
Before Alei was a real estate agent, she founded and ran a school and started and ran a travel agency of travel agents that had 4 offices she ran. All of that and, by the way, she was raising her 5 children.
And that just touches the surface. Her 5 children became passionate entrepreneurs who made their way through school running their own small businesses.
Alei shares that her focus and passion in all of her businesses has been listening to her clients and creating the experience for them that they are looking for whether in education in the school she founded, in travel in her travel agencies or what better than in their homes, hence her career in luxury real estate today.
Most insightful from Alei was her clarity on her relationships with her clients and how she gets to the bottom of one of the greatest challenges we all find as real estate professionals, breaking through their barriers to guide them in making the right and the best purchase or sale that they come to us for.
Today, Alei and talk about her story, the lessons, powerful insights and all in all,
How to Eliminate Struggle and Thrive

00:00 - Alei Merrill: How to Eliminate Struggle and Thrive
00:40 - Alei’s story
02:16 - Reaching success
10:21 - Knowing your vision
15:25 - Navigating emotions
16:44 - Alei’s first transaction
20:54 - Opening a brokerage
26:29 - How to commit and reach the next level
28:46 - Alei’s biggest ‘aha’
30:37 - Her greatest lessons or experiences
40:02 - The elements of being successful
44:48 - A story about handling challenging situations
53:37 - The key components of your relationship and conversations with sellers
01:03:21 - How to make working with family work
01:07:13 - Creating experiences for your clients
01:07:36 - The Final 3

People/Resources Mentioned-

Books-

Quotes-
You have to have failed to have success.
Failure is a gift. You have to look at it that way instead of just shutting down.
Most successful people have failed more times than a loser. That's how they became successful.
Ask a lot of questions. Communication is our number one quiver in our little box of tricks.
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
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GetStarted.BreakthroughLuxury.com

289. Thomas Wright: How to Show Up and Win Mar 10, 2023

Show notes

Today I’m talking to Thomas Wright. He is a top real estate agent in Salt Lake City Utah, and he is a partner and President of Majestic Realty Collective, a prominent group of Sotheby’s International Realty that represents one of the largest affiliates in the world, by dollar volume, and currently spans the Western United States, while continuing to grow its footprint. In 2022, alone they sold $13.3 billion in real estate in major metropolitan and resort markets including Denver, Salt Lake City, Lake Tahoe, Boise, Sun Valley & Palm Springs.
Most who know Thomas also knows he’s passionate about his involvement in politics. Going against the common advice, don’t mix work and politics, Thomas brings a new bold transparent approach.
Thomas served as the Chairman of the
Utah Republican Party from 2011 to 2013 and was a candidate in the 2020 election for Governor of Utah
For Thomas, it’s not about “the politics”, it’s about transparency, authenticity, community, integrity, leadership and excellence that matter.
Thomas and I talk about, How to Show Up and Win.

0:00 - Thomas Wright: How to Show Up and Win
3:29 - The biggest challenge in the shifting market
10:20 - How to find opportunity in a down market
14:54 - Buyer expectations
17:55 - Trust and relationships and rapport
21:20 - How to enhance client experiences
30:20 - Thomas's biggest Aha
37:32 - Work on yourself = better outcome
44:59 - Favorite quote
49:01 - The Final 3

People/Resources Mentioned -

Book -

Quotes
"If you want to be successful, you have to create a process and a system that are sustainable and scalable."
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
BreakthroughLuxury Coaching & Membership
GetStarted.BreakthroughLuxury.com

288. Cindy O'Dare and Richard Boga: How to Leverage the Best Resources for Results Mar 02, 2023

Show notes

Today I’m talking to Cindy O’Dare and Richard Boga of the O’Dare Boga Team in Vero Beach Florida selling $200 million to $300 million dollars in real estate annually.
If there’s a sales record on the east coast of Florida from beach front, waterfront or land, Cindy and Richard have broken it. As much as their success is an outlier so are their starts in real estate.
Cindy started as a house cleaner and cook for celebrities and captivated opportunities that sound impossible, even with the benefit of hindsight. She represented likes of Jimmy Buffett, The Eagles, and Eric Clapton—including the Golden Beach home that inspired Clapton’s album “461 Ocean Boulevard.” Her first sale, also a record breaking sale, was three homes on North Bay Road to the Bee Gees.
Richard started in business listing and selling premier properties right away. Even with all of the connections and succsss, he knew he needed more to get to the next level. He took the job as assitant to Cindy to get the knowledge and experience he was looking for. Today Cindy and Richard, now partners in the business, share with us, the challenges of finding the right people including partners, how they created their partnership, and secrets of their success from marketing and business development to operations.
We talk about
How to Leverage the Best Resources for Results
00:00 - Cindy O'Dare and Richard Boga:
How to Find and Leverage the Best Resources for Results
01:25 - How and why did they got into real estate; 2 very different stories
06:34 - They share their less common story aligning as business partners
16:23 - Keys for a successful partnership
20:42 - The importance of self-branding
25:55 - An assistant to a top producer
31:01 - An honest conversation about the market
40:09 - They advise on how to find a fake buyer vs a real one
41:54 - The most important lesson in creating great partnerships
44:41 - The Final 3
People/Resources Mentioned-

Books-

The Millennials: Connecting to America's Largest Generation by Thom S. Rainer & Jess Rainer
How to Win Friends & Influence People by Dale Carnegie

Quote-
Be a brand and spend money on marketing. And when you're marketing, be sure to market yourself.
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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