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

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277. Roxanna Urban: How to Build Relationships that Build Your Business Nov 10, 2022

Show notes

Today I’m talking to Roxanna Urban

Born and raised in South Florida, she entered the industry in 1995 through real estate financing as a mortgage broker working for large national lenders.

After doing this for nearly 15 years, she finally decided to follow her passion and transferred into Sales. But she didn’t start her career in sales in South Florida where she grew up with a vast network. She started in Lauden County of Northern Virginia, not an easy market to break into.

After almost 15 years as a top real estate agent in Lauden County, as of just a few months ago, today she is back in South Florida and a leader in real estate again, now as the Sales Manager for the Coral Gables, Brickell and Key Bascayne markets for ONE Sotheby’s International Realty.

In our conversation she brings vast perspective in leadership, sales and success as she and I talk about

How to Build Relationships that Build 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
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404.627.7789
Jere@mpartners.io
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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

276. Melissa Castillo: How to Elevate Your Career for Extraordinary Outcomes Nov 03, 2022

Show notes

Melissa Castillo is a real estate agent with ONE Sotheby's International Realty and a BreakthroughLuxury coaching member.
Just a couple of years into real estate Melissa’s successes already include transactions at the $50,000,000 price point.
But, it wasn’t always this way. Melissa was born in Cuba.
Just before she turned nine years old, her mother and father moved to the United States. She remembers her parents knew the enormous risk it would be leaving the rest of their family behind and the security it gave them knowing they would be passing down their home to them. Just a few days after their departure, their home the Cuban government took their home from her family. Melissa remembers the fear and hopelessness she felt when she found out.
She said that it was in that moment, at just 8 years old, she made a commitment to dedicate her life to helping others secure their home and ownership in real estate.
Melisa and I about how she is tapping into the market of $50,000,000 buyers and sellers and How to Elevate Your Career for Extraordinary Outcomes.
Shownotes-

00:00 - Melissa Castillo: How to Elevate Your Career for Extraordinary Outcomes
04:11 - A brief background of Melissa Castillo
06:56 - The most precious thing
10:21 - A turning point for Melissa
15:34 - Navigating relationships: the key to success
18:18 - How to align with the right people
22:26 - Insights for growth
27:31 - Working with high-caliber clients
32:34 - A small gesture exemplifies everything - how to do it
34:21 - Her mission for Cuba
36:55 - Big learning for Melissa
40:32 - The Final 3

People/Resources Mentioned -

Books-

Quotes:
"Negotiate past the monetary goal."
"Get to know yourself & Be comfortable with 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
Powered by
Jere Metcalf Partners
404.627.7789
Jere@mpartners.io
Jeremetcalfpartners.com

275. Haifa Khoury: How to Win Listings & Ideal Clients Oct 27, 2022

Show notes

Today I’m talking to Haifa Khoury with Sotheby's International Realty in Silicon Valley.
Haifa grew up in Palestine, due to her own persistence and innovation skipped her senior year in high school, and went to college in Berut. After college she went home and was teaching school in Palestine. It wasn’t long before Haifa met the man who she would marry and move to America to raise a family.
In 1980, in her new home, the United States, far away from everything she knew Haifa was divorced with 3 children under the age of 6. Haifa had a family to support and needed to find a way fast. You may recall, interest rates were 18, 19 and 20% and the stakes were high. Everyone told her it’s too risky, you’ve got a family to support, you can’t do real estate. Haifa saw opportunity in the problems of the market. She had a vision; she knew her drive and went for it.
Within 1 year, she was the #2 agent in her office.
Today she is a top real estate in Silicon Valley and in the US alongside her daughter Ruba.
See them at: https://rubaandhaifa.com/
This year alone, Haifa has been on 39 listing presentations and won 38 of the 39 listings. Haifa has a business, service systems and marketing that generate warm leads and new clients not quarterly, monthly or even weekly but every day.
Haifa says she knows the market and the numbers better than any agent and never stops learning. She serves her clients beyond their biggest expectations. She says, “we go the extra mile and don't call it extra.”
And Haifa shares the importance of giving, that giving more than you expect and the growth that creates creates abundance for you that is far beyond what you could imagine or ever take.
Haifa and I talk about How to Win Listings and Ideal Clients.

00:00 - Haifa Khoury: How to Win Listings & Ideal Clients
00:45 - Winning 38 listings out of 39 listing presentations
08:41 - Getting into real estate: the background story of Haifa
15:15 - A story about persistence
21:08 - How Haifa got ahead of the market
24:14 - Navigating the reality of higher interest rates with clients
25:48 - The mindset & perspective to see opportunities
27:41 - A “biggest lesson” we can learn from Haifa
31:16 - Haifa talks about caring for clients
36:08 - The evolution of Haifa’s business strategies
38:08 - Rising above the competition: from the beginning to now
41:15 - Overcoming challenges in business
43:43 - The Final 3

People/Resources Mentioned-

Ruba & Haifa Team
Ruba Kaileh
Breakthrough Luxury Coaching

Books

Quotes
"Marry the House, date the rate."
"If you take care of the client, the client will take care of you."
"The more you help people, the more God will bless you."
"Always do the right thing by people, no matter who they are, whether they will benefit you or not."
"There's no right way to do the wrong thing."
www.JereMetcalfPodcast.com
Powered by
Jere Metcalf Partners
404.627.7789
Jere@mpartners.io
Jeremetcalfpartners.com

274. Ashton Lewis: How to Breakthrough and Excel in Luxury Real Estate Oct 20, 2022

Show notes

Today I’m talking to Ashton Lewis with Compass in Atlanta and a BreakthroughLuxury Coaching member. A real estate agents for just under 5 years and young, his mid twenties, Ashton is already has and sells exquisite multi-million dollar listings in Buckhead and across Atlanta, on market and off market deals.
Despite unforeseen challenges in his start, challenges that would be a sign and reason to stop trying for most, Ashton pushed through and will admit that he has already exceeded his own expectations.
Ashton, a true leader in every sense, shares how he has succeeded and continues to take it to the next level.
Generously, openly and sharing parts of his story he has never shared before, Ashton tells us How to Breakthrough & Excel in Luxury Real Estate.

0:00 - Ashton Lewis: How to Breakthrough & Excel in Luxury Real Estate
4:38 - Ashton gets started with his real estate story
7:30 - Three powerful things
12:04 - Winning multi-million dollar listings
15:13 - Biggest challenges Ashton faces and how he navigates them
20:50 - The right people
25:05 - Overcoming obstacles
27:58 - Ashton's biggest aha
33:20 - Why Ashton came into the business and where he is now
38:25 - The Final 3

People/Resources Mentioned -

Books -

Quote-
Never give up, and always live your life by giving your time, your talent, and your treasure, and if you do that, no matter what you do on life, you're going to be successful
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@mpartners.io
Jeremetcalfpartners.com

273. Donna Browning: How to Launch and Lead to the Top Oct 13, 2022

Show notes

Today I’m talking to Donna Browning with ONE Sotheby’s International Realty in Brevard County Florida and surrounding.
Donna Browning has been a licensed real estate broker in the state of Florida for over 23 years.
She started with small brokerage and shortly after launched a boutique brokerage.
After Building her successful brokerage, life happened and she had to move. So Donna moved and did it again, launched and lead another top boutique brokerage.
It didn’t take long for Donna’s strong track record for successful launches and leadership to capture the notice of national brokerages leading to Donna’s success in leadership on a new level.
Today, Donna leads 5 offices at ONE Sotheby’s International Realty; she says she has found her home.
For the first time here on the Jere Metcalf Podcast where top real estate agents tell how they do it, Donna shares her story and How to Launch and Lead to the Top.

0:00 - Donna Browning: How to Launch & Lead to the Top
5:15 - Donna talks about cultivating culture
8:43 - How the best agents grow
11:30 - How Donna got into real estate
18:42 - Donna’s first ‘launch’
24:26 - Four Seasons to Welcome Home Realty (aligning, building and branding for your market)
27:48 - Management in real estate from properties to brokerages
30:36 - Characteristics of the most successful agents
34:12 - Knowing what you're doing
37:27 - The best part of Donna's job
41:53 - Donna’s message
47:32 - Handling tough situations
51:47 - Navigating and growing
59:13 - The Final 3

People/Resources Mentioned-

MLS software
Welcome Home Realty
Four Seasons Brokerage
Zoom
Daniel de la Vega

Books-

The Go-Giver by Bob Burg

Quote
Don't forget what you have to offer the world, and what the world might be willing to offer 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
Jere Metcalf Partners
404.627.7789
Jere@mpartners.io
Jeremetcalfpartners.com

272. Ivan Estrada: How to Brand with Purpose: the 3 essentials Oct 06, 2022

Show notes

Today I’m talking to Ivan Estrada with Douglas Elliman in Beverly Hills. Ivan is not just a top luxury real estate agent, he is the Best Selling Author of Brand with Purpose.
Ivan has been featured on Bravo’s “Million Dollar Listing”, HGTV’s “House Hunters” and NBC’s “Open House” as a Los Angeles T.V. personality and is continuously featured in the L.A. Times, NY Times, Forbes, Curbed LA, The Hollywood Reporter & Dwell Magazine.
Ivan come into the business an unlikely candidate for the ranks of luxury, especially in Beverly Hills. Being acutely aware this, in the beginning, what was true about him, his humble origins, being from Mexico, growing up on the other side of the tracks his father a janitor, Ivan originally covered up and kept it all a secret. As he worked hard and grew his business he came to realize that hiding who he was was actually holding him back.
Ivan shares his story and talks about how to find your passion, stay true to your story, accelerate your career, and How to Brand with Purpose.

00:00 - Ivan Estrada: How to Brand with Purpose: the 3 essentials.
05:17 - Ivan talks about his life story and his book
08:04 - Values, Principles, and Foundation: Formula for success
18:11 - What makes Ivan so awesome
21:59 - How does he define principles?
24:51 - Artist to CPA: How does that work?
30:09 - What is the key to transformations?
33:25 - Some tips on successful career
39:32 - How Ivan handles the challenges in his life
42:19 - What he learned when he became an agent
51:00 - The Final 3
52:59 - The biggest takeaway people get from Ivan’s book (Brand with Purpose)

People/Resources Mentioned

Books-

Quote
"Do an audit on yourself; identify your foundation's principles and values, take action and watch your career transform."
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

271. Pam Pagnani: The 6 Keys to be a Leading Luxury Agent Sep 29, 2022

Show notes

Today I’m talking to Pam Pagnani, Senior Vice President and Broker Manger for Sotheby’s International Realty in Greenwich, CT.
Before her flourishing career Pam was a mom. Born and raised in Greenwich, she was raising her family in Greenwich and appeared to be living the American dream until her life took a drastic unexpected turn as she found herself divorced and a single mom of two young children, 3 and 6 at the time.
Pam hit the ground running, got her degree in law in 2 and a half years and soon after was with the 3rd largest law firm in the world, Dewey LeBoeuf, until a few of the leaders a Dewey LeBeouf were indicted for fraud leading to the firm's demise in 2012.
A blockbuster movie will be releasing on that soon and the links will be shared on the shownotes at pampagnani.jeremetcalfpodcast.com
After Dewey LeBoeuf, Pam became a partner in the Greenwich firm, Whitman & Breed.
As if Pam hadn’t had enough surprises, not long after Pam partnered with Whitman and Breed, Sotheby’s International Realty sought her out to run their Greenwich office. Long story short, she finally took their offer.
She transformed the office culture, technology even their physical working environment and took their office on every level to new levels.
What Pam implements and how she leads are using 6 keys she developed. They are the 6 keys not only to lead an office of agents in luxury, but to be a leading agent in luxury. Hence her impressive results.
I cannot wait for you to hear this amazing woman share how she does it.
00:00 – Pam Pagnani: The 6 Keys to be a Leading Luxury Agent
01:34 – Pam’s personal background and history before real estate
07:07 – Life lessons to success in spite of challenges/tragedies
13:26 – An overview of crafting and development of Pam’s initiatives
15:44 – Mentoring initiative and implementations
20:52 – Networking initiative and associated strategies
31:33 – Collaborative initiative framework for team and community
41:20 – Office/work environment renovation initiative and implementation
44:15 – Book clubs initiative for agents from diverse branches
46:02 – Walk and Talk with Pam initiative
49:45 – How to be a great leader
51:04 – What Pam thinks makes a great and successful agent
53:31 – Pam's greatest resources in contributing to her success
54:21 – The most influential book(s) in Pam's life and career
57:51 – Pam’s ultimate advice to realtors
People/Resources Mentioned-

Books-

Quote-
Be kind, listen, be thoughtful, be considerate.

270. Ryan J. Glass: How to Break In to a Competitive Luxury Market Sep 22, 2022

Show notes

Today I’m taking to Ryan J. Glass with Gibson Sotheby’s International Realty in Boston, Massachusetts.
Now ranked a top real estate agent nationwide, Ryan’s path to residential luxury real estate wasn’t exactly the usual.
He worked for the U.S. General Services Administration, the largest owner of public real estate where he marketed and sold surplus property for the federal government - including lighthouses for the US Coast Guard!
In that role Ryan learned not just about the marketing and selling of real estate, he learned how to get creative to make deals happen and how to simplify even the most intricate and complex systems to ensure transactions closed.
But Ryan soon realized he wanted more out of his career. He took the leap. Ryan transitioned from his government job and elevated to the top ranks in luxury real estate in Boston, considered one of the most challenging competitive real estate markets in the US.
Ryan and I talk about
How to Break Into a Competitive Luxury Market.

0:00 - Ryan J. Glass: How to Break In to a Competitive Luxury Market
4:42 - The shift from government job to top luxury real estate agent
6:04 - Ryan’s background story and how he transitioned into luxury real estate
10:14 - How Ryan used his experiences to grow into his current success
14:06 - Ryan’s lessons learned from seasoned agents and his real estate transactions with big government
22:18 - Ryan’s strategies for business development and closing big deals
27:15 - The story of Ryan’s first big luxury deal
32:27 - His biggest surprise, encouragements and future plans in realty
37:24 - Ryan’s business operation model and team, systems and structures
52:30 - Most impactful resource to Ryan’s success
54:04 - The book that changed Ryan’s life/career
56:15 - Ryan’s ultimate advice for success

People/Resources Mention-

Book-

The Dip: A Little Book That Teaches You When to Quit (and When to Stick) by Seth Godin

Quote -
I really think the American dream is alive and well, and real estate is a great example. You can make as much money as you want to make if you put in the time.
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

269. Julie Faupel: How to Create Culminating Career Opportunities Sep 15, 2022

Show notes

Today I’m talking to Julie Faupel the co-founder of the largest real estate company in the Teton Region and a member of the top producing real estate team Graham-Faupel-Mendenhall consistently ranked in the top 100 teams in the US by the Wall Street Journal/Real Trends.
Julie’s clients include, Fortune 100 CEO’s, Government dignitaries, Heirs and Heiresses, Technology executives and other notable figures. Julie’s 20+ year career in the luxury space spans luxury hospitality, technology, marketing, fashion and real estate.
As a result of her unique insight into what shapes consumer psychology in luxury buying, Julie is a frequent media expert and has been interviewed by: Wall Street Journal, Forbes, New York Times, Luxury Daily and Leaders Magazine.
Julie is a member of the Young President’s Organization where she serves the Global One chapter as Membership Chair.
Last but not least, Julie is also the CEO and Founder of REALM, a real estate technology platform that serves elite real estate professionals.
She and I talk about
How to Create Culminating Career Opportunities.
00:00 - Julie Faupel; How to Create Culminating Career Opportunities
01:47 - Julie’s background, track record and operational strategies
08:38 - Julie’s work in technology and bringing the good stuff to real estate agents
12:14 - How and why Julie got into real estate
16:51 - Developing and connecting with clients
21:31 - Julie’s biggest surprise in becoming a real estate agent
23:57 - Best strategy for dominating the real estate market
30:25 - Her quick transformation from being an agent to a successful brokerage
34:33 - Julie’s take on navigating opportunities
43:23 - Biggest challenge and lessons learned by Julie
45:18 - Succession planning
50:21 - What makes the right partners right in real estate?
52:23 - Identifying and retaining the right partners
56:27 - How to be a great real estate agent in the technology era
01:00:50 - Most powerful resource to Julie’s success
01:01:28 - Most impactful book in Julie’s life and career
01:03:20 - Julie’s ultimate advice
People/ Resources Mentioned-

Book Mentioned-

Never Split the Difference by Chris Voss & Tahl Raz
Pitch Anything by Oren Klaff
The Power of Now: A Guide to Spiritual Enlightenment by Eckhart Tolle

Quote-
Know what you are afraid of and know kind of what you're willing to gamble so that you can take some risks, and you can do somethings that can change the world.
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

268. Lisa Bennett: How to Prosper Even in the Face of Great Challenges Sep 08, 2022

Show notes

Today I’m talking to Lisa Bennett with Atlanta Fine Homes Sotheby’s International Realty and BreakthroughLuxury Member. Recently featured in the Emerge Magazine and as the cover story in Good News Notebook Magazine, Lisa is a power house real estate renowned for white glove service to buyers and sellers including builders and developers across Atlanta. Lisa was first on the finance side of real estate working with banks and mortgages. It was this path that prepared her for opportunity in the Great Recession of 2008 when she discovered her talent for negotiating short sales and foreclosures, not just any shortsale and foreclosure but those in the arena of luxury. The challenges of 2008 came to Lisa quickly, and she just as quickly turned them into opportunity. While so many of us in real estate recall the challenges of 2008 and the recession some of the toughest, this barely touches the surface of what Lisa has faced.

She faced the death of almost of her closest family members in a span of 2 years. She took the lessons, harnessed her pier and her mindset and despite loss and heartache, she created even more success in her life and her career. Soon after her losses, as if this weren’t enough, she learned she had a rare cancer, a cancer unresponsive to chemo as well as to radiation.

Doctors told Lisa, this cancer is going to take you or your leg, you choose. She made the choice and had her leg amputated just over a year ago in June of 2021. After this surgery Lisa had to relearn to walk and drive among a long long list of things we all take for granted every day. Despite all of this, Lisa doesn’t stop. She is relentless in every aspect of the meaning of the word. It has only just been over a year and yet she manages to list more properties and represent more investors and builders of homes in the dozens and even the hundreds. Today Lisa shares with us, How to Prosper, even in the face of great challenges.

00:00 - Lisa Bennett: How to Prosper Even in the Face of Great Challenges
03:06 - How Lisa got into real estate
04:45 - Advantages and Obstacles for Lisa
07:54 - How Lisa finds and develops clients
10:09 - Lisa’s business and operation structure and strategies
14:42 - Lisa’s breakthrough moment and idea
20:02 - Lisa’s leg amputation story and journey to recovery
30:48 - Significant life lessons
35:34 - Positivity, negativity and how to navigate them
46:01 - How Lisa navigates her business
48:25 - Lisa’s biggest surprise in being a real estate agent
54:52 - Lisa’s biggest challenge and how she overcame it
57:05 - The most impactful resource to Lisa’s success
58:10 - Most impactful book in Lisa’s life and career
59:19 - Lisa’s key takeaway

People/ Resources Mention -

Book -

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

Quote-
Be kind and honor your mind, your body and your spirit.
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.

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