What does it really take to build $3+ billion in sales and a multibillion-dollar real estate business? Hillary Farnum-Fasth—founder of Corcoran Reverie and top agent on 30A—joins Jere Metcalf to share her journey and the subtle art of creating world-class client experiences.

This episode is a masterclass in client care, lifestyle selling, financial strategy, and staying grounded in a high-stakes, high-volume career.

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From to top agent selling three billion dollars in real estate to founder and owner of top brokerage, Corcoran Reverie, Hilary Farnum-Fasth is unstoppable in luxury real estate. 

Her successes include:

• Over 3,000,000,000 in personal closed sales
• Launched and Closed WaterColor (1,000+ home oceanfront development)
• Founder and Broker Owner of Corcoran Reverie

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Interview Highlights: 

• The billion-dollar habit top agents overlook
• How to build lifetime client relationships in a second-home market
• Why answering your phone is more powerful than you think
• The 3 pillars of a world-class client experience
• How luxury agents can offer more than real estate—lifestyle, service & financial strategy
• The story that forever changed how Hillary shows property

Timestamps:

00:00– Intro

00:44The Billion-Dollar Mindset

01:59 – Why Relationships with Agents Matter

03:38– Lifetime Clients: The Long Game

05:24 – Making Connections in Second-Home Markets

07: 36– The Holiday Surprise That Mattered Most

09:10– When Hillary Gave a Client Her Car

10:47– Passion That Never Burns Out

12:40– Let Them Experience the Lifestyle Before You Sell

14:49– Family, Faith, and Resilience

17:11– Optimism Without Denial

19:40– Setting Expectations with Grace

21:49– Navigating Inspections

22:04 – Cameo Appearance: Meet Hattie ;) 

24:03 – The 3 Core Elements of Client Experience

28:46– The View That Changed Her Forever

31:00– Hillary’s Must-Read Book: Let Them

31:29– Lessons from Ritz-Carlton and Disney Mentorship

32:26– Biggest Lesson in Creating Impactful Client Experiences 

32:57– Mic Drop Advice: Stay Positive. Take Risks.

Memorable Quotes: 

“You can’t fake having a passion to help people. You can for a little while—but not for a career.”

“If my clients ever have to pick up the phone and call, I’ve failed them.”

 “It’s not about what you see. It’s about what your client sees.”

“Luxury is service. It’s subtle. It’s not loud. The more subtle the experience, the more impactful it is.”

“I want them to fall in love. Not with the house they think they want—but with how they actually want to live.”

“You have to show them the lifestyle before you show them the house.”

“If you leave out the financial piece, you’ve failed them—even if everything else is perfect.”

“Stay positive. Take risks.”

“I answer my phone—even when it says ‘spam.’ Because that’s how you sell billions in real estate.”

“Real estate is not easy. But I always believe there’s a solution. You could drop me anywhere, and I’d figure it out.

JereMetcalfPodcast.com
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